The B2B Revenue Executive Experience

In this episode of The B2B Revenue Executive Experience, host Cory welcomes two powerhouse guests: Roland Griesmayer, Head of Revenue at GHD Digital, and Tony Cascio, Managing Partner at ValueSelling Associates. Together, they reveal how they transformed a 100-year-old engineering firm into a forecasting machine that hits quota to the dollar for six straight quarters.What You'll Learn:How to build a high-performance SaaS startup inside a traditional engineering companyWhy "money follows problems" is the golden rule of value-based sellingHow to get your CEO using ValueSelling terminology in deal reviewsThe three pillars of credibility: rapport, trust, and cementing your positionWhy inspiring beats inspecting when it comes to sales leadershipHow to transition from command and control to trust and collaborationThe secret to forecasting revenue accurately quarter after quarterWhy being prepared is the foundation of all sales credibilityRoland Griesmayer is the Head of Revenue at GHD Digital, the digital services arm of the global engineering powerhouse GHD. With a proven track record of scaling sales organizations from $0 to $5M, $0 to $20M, and $20M to $140M, Roland has mastered the art of revenue growth across SaaS, public sector, and professional services. His career spans leadership roles at Birdview PSA, Infotech Research Group, and Tyco, where he learned the hard lessons that now drive his coaching philosophy.Tony Cascio brings over 25 years of sales and leadership expertise to the table. As Managing Partner at ValueSelling Associates and Executive Advisor at Cascio Group, Tony has guided everyone from startups to Global 500 companies through sales transformations using the ValueSelling framework he perfected during his 18-year career at Gartner. He also serves as Senior Advisor at Mars Discovery District, where he mentors high-growth ventures on scaling for sustainable success.Now that you know how to build a value-driven sales organization that forecasts to the dollar, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.Learn more about Roland and TonyRoland Griesmayer on LinkedInGHD Digital Website Tony Cascio on LinkedIn ValueSelling Associates WebsiteCascio Group WebsiteSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Rob Auld, CRO at Readymode, to share how Readymode transformed their sales approach by reimagining the traditional SDR role and leveraging AI.What You’ll Learn:How to transform the traditional SDR role from basic qualification to high-value outbound salesWhy implementing AI should focus on solving one specific problem at a time rather than wholesale transformationHow to successfully implement sales methodologies across marketing, sales, and leadership teamsWhy AI augmentation, not replacement, is the key to driving better customer experiencesThe critical importance of marketing-sales alignment in achieving exceptional conversion ratesHow to balance AI automation with human interaction to improve customer engagementRob Auld is the Chief Revenue Officer at Readymode, a leading predictive dialing software company recognized as one of Canada's top-growing companies in 2023. With a vast background in sales leadership at companies like TELUS, Salesforce, and Avaya, Rob has consistently driven exceptional revenue growth, including scaling SOTI to $100M in revenue within three years and doubling revenue at Auvik.Learn more about Rob:Rob's LinkedIn Profile - https://www.linkedin.com/in/robauld/Readymode's Website - https://readymode.com/ Readymode's LinkedIn Page - https://www.linkedin.com/company/readymodeReadymode's Instagram - https://www.instagram.com/readymode/  Now that you know how to leverage AI to transform your SDR function, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.Subscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Jennelle McGrath, Founder and CEO of Market Veep, to share insights about transforming sales and marketing strategies in the manufacturing and industrial sectors while maintaining the human touch that makes these industries unique.What You’ll Learn:How to successfully implement CRM systems in traditional manufacturing companiesWhy manufacturing companies must balance traditional "boots on the ground" sales with modern digital strategiesThe Trade Show Success Framework for maximizing ROIHow to achieve sales and marketing alignment in traditionally siloed manufacturing organizationsWhy company culture and value alignment are crucial for sustainable business growth in modern manufacturingThe Technology Adoption Framework for helping traditional businesses embrace digital transformationWith over 20 years of entrepreneurial experience, Jennelle began her journey by founding her first business at age 18 while studying business and marketing at Merrimack College. Under her leadership, Market Veep has achieved recognition as a diamond HubSpot partner and landed on the Inc. 5000 regionals list after achieving 79% revenue growth over two years. Jennelle is particularly known for helping manufacturing and industrial companies modernize their sales and marketing strategies, bringing contemporary digital solutions to traditionally relationship-focused industries.GUEST: Jennelle McGrath, Founder and CEO of Market Veep Now that you know how traditional manufacturers can modernize their sales approach while maintaining valuable relationships, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.Subscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Karla Jo Helms, Anti-PR Chief Strategist of JOTO PR Disruptors, to share her innovative approach to PR that combines crisis management principles with advanced media algorithms to help companies build and protect their market position.What You’ll Learn:How to leverage mathematical formulas and crisis management principles for a proactive PR strategyThe proven framework for calculating PR exposure needs based on market size and audience reachWhy staying visible and consistently communicating purpose is crucial for 86% of successful tech CEOsHow to build media relationships by providing value rather than seeking publicityThe critical principles of crisis communication and common mistakes to avoidWhy defensive PR strategies fail and how to take control of your narrativeKarla Jo Helms is the Anti-PR Chief Strategist of JOTO PR Disruptors, a globally recognized agency known for its innovative anti-PR strategies. With a distinguished background in crisis management, she has pioneered an approach that combines advanced media algorithms with traditional PR methods to create highly effective campaigns. Her expertise stems from extensive experience working with healthcare and technology organizations, where she developed mathematical and data-driven approaches to public relations.Subscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Becky Lawlor, Founder and Chief Research & Content Officer of Redpoint, to share proven strategies for creating compelling thought leadership content that drives engagement and builds brand authority in B2B tech marketing.What You’ll Learn:How original research instantly differentiates content by providing unique insights no other brand can claimWhy traditional B2B content often falls short by recycling the same third-party statistics and generic insightsThe critical elements needed to build an effective research-driven content strategy that fuels a year of marketingHow to structure survey questions to generate compelling headlines while maintaining data integrityHow AI is increasing the importance of original research as generic content becomes more prevalentWith over 15 years of experience in B2B tech content marketing, Becky has established herself as an expert in creating differentiated content through innovative research methodologies. Having worked with notable brands like Adobe and Zapier, she has pioneered approaches to original research that drive engagement and enhance brand storytelling. Becky's expertise in transforming data into compelling narratives has helped numerous B2B tech companies elevate their authority and generate meaningful content marketing results.GUEST: Becky Lawlor, Founder and Chief Research & Content Officer of RedpointNow that you know how to drive engagement and build brand authority in B2B tech marketing, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.Subscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Julie Thomas, President and CEO of ValueSelling Associates, to reveal how entrepreneurs can transform their approach to sales from uncomfortable necessity to confident value creation.What You’ll Learn:How to transition from technical expertise to effective selling without compromising authenticityWhy listening and questioning skills matter more than traditional "pitch and present" approachesThe four fundamental questions every sales conversation must address to drive meaningful outcomesHow to quantify value in a way that resonates with prospects and builds credibilityThe “Stop Selling > Start Solving” framework for transforming uncomfortable sales conversations into value-driven discussionsWhy AI will enhance but not replace the human elements of consultative sellingJulie Thomas is the President and CEO of ValueSelling Associates and leader of Growist, bringing decades of sales leadership experience to help revenue leaders achieve unprecedented results. A former Gartner executive turned sales methodology expert, Julie has established ValueSelling as an award-winning training provider serving mid-size and enterprise companies worldwide. She is the author of the bestselling book “The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life” and pioneer of the “Stop Selling, Start Solving” program designed specifically for entrepreneurs and small businesses.GUEST: Julie Thomas, President and CEO of ValueSelling AssociatesNow that you know how to ditch the high-pressure sales pitch and start solving real problems for your customers, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.Subscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

Want to master the art of leading successful tech acquisitions? In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Alyse Daghelian, CRO at Rocket Software, to explore how she guided a $2.2B acquisition integrating 750+ employees.What You’ll Learn:Why leading with empathy and culture is crucial when integrating acquired teamsThe "Welcome Home" framework for making newly acquired employees feel valued and heardHow to structure intentional face-to-face meetings to build momentum and unite teams around common goalsWhy data-driven account planning combined with field-level relationships drives successful cross-sellingHow to maintain cultural values through significant organizational changeWith a unique background in computer science, engineering, and sales leadership, Alyse brings over 25 years of experience from influential roles at IBM and ServiceNow. Prior to joining Rocket Software, she served as Global VP of Cloud Expert Services at IBM and Senior Vice President of Global Sales at ServiceNow.GUEST: Alyse Daghelian, CRO at Rocket SoftwareSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

What if you could transform your small business into an actual million-dollar machine? In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Ernesto Mandowski, Founder of The Million Dollar Machine, to dive into why so many entrepreneurs get stuck at the $1M mark and how to break through.Ernesto is a multi-faceted entrepreneur, author, and business consultant specializing in transforming businesses into momentum-driven machines. With over 15 years of experience, including leading the turnaround of a $100 million family-owned steakhouse chain, he has developed deep expertise in helping small businesses harness the power of technology for sustainable growth.Now that you know how to break through the $1M barrier, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.GUEST: Ernesto Mandowsky, Founder of The Million Dollar MachineSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

Traditional lead generation is no longer enough—B2B companies must focus on building real, lasting connections. In this episode of The B2B Revenue Executive Experience, host Cory sits down with Moaaz Nagori, Head of Marketing at ConvergeX Connections, to discuss the shift toward relationship-driven marketing. They explore the rise of B2B influencer marketing, the power of micro-events, and how businesses can create meaningful engagement beyond transactional networking.Moaaz shares best practices for hosting impactful events, measuring the ROI of relationship-building, and balancing short-term wins with long-term growth. His key insight? Only 1-3% of prospects are ready to buy at any time, but nurturing the remaining 97% can unlock major opportunities. Tune in to learn how to move beyond outdated lead-gen tactics and build a marketing strategy for sustainable success.If you’re keen on becoming an industry expert with nuanced insights, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here. GUEST: Moaaz Nagori, Head of Marketing at ConvergeX ConnectionsSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

What do playing 1,000 nights in clubs and running a $100M+ business have in common?  According to Lee Benson, everything. In this episode of The B2B Revenue Executive Experience, we sit down with Lee to discuss how the MIND Methodology can align teams, drive growth, and create unprecedented business value.Lee is a bestselling author, successful entrepreneur, and CEO of Execute to Win (ETW), bringing over three decades of expertise in value creation, leadership, and strategic execution. As the creator of the MIND (Most Important Number and Drivers) Methodology, Lee has transformed numerous organizations by helping them align their actions with core objectives to enhance team performance and drive growth.His impressive track record includes founding eight companies, most notably growing Able Aerospace into a 500-person operation before executing a successful nine-figure exit to Textron. Beyond his operational success, Lee is a trusted advisor leading CEO mastermind groups and shares his insights through his book "Your Most Important Number" and various media outlets, including The Wall Street Journal, Forbes, CNBC, and Bloomberg.Now that you know why it's important and how to become the CEO of your own role, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here. GUEST: Lee Benson, CEO of Execute to WinSubscribe to the podcast or write a review Spotify Stitcher TuneIn Apple PodcastsSubscribe to the podcast or write a review YouTubeSpotifyApple PodcastStitcherTuneInPrevious guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at SalesfareCheck out our three most downloaded episodes:Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen CorthoutEpisode 299: How to Break the Used Car Salesperson Stereotype with Harry SpaightEpisode 301: From Tech Sales to Business Conversation with Eric ShaverReady to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so