The B2B Revenue Executive Experience

Who owns the Go to Market strategy, and why is the correct answer marketing?  Before you get into the octagon to fight this out, it’s important to look at revenue and the go to market strategy through a different lens.  Which is exactly why our guest on this episode of the B2B Revenue Executive Experience was such a huge get. Christina del Villar is the author of Sway: Implement the G.R.I.T. Marketing Method to Gain Influence and Drive Corporate Strategy, and in this episode, she dropped so many knowledge bombs on us.  Among the things we talked about:  - The G.R.I.T. marketing method - Getting rid of the grey areas of dollar attribution - Turning marketing into a revenue knowledge center - Why marketing should own the Go to Market strategy Now that you know how to employ buyer-first principles, are you ready to take a deeper dive into the role data should play in your organization, or learn all about sales enablement 3.0? Check out the full list of episodes: The B2B Revenue Executive Experience.  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

Your organization says it puts its buyers first — like nearly every other company in existence — and you’ve been tasked with the unenviable job of clearly articulating how. Where do you start? You know that buyer-first selling may be one of the most human goals for your business, but it’s only achieved by understanding the humans involved — which means diving into the data. Today’s guest, Carla Intal, Insights Analyst at LinkedIn, joins the show to discuss how. Using data and analytics, she’s helped create a list of 5 buyer-first principles that actually work. In this episode, we discuss: - What the data says about the most effective selling motions - The 5 buyer-first principles derived from the research - How sellers can leverage data themselves Now that you know how to employ buyer-first principles, are you ready to take a deeper dive into the role data should play in your organization, or learn all about sales enablement 3.0? Check out the full list of episodes: The B2B Revenue Executive Experience. 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

Your latest paid-ad campaign is a resounding failure. You wanted to try and siphon off some customers from your competitors' larger customer base. As it turns out, those extra customers allowed your competition to reach far further into far deeper pockets to outspend you at every turn. Why is outbound marketing so difficult?  Today’s guest, Mark Colgan, CEO of Spea k on Podcasts, says it doesn’t have to be. He joins the show to decode the myths and mysteries of outbound marketing. In this episode, we discuss: Why outbound marketers should think like SDRs How to tackle the difficulty of attribution in outbound marketing Why helping is better than selling Now that you’ve cracked the code to effective outbound marketing are you ready to learn more about the entrepreneurial journey for women, or gain the skills to spot professional sabotage before it happens? Check out the full list of episodes: The B2B Revenue Executive Experience. 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

If you have to step away from your career for a prolonged period of time, do you have a plan for re-entering the workforce?  For many women, this hypothetical is a reality — and there’s one plan more and more women are opting for…  Entrepreneurship.  Today’s guest, Amy Anderson, Co-Founder of Wild Coffee Marketing joins the show to discuss her passion for helping other entrepreneurial women and share her marketing insights.  In this episode, we discuss:  - Why the entrepreneurial journey is often different for women  - The effects of COVID and why more CEOs are paying attention to mental health  - Why entrepreneurs are well-equipped to handle today’s unpredictable business landscape  Now that you know more about the entrepreneurial journey for women, are you ready to gain the skills to spot professional sabotage before it happens or employ buyer-first principles in your organization?  Check out the full list of episodes: The B2B Revenue Executive Experience. 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

On a beautiful day in mid-March, you happily stroll into your workplace ready to tackle the most pressing issues facing your organization. You turn to your most faithful advisor and signal it’s time to get to business. All of a sudden, that same advisor, Brutus, starts stabbing you. And everyone else in the senate does, too. This easily makes your top-ten worst Mondays. Why is it that leaders never see betrayal before it happens?  OK, so maybe it’s not as bad as Caesar, but as a leader in your organization, you need to be prepared to handle betrayal, theft and deceit — which means you need to listen to Today’s guest, Brandon Wilson, President and CEO of Wilbron Inc, and author of Sabotage - Leadership that Overcomes Betrayal, Theft and Deceit.  Brandon joins me to share his expertise and be the oracle you need to turn the tide on the Ides of March and avoid ever falling victim to professional sabotage.  In this episode, we discuss:  - The importance of thinking in terms of legacy  - Why leaders often fail to spot sabotage despite how common it is  - The 4 horsemen of sabotage (and how to spot and stop them)  Now that you know how to spot sabotage before it happens, are you ready to learn how to employ buyer-first principles or the role data should play in your organization?  Check out the full list of episodes: The B2B Revenue Executive Experience. 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

You listen to enough podcasts to know that content is king. You’ve allocated resources and budget to craft some truly killer content. Now you’ve just got to figure out where to spend your killer-content currency… and whether it’s working. You have a content conundrum and it needs solving. Today’s guest, Erik Newton, VP of Marketing at Milestone, has built a career off solving the content conundrum and he joins the show to share how you can, too. In this episode, we discuss: The form and format your content should take The value of SEO and schemas for your online content Solving attribution difficulties for your content And be sure to check out Erik’s book, Hack the Corporate Fast Track . Now that you know how to solve the content conundrum, are you ready to learn buyer-first principles, or take a deep dive into the role data should play in your organization? Check out the full list of episodes: The B2B Revenue Executive Experience. 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

You’ve recently purchased some fancy technology that promises to capture all of the data you need to make better business decisions. The problem is, only the IT guys know how to use it — and, frankly, they don’t know anything compared to your sales team about revenue. So, now that technology is just money thrown down the drain, right? Well, what if you could get both teams working together in a truly data-driven culture?  That’s exactly what my latest guest is here to help you do. Nick Amabile , CEO at DAS42, is an expert on the correct way to integrate data into your organization.  In this episode, we discuss:  The role data should play in your organization  What it means to have a data-driven culture  The technology that helps you get there  Now that you understand the role data should play in your organization, are you ready to learn why sales enablement 3.0 matters or finally figure out how to bring up challenges at work? Check out the full list of episodes: The B2B Revenue Executive Experience. 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

Most people understand sales training, but what about enablement? That’s just what you use for when something is broken on your sales team, right? Wrong. The fact is, sales enablement is essential to every organization — and it’s time we structured our companies to reflect that. It’s time we moved onto sales enablement 3.0. My guest today not only coined the term “sales enablement,” he’s now pioneering its revolution to 3.0. Roderick Jefferson, Vice President, Field Enablement for NETSKOPE and author of the new Amazon bestseller "Sales Enablement 3.0 ” joins me to discuss the secrets to sales enablement success.Now that you understand why sales enablement 3.0 matters, are you ready to finally figure out how to bring up challenges at work or learn to transform your sales org with data and technology? Check out the full list of episodes: The B2B Revenue Executive Experience .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

Your organization is taking off. Everyone is so excited about growth that it seems like every day is a ticker tape parade celebrating the fall of the Berlin Wall. Meanwhile, the new systems for scaling are actually slowing you down. But no one wants to listen to you complain, right? Wouldn’t it be nice to work somewhere where everyone could voice their concerns? My guest today, Tim Cakir, CEO and Founder of Squad One, says th ere is no reason that shouldn’t be the case at every company — and he’s doing something about it, offering growth management software and a framework that makes talking about problems easy. In this episode, we discuss: Why most companies shy away from talking about challenges Why it’s more important than ever for everyone to bring up challenges The benefits of the GCO (Goals, Challenges & Opportunities) framework to address the problem Now that you know how to bring up challenges at work, are you ready to dive into transforming your sales org with data and technology, or how to rehumanize your customer experience or learn the secrets to personalizing at scale? Check out the full list of episodes: The B2B Revenue Executive Experience. 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

As we approach the 250th episode of the podcast, I want to take some time to look back at all the ground we’ve covered together. To that end, I’ll be periodically resharing some of my favorite episodes — this is one of them. I hope you enjoy it! Like most, your company started pumping up the volume on your digital channels last year. You may only be getting 5% on your emails, but you just need to send more, right? Well, what about that 95%? You don’t need more volume. You need more value — and video can help you deliver it. That’s the core mission of Darin Dawson, Co-Founder and President of BombBomb, a human-centered communication platform enabling users to send video and rehumanize customer experience. In this episode, we discuss: Why video works to rehumanize the customer experience How to use video effectively How video cuts down on volume and delivers real value, instead Now that you have the tools to rehumanize your customer experience, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.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