The B2B Revenue Executive Experience

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 any good seller, you want to level up your outreach game, so you set out in search of that magic tactic: You read every book, listen to every podcast, and enroll in every course out there — only to realize you could have spent that time actually prospecting. The lesson? Tactics can be great — but they’re next to useless if you haven’t built the right outreach muscles through execution. Liston Witherill, Head of Growth at Gold Front, Chief of Sales Insights at Serve Don't Sell, host of the Modern Sales Podcast, and soon-to-be author, joined me to talk about the power habit formation can have on your outreach. We talked about: The mindset you need for outreach Why execution trumps tactics when it comes to outreach How pattern matching makes outreach easier Now that your outreach muscles are ready to compete against an oiled-up 1970s Schwarzenegger, 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

This quarter, you're falling behind and worried you won’t make your sales goals. Taking a look at your sales team, you realize that if everyone could just sell like your top earners, you’d be way ahead of your target by now. What if there was a way to take the artistry of your best reps and boil it down to a science all your reps could follow? That’s exactly what my latest guest, Seth Marrs, Research Director at Forrester, is an expert in. He joins the show to share how you can marry the art and science of sales by effectively leveraging data and technology into your sales org. Now that you know what it takes to transform your sales org with data and technology, are you ready to dive into 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

So your lead generation channels have reached a plateau and your sales operation is stuck in second gear. There’s enough happening to get by but that electrifying atmosphere is waning. You’re wondering whether PR will help kick things up a notch but the PR climate is evolving as fast as business tech. Where do you start? Mickie Kennedy, Founder & CEO of eReleases, a leader in affordable press release writing and distribution, provides the answer. What we talked about: PR strategy must-haves Stay ahead: 3 tips for a strong PR game Profitable PR in action Check out these resources we mentioned during the podcast: Mickie’s LinkedIn profile eReleases’ FREE Masterclass for a winning PR strategy Survey Monkey For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.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 top SDR has spent all night brushing up on B2B sales tips. They make their way to the first prospect, who happens to be a high-ranking military official. Little do they know, those B2B tips are no good here. This is a public sector institution, and they don’t play by B2B rules. Green Leads CEO, Mike Farrell, explains. What we talked about: B2B vs Public Sector: dos & don’ts AI risks & opportunities Content syndication Outsourcing SDRs Check out these resources we mentioned during the podcast: Mike’s LinkedIn profile Green Leads’ website For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.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

The meeting you have tomorrow is with the sales team. You’re anticipating a sleepless night. As you sharpen your pitchfork, you wonder why no one’s solved the alignment problem between sales and marketing. Then, you remember something: You’re not in Mad Men; you’re running a successful ABM campaign — and collaboration with sales is the name of the game. My guest today is Mike Maynard, Owner at Napier Partnership Limited, who came on the show to demystify Account Based Marketing and explain how to harness its numerous benefits. In this episode, we discuss: What ABM is How to implement ABM How ABM helps better align sales and marketingNow that you know the ABCs of ABM, are you ready to learn how to craft your brand or establish a repeatable sales process? 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

This last year brought a lot of changes that range the gambit from internal organizational improvements to reimagining and shifting outbound marketing. This evolution has fostered a new constant awareness of who we’re selling to and where they spend their time. It’s crucial that we take what we've learned this past year about virtual selling and continue to develop those skills as we step into the post-COVID “new normal.” On this episode of B2B Revenue Executive Experience, I talk with Darrell Amy, author of the best-selling book, Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth, host of the Revenue Growth Podcast, and co-host of the Selling From the Heart Podcast. What we talked about: How companies should be adjusting their marketing and sales strategies in the post-COVID economy How to combat “pivot fatigue” and get better at virtual selling. How companies can set aggressive, but realistic revenue goals. What goals should be top of mind for companies in a post-COVID era. Mentioned on the show: The Revenue Growth Toolkit Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth For the entire interview, you can listen to The B2B Revenue Executive Experience.If you don’t use Apple Podcasts, we suggest this link.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 have your ideal customer persona nailed down. You know the problems they have and why they should choose your company over your competitors to solve them. You’ve spent a great deal of time learning what they think about your product. How much time have you spent learning how they feel? My latest guest, Kyle Duford, as Executive Creative Director of The Brand Leader, has spent his career learning about it. He joins the show to simplify the intangibles of brand into something you can master, too. We discuss: What most people get wrong about brand The experiences that make for a memorable brand How the pandemic has affected branding Now that you know how to craft your brand, are you ready to learn how to establish a repeatable sales process or build the right team? 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 new startup has got a killer product, which deserves a best-in-class sales process, so you hire someone with a track record of success at your favorite company — the one you most want to emulate. You’re as confident as they are when they join the team. Then it all goes wrong. Why is it so hard to build a repeatable sales process? If you listen to my latest guest, Dan Morris, Managing Partner of Mindracer Consulting, a modern VP of Sales & CRO as a Service firm, you’ll quickly learn it doesn’t have to be. You’re just approaching it wrong. In this episode, we discuss: The purpose of a sales process What companies most often get wrong when building one How to avoid those mistakes and create a killer — and repeatable — sales processNow you know how to establish a repeatable sales process, are you ready to learn how to build the right team or master acquisitions as a growth strategy? 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’ve ever been through an acquisition, you know there are a lot of moving parts to it. It’s a tough thing to pull off in a year. Could you imagine going through 33 in 13 years? Justin Hartanov, Chief Commercial Officer of Syndigo, doesn’t have to imagine — he’s done it and lived to tell the tale. Which is why I brought him on the show to share the secrets to a successful acquisition. What we talked about: Why you should acquire for growth Why you need a clear vision and effective expectation-setting in an acquisition Why training and enablement are crucial to an acquisition’s success Now that you know how to handle acquisitions as a growth strategy, are you ready to learn the secrets to personalizing at scale or what it takes to be a great sales leader? 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

Joseph Fung, CEO of Uvaro and host of "The Seller's Journey' Podcast, chats with Chad about the generational differences we're seeing in sales, the new challenges companies are facing, and how it relates to: Societal changes (and advising teams and organizations on how to adapt) A company’s core values Understanding a foundation of accountability Selling in a virtual environment Equalization of talent OPTIONAL: Check out these resources we mentioned during the podcast: Joseph Fung, CEO of Uvaro "The Seller's Journey' Podcast If you want to dive deeper into the discussion, find us on Apple Podcasts, Spotify and Stitcher. 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