The B2B Revenue Executive Experience

In the last 6 months, when was the last time you felt the fatigue of being online? Today Yesterday Last Week All of the above If you answered D, you are not alone!  Today, on this episode of the B2B Revenue Executive Experience, I caught up with Ana Raynes, CEO of Simplified Impact, to discuss the power of differentiated, up-leveled Zoom events that will be remembered and reduce fatigue. We also talked about: Tips and Tricks on Up-Leveling Zoom Events Patterns of Innovation During Crisis Reducing Zoom Fatigue with Experiences  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

Prospects are bombarded daily with messages pressuring them to buy. That can get pretty exhausting.  Even if you’ve got a product they need, people don’t buy products. They buy the results the product will give them. You’re in sales; your job is to sell. I get it.  But what if selling for the sake of selling wasn’t your primary goal? What if providing value was your focus?  I caught up with repeat guest Robbie Traube, CRO at subscription economy leader Zuora, to discuss the power of the ValueSelling Framework® for scaling sales organizations. We also talked about: How Robbie started using the ValueSelling Framework and his relationship with it throughout his career The biggest results Robbie has seen from relying on the ValueSelling Framework. How value selling comes to life in an organization. How to ensure sales teams continue to apply sales frameworks in a virtual world. This post includes highlights of our podcast interview with Robbie Traube, CRO at Zuora. 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 need more sales, not more advice.  And to get there, you need to build a sales force that has the capacity to work full time from setting appointments to closing deals.  To learn more about building a revenue machine, I caught up with David “Ledge” Ledgerwood, Co-Founder & Managing Partner at Add1Zero, which provides lead-to-close sales execution for B2B technology companies. In this episode, David explains: His professional journey and how he founded Add1Zero. When businesses should build a sales force and what to look for in a sales team. How to determine a good or bad sales lead.  This post includes highlights of our podcast interview with David “Ledge” Ledgerwood, Co-Founder & Managing Partner at Add1Zero. 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

Marketers want to know how to create revenue because money is the scorecard of business. Companies make money when customers buy, but buying requires behavior change. You need people to quit buying from your competitor and start buying from you. To find out how behavioral change influences sales and marketing, I sat down with Sean Doyle, CEO of Fitzmartin, a company that helps mid-market b2b firms solve sales and marketing problems through strategy and process. We talked about:  How people change their behavior How to uncover anxiety in your prospects  How to shift organizational culture to focus on customer outcomes Hear more from Sean in episode 141 on The B2B Revenue Executive Experience. Listen to this episode and more like it by subscribing to The B2B Revenue Executive Experience on Spotify or Apple Podcasts.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

Silos are naturally created within every organization as that organization grows.   When companies don’t understand how to deal with organizational growth in a healthy way, they protect the things that occur naturally.    So they settle for silos, even though silos hurt their revenue.    To find out how to break down silos, I sat down with Jason Reichl, CEO of Go Nimbly, a revenue operations company helping SaaS companies as they naturally grow.  We talked about:  How silos are created and sustained  How silos are hurting your customers and your revenue  How organizations can break down silos through revenue operations   Hear more from Jason in episode 140 on The B2B Revenue Executive Experience.   Listen to this episode and more like it by subscribing to The B2B Revenue Executive Experience on Spotify or Apple Podcasts.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

Marketing used to be straightforward.  You placed an ad in a newspaper and you got business.  These days, it’s complicated — and we’d all benefit from democratization.  So says today’s guest, Tony Guarnaccia, Founder and Owner at Results Trained. Tony’s on a mission to bring the tools only elite companies can wield to the marketing masses.  In this episode, we discuss: What democratizing marketing means The 6 factors essential to growth Where to begin in your business This post includes highlights of our podcast interview with Tony Guarnaccia, Founder and Owner at Results Trained. 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

COVID-19 may not be the end of the world…    But after, the road warriors will still have reason to celebrate.    That’s because travel and hospitality are changing for the better.    To find out how, I caught up with Iqbal Jumabhoy, Founder/CEO at BlackBook Technologies, a company creating rewards programs that are actually rewarding.    What we talked about: What people really want from hospitality. The problem with rewards programs.  Hospitality under COVID-19 and beyond.   This post includes highlights of our podcast interview with Iqbal Jumabhoy, Founder/CEO at BlackBook Technologies.   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

Does your website say you hate certain types of people?    Probably not. I’m willing to bet it says you value diversity.   But those are just words. Actions are what matter.    It’s time to get serious about culture and diversity and make it a part of your organization’s central strategy.   To help explain how, I turned to Derek Young (who goes by D. Y. ), Culture Strategist at Derek Young Speaks and Author of Make My Hindsight Your 20/20, who has been on the frontlines fighting for diversity for over 20 years.    In this episode, we discuss:   - The 3 biggest mistakes to avoid when building your culture   - Why accountability means consequences   - How to live the values you claim on your website   This post includes highlights of our podcast interview with Derek Young, Culture Strategist at Derek Young Speaks and Author of Make My Hindsight Your 20/20.   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

A noble purpose isn’t something that just happens.   It’s not like you need Bill Gates’ success to have one.   In reality, it’s the other way around.    Today, I’m joined by Lisa McLeod, best-selling author of Selling with Noble Purpose and Founder of McLeod & More, to discuss why finding purpose is such an important step for any successful organization.    Lisa explains:   - Why you need a purpose   - How to find your aim and your lane   - Why success means being able to sit with uncertainty   - Why your customers should value you and not just your product   This post includes highlights of our podcast interview with Lisa McLeod, best-selling author of Selling with Noble Purpose and Founder of McLeod & More.   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

Financial planning has always seemed like voodoo to me.   Luckily, I have a podcast and can interrogate the experts.   Turns out, there are only 3 things you need to do for successful financial planning.   The trick is sticking to them.   But according to Jonathan DeYoe, Founder and CEO of Mindful Money and President of DeYoe Wealth Management, that’s easier said than done for most people.    He joins me on the show today to discuss why so many people are so bad at financial planning and what we can do about it.    Jonathan explains:   - What our culture gets wrong about financial planning   - The best way to approach investments   - Rethinking our definitions of success This post includes highlights of our podcast interview with Jonathan DeYoe, Founder and CEO of Mindful Money and President of DeYoe Wealth Management..   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