The B2B Revenue Executive Experience

You’ve got a great product. Its value is so obvious that it’s going to sell itself.   You’ve just got to build it and the customers will come, right?   Wrong.   It’s not about the features, it’s about the pain points your prospects are facing. In this episode, I catch up with Adam Springer, Founder at StartupSales, to find out why so many salespeople do such a bad job addressing the pain points customers really care about.    We discuss:   - Why marketers express their value proposition poorly   - The 3 categories of pain points   - How to nail your messaging.   This post includes highlights of our podcast interview with Adam Springer, Founder at StartupSales.   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

No one likes having dinner interrupted by a phone call.   And no one buys when they are unhappy.   So, how can we reach our prospects in a manner and time that’s convenient for them?   In this episode, I’m joined by Jonathan Pogact, VP of Marketing at Drips, a company offering a conversational texting platform that helps keep you from irritating your prospects.    What we talked about:   - The power of conversational texting   - Partnering externally and internally   - The 5 pillars of partnership   This post includes highlights of our podcast interview with Jonathan Pogact, VP of Marketing at Drips   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

There is more to being a good leader than being effective.    A good leader needs to actually be good.    Peter Montoya, Owner at Peter Montoya, Inc and author of The Brand Called You, came on the show today to discuss what that actually looks like in practice.    Our conversation covered:   - Why the future doesn’t have to be bleak   - What makes a good leader   - Why there is an epidemic of loneliness in our culture This post includes highlights of our podcast interview with Peter Montoya, Owner at Peter Montoya, Inc and author of The Brand Called You.   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

Has the pandemic made you worried to say the wrong thing?   How has it changed how you talk with clients?   When the world changes, business conversations change. And it helps to know how others are successfully adapting their conversations to these uncertain times.   That’s why I’m excited to be joined today by Jim Benton, CEO at Chorus.ai. He is an expert on how COVID has changed our conversations — and he brought the data to back it up.    In this episode, he explains:   - How Chorus.ai works   - How COVID-19 is affecting engagement   - What to do with this wealth of data   This blogpost includes highlights of our podcast interview with Jim Benton, CEO at Chorus.ai.    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

Why do I appear on podcasts (and host my own)?    Simple: It works.   It builds your brand, gets your name out there and attracts clients.   Everyone wants more leads and hopping on a podcast is one of the best ways to get them.    To help explain why it’s so effective, I caught up with Jessica Rhodes, Founder & Co-Owner at Interview Connections, where she has been connecting podcast guests with podcasts since 2013.   In this episode, Jessica explains:   - Why podcasts are human and, therefore, effective   - How podcasts build your brand   - Why podcasting is a long-term strategy This post includes highlights of our podcast interview with Jessica Rhodes, Founder & Co-Owner at Interview Connections.   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

I’ve seen a lot of small businesses struggle with sales teams.    There are several reasons why, but there’s good news…   You can fix all of them.   To explain how and help you get your small business to start generating more revenue, I invited Rene Zamora onto today’s show.    Rene is President at Sales Manager Now and Author of Part-Time Sales Management and has a ton of experience turning around struggling sales teams.    Rene went over:   - The importance of allowing your managers and leaders to do their roles   - Why salespeople exaggerate and complain so much   - The key elements to optimizing your small business’ sales team    This post includes highlights of our podcast interview with Rene Zamora, President at Sales Manager Now and Author of Part-Time Sales 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

What makes your company special?   Is it your people? Experience? Customer service?   Probably not. Everyone says that about their company. And if you’re saying the same thing as everyone else, you may as well not be saying anything.   That’s why I caught up with Chala Dincoy, CEO & Founder at The Repositioning Expert, to learn more effective ways to stand out from the crowd.     Chala covered:   - Why most companies are poorly differentiated   - The formula for successful differentiation   - The top 5 mistakes companies make in their messaging   Check out these resources we mentioned during the podcast:   - https://program.repositioner.com/podcastgift   - https://www.amazon.com/How-Friends-Apple-Wins-Customers-ebook/dp/B016WU808A   - https://www.amazon.com/Make-Anyone-Like-Seconds-Less-ebook/dp/B07PWGPDX6/ref=sr_1_2?dchild=1&qid=1595487660&refinements=p_27%3AChala+Dincoy&s=digital-text&sr=1-2&text=Chala+DincoySubscribe 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

When the sale’s over...    What do you do to generate more revenue?   Today I’m speaking with Michael Tuso, Director of Revenue Performance at Chili Piper, to find out the best ways to generate post-sale revenue.   And, more importantly, how to make it scalable.    What we talked about:   - What happened when Chili Piper split post-sales roles   - How to think about coaching and champion enablement   - How COVID-19 is impacting Chili Piper’s strategy This blogpost includes highlights of our podcast interview with Michael Tuso, Director of Revenue Performance at Chili Piper.    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

As toddlers, if we are around other humans…   We can’t help but learn to communicate. We all learn how.    But we could all benefit from doing it more effectively.    Today, Dr. Ethan Becker, President, Senior Coaching Partner, Author and I/O Psychologist at The Speech Improvement Company, came on the show to explain the science behind effective communication…    And how you can use it to make more sales.    He explained:   - Why it’s never too late to learn better communication   - The difference between inductive and deductive reasoning   - Why the best salespeople emphasize quality relationships    Check out these resources we mentioned during the podcast:   - Mastering Communication at Work   - Speech Companion    - https://speechimprovement.com   This post includes highlights of our podcast interview with Dr. Ethan Becker, President, Senior Coaching Partner, Author and I/O Psychologist at The Speech Improvement Company.   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

Everybody wants more leads...   And when it comes to getting more leads, content is king.    Put simply: If you want more leads, you need better content.   On our show today we have the king of content, Brad Smith, Founder of Codeless Interactive.    We sat down and went over what makes great content and how you can sharpen your content-creation skills.   Brad explained:   - Why content (and competition) is more complicated than it used to be   - How to approach content and what to look for in a writer   - Content under COVID-19   This blogpost includes highlights of our podcast interview with Brad Smith, Founder at Codeless Interactive.   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