The B2B Revenue Executive Experience

Everyone loves throwing around the word “experience.”   Buyer, employee, customer, insert-anything-here experience...   Is it a platitude? How do you actually make sure you put experience at the forefront of what you do?   Bob Berry, Principal User Experience Researcher at AnswerLab, takes a broad perspective on what experience actually means.    For Bob, experience is the whole context of an individual’s life and what they actually care about — and how we interact with this holistic view of the user.   In today’s episode, Bob covers:   - Why the internet is transforming our lives again   - How companies big and small are innovating through this crisis   - The biggest mistake to avoid in uncertain times   Check out the resource we mentioned during the podcast:   https://b2b.itstheusers.com/    This blogpost includes highlights of our podcast interview with Bob Berry, Principal User Experience Researcher at AnswerLab.   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 path to leadership is broken.    We spend so little time developing leaders.   And when we do, we create managers when we need coaches.    On today’s show, Sarah Wirth, President at EcSell Institute and Author of “The Coaching Effect,” explains why coaches get better results than managers.    She explains:   - The difference between a manager and a coach   - Why effective coaching means pushing people out of their comfort zone   - Why great coaches build trust first   This post includes highlights of our podcast interview with Sarah Wirth, President at EcSell Institute .   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

If you’re losing money on a product, what do you do?   Do you rush to double production? No...?    Then why are you doing exactly that with your broken lead-gen strategy?    It’s something Dana Lindahl, Founder at Legendary Leadgen, sees all too often with clients — the mystical thinking wherein lead gen problems are solved by doubling down.    Lead generation has changed. And you need to adapt.    Dana explained:   - Why you need to stop doubling down on outdated lead-gen strategies   - The right way to use LinkedIn   - The biggest mistakes out there   This post includes highlights of our podcast interview with Dana Lindahl, Founder at Legendary Leadgen.   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

Websites.    Everybody’s got one. Maybe you spent tens or hundreds of thousands of dollars on yours. Or maybe your son built it for free.    Whatever the case, one thing has become abundantly clear, especially in this COVID-19 pandemic when the majority of all business is digital.    Your website is more important now than ever before.    But how should you view your site? What is it for? Is it just there to give information? Is it there to connect your potential customers? Can they get the answers they need from your site?    On this episode of the B2B Revenue Executive Experience, we sit down with Ray van Hilst, Director of Client Results at Yoko Consulting to talk all about:   - Lead generation and how to do it right.     - Branding, and how to set your company apart digitally.   - Expanded web presence in a world that is more digital than ever before.    - Designing your site to meet the buyer on their journey   This blog post includes highlights of our podcast interview with Steve Gordon, the Founder at The Unstoppable CEO.   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

It’s become a cliché almost instantly, but “the new normal” is so apt.  Even if you were remote before, now every day is take-your-kid-to-work day. Everyone’s navigating a new normal. But leaders need to chart the course. And Dustin Deno, VP of Sales, North America at Showpad, is a skilled cartographer when it comes to remote work and company messaging.  He came on the show today to explain what you need to know to sail the murky waters of COVID-19 and beyond. Dustin covers:  - How to adjust to working remotely - How to change your messaging overnight - Why intent is more important than ever This blogpost includes highlights of our podcast interview with Dustin Deno, VP of Sales, North America at Showpad. 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

With or without a pandemic, today’s world runs on video.    But that camera in your pocket doesn’t make you Fellini.   How can you close more leads with videos people actually want to watch?   My latest guest, Charles Alexander, Director of the Tennessee Small Business Development Center, is an expert in explainer videos.    He explained the secrets to cutting through all the noise on social media and getting your content seen by the people who matter.   Charles covered:   - Why video beats written content every time   - How to get your content noticed   - Why storytelling is so important   - Why you need to come out swinging in video content   This blogpost includes highlights of our podcast interview with Charles Alexander, at yourcharlesalexander.com.   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

Building a business is hard work. It becomes your whole life.    You pour your entire heart and soul into mastering your market.    But a day will come when you want to take a break. Do you know what to do?   Well, if you don’t, have no fear. Our guest today is Terry Lammers, Cofounder of Innovative Business Advisors and he’s going to walk you through everything you need to know.   Author of “You Don’t Know What You Don’t Know,” Terry literally wrote the book on acquisitions.    He explained:   - Why cash flow is the most important factor in an evaluation   - Why you need a realistic valuation and relevant, readable financial statements   - Why the most valuable companies are ones that work without their owners   This blogpost includes highlights of our podcast interview with Terry Lammers, Cofounder of Innovative Business Advisors and author of “You Don’t Know What You Don’t Know.”   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

Have you ever asked yourself what your customers like outside of work?   Are your prospects overwhelmingly fans of golf, frisbee golf or horse g— er, polo?    If so, maybe you should start sponsoring some events.    Despite what you may think, sponsorship isn’t just for B2C companies. In the right hands, it can be a powerful marketing tool — whether you’re sponsoring some golf-variant or community events.   And our guest today, Ken Ungar, President, Founder and C-level sponsorship consultant at CHARGE, has some advice for B2B companies looking to start reaping the rewards of sponsorship.    He goes over:   - Why sponsorship is all about targeting the right audience   - How the access afforded sponsors can shorten your sales cycle   - How sponsoring smaller community events gives you more bang for your buck   Check out these resources we mentioned during the podcast:   https://chargesponsorship.com/ebook/navigating-the-sponsorship-game-20-questions-to-sponsoring-success/   This post includes highlights of our podcast interview with Ken Ungar, President and Founder at CHARGE.    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’s on your company’s blog?    Pet pictures? The company dodgeball tournament results?   If so, you’re missing a chance to build trust and earn attention through your expertise.    It’s something my guest today, Joe Sullivan, Thinker & Founder of the industrial marketing agency Gorilla 76, says happens at too many companies.    Most great salespeople know establishing yourself as an expert can guide the buyer through their buyer’s journey and buying decision.    So, why do so many businesses forget the power of expertise in marketing?   In this episode, Joe explains:   - What makes your expertise so powerful (& how you can use it)   - How, in the long run, meaningful connections beat volume    - Why video-based prospecting is so potent   This blogpost includes highlights of our podcast interview with Joe Sullivan, Thinker & Founder of Gorilla 76.   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

When was the last time you really laughed at work? I mean genuine laughter.  Side-splitting, foot-stamping, making-note-of-the-nearest-bathroom laughter. The workplace needs more comedy. Now, I’m not saying we need to turn the office into a comedy club, but... My guest, Chris Tabish, might. Chris is Co-Founder at Venture West Consulting and Author of “Comediology,” a book explaining how we can be more fulfilled and effective in business with comedy. Really though, it’s not the comedy club atmosphere we need to adopt, but the principles underlying comedy — principles we can adopt as a philosophy to bring some levity to our businesses and also drive real results.  We went over: - The principles of comedy you should adopt in your business - Why we need the authenticity of comedy in the workforce - How dumb ideas can sometimes unlock great ideas This blogpost includes highlights of our podcast interview with Chris Tabish, Co-Founder of Venture West Consulting and Author of “Comediology.” 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