The B2B Revenue Executive Experience

The uncertainty and challenges surrounding COVID-19 are impacting every business right now.    Company leaders everywhere need to make difficult decisions quickly. This is no time for sentiment.   Wait, no. Scratch that. This is actually the perfect time for sentiment.   Customer sentiment, that is.    Sid Banerjee, Executive Vice Chairman, Founder & Chief Strategy Officer at Clarabridge, joins me on the podcast to go over why quantifying customer sentiment is one of the best tools a leader can use to guide their decisions — especially in a crisis.   Sid shares some interesting, real-world examples on just how companies in some of the hardest-hit industries are using Clarabridge’s platform to tap into these insights and make the difficult decisions required in a crisis.   We cover: - How to use your customers’ voices to drive loyalty and reduce risk - How quantified customer sentiment is shaping the actions of companies in healthcare, finance, and travel.   This post includes highlights of our podcast interview with Sid Banerjee at Clarabridge. 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’ve been within earshot of a classroom over the past century or two, you know the Industrial Revolution is what kicked off modernity. Everything that makes our modern world, well, modern is literally built on the fruits of industry. So, when it comes to marketing, why does the industrial space lag so far behind? In our latest episode, I caught up with James Soto, Founder and CEO at Industrial Strength Marketing to find out.  James is on a mission to bring the industrial sector back into the modernity it started. And we had a chance to see what the problems were and what the future holds for industrial marketing. He went over: - Why industrial B2B leaders don’t put enough stock in marketing - Why the lack of proper metrics are making it hard to fix this - How the primitive brain can be hacked by intrepid marketers - Why stories are what will save marketing This blogpost includes highlights of our podcast interview with James Soto, Founder and CEO at Industrial Strength Marketing. 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

AI is a hot topic these days.  Whether it’s in an incoherent tech-startup pitch or ominous warnings from scientists about a techno-dystopian future, everyone seems to be talking about it. Yet, despite the publicity, many of us are confused about what it actually is — and what it means for the future of our businesses.  To clear up the confusion, I spoke with Neil Sahota – IBM Master Inventor, United Nations (UN) Artificial Intelligence (AI) subject matter expert, and Professor at UC Irvine, to learn more about how AI is being used. He went over: - What AI is  - What AI means for your business - Whether we should be excited or worried about AI - Why the human element will always be more important This blogpost includes highlights of our podcast interview with Neil Sahota, – IBM Master Inventor, United Nations (UN) Artificial Intelligence (AI) subject matter expert, and Professor at UC Irvine. 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 you’re doing a puzzle, do you just pick up any random piece and start looking for one it fits with?    Obviously not. Everyone knows you start with the corners!  Prioritizing them makes the rest easy.    If it’s so obvious, though, why do so many marketing strategies seem to run through all the random pieces until the picture matches the box?    Because they aren’t agile.    Agility is all about focusing on the most important goals and adapting — the corners, the edges, the whole picture.   On our latest episode, I caught up with Andrea Fryrear, author of “Death of a Marketer” and Co-Founder of AgileSherpas.    I sat down with Andrea Fryrear, Author of “Death of a Marketer” and Co-Founder of AgileSherpas, who provide training in agile marketing strategies, to find out how to best approach incorporating agility into your marketing team.     Andrea went over: - The definition of agile marketing - How to approach a pilot program - Who benefits from agility This blogpost includes highlights of our podcast interview with Andrea Fryrear at AgileSherpas.   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

One thing I’ve always been fascinated by is the way most companies usually approach promoting sales reps to management.   You have great numbers, so you should manage others using an entirely different set of skills, which we’re not going to train.    Weird, right? Imagine if you were a great roofer and get promoted to lead architect — and you aren’t even taught the necessary skills.   I wouldn’t buy a house from you.   It doesn’t have to be such a dramatic transition. We just need to invest in a few key things taught to our promoted reps.   And top of that list is performance management.   For our latest episode, I spoke with Ed Eppley, owner of The Eppley Group and author of Let’s Be Clear, about how we can get better performance management from our leaders.    What we talked about: - What performance management is - Why it isn’t taught - How strategic planning and culture are the keys to performance management   This blogpost includes highlights of our podcast interview with Ed Eppley, Owner of The Eppley Group.   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 get it, there’s some natural friction between sales and marketing.    It’s okay, though. It’s a healthy form of competition, a symbiotic relationship keeping both sides sharp.    But if you’re in sales and you don’t know your marketing basics, you’re selling yourself short.   One of the things I owe my success to is the 8 or 9 years I spent in marketing before migrating over to sales. Understanding the fundamentals of marketing made my sales career.   And my guest today, Wayne Mullins, is all about marketing fundamentals. As the founder of Ugly Mug Marketing, Wayne really focuses on the basics.    See, too many people get wrapped up in the latest shiny sales or marketing gimmick and, in the process, forget the simple fundamentals we all know work.    So, let’s get back to basics with Wayne.   Wayne goes over: - The definition of marketing - The natural progression of sales and marketing - The two questions everyone in sales and marketing should ask themselves every day   This blogpost includes highlights of our podcast interview with Wayne Mullins, founder of Ugly Mug Marketing.   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

Cybersecurity is always a fun topic. Everyone knows it’s important, but most only do the bare minimum to prevent attacks.   Case in point: Whenever I ask people about their tech stack, they always list a ton of free addon apps they use.   What I hear is a list of vulnerabilities an attacker can gain access through.    And most companies are completely unaware.    But today’s guest, Karim Hijazi, sees these vulnerabilities every day. Karim is CEO at Prevailion, which provides a compromise intelligence platform that companies can use to monitor compromises to their system in real-time.    We talked about:   - What a compromise intelligence platform is (and isn’t)   - Why fighting off attackers is asymmetrical warfare   - The future of cyber insurance This post is based on a B2B Revenue Executive Experience podcast with Karim Hijazi. Subscribe to hear this episode and many more like it.   If you don’t use Apple Podcasts, you can find all our episodes here.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

These days, it seems romance can only be found on dating sites. If you want to find love, you need to market yourself online. And that means… choosing a picture.     So, do you use the one 7-year-old picture of you with the perfect soft light to make an angel cry, or the one from Tuesday with you in the pizza-stained sweats?   Dawson Cochran thinks you should opt for the pizza-sweats pic every time.   Dawson, managing partner at ValueSelling Associates, came on the show today to talk about how powerful imperfection and authenticity can be in sales. So, naturally, the dating profile conundrum came up.    Dawson says, while the pizza-sweats photo may not be as enticing, at least it’s honest. It’s genuine. It’s you. And any relationship based on authenticity will be stronger, whether it’s a romantic, platonic or business relationship.    We talked a lot about how to harness the power of imperfection, going over:   - Why authenticity in sales is hard, but worth it   - Why people need room to fail   - How overcoming adversity reveals character   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

Join Marco Centauro and Steve Finch as they discuss why change is necessary even when everything is going well. They share insights on driving successful transformations, the importance of company culture, and effective leadership strategies. Dive into their experiences at Workday, restructuring business models, upgrading technology, and enhancing team structures to level up from great to awesome.

More than half of us use Facebook or Instagram every single day. This means you can use social media to reach half of your market every single day.   Sounds like a no-brainer, right? No one ever says they couldn’t use more leads.    But before you dive into generating leads on social media, there are a few things you need to know.   That’s why I invited Kevin Barry, co-founder of Right Percent onto today’s show.    He shared some valuable lessons he’s learned through his experience with social media lead generation, including:   - Why social media lead generation works best when targeting large markets   - Why leads from social have less intent than organic leads   - Why social should have its own dedicated sales team (who respond quickly)   - Why your sales team needs to know the ads   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