The B2B Revenue Executive Experience

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

You know when you’re trying to be a good role model to a kid in your life?   Every time they’re around, you’re hyper-conscious about doing good. But we all slip up once in a while.   Being a leader of an organization isn’t unlike being a good role model for a kid. Just replace the kid with a group of capable adults.   In this episode of the B2B Revenue Executive Experience, I speak to Ohad Hecht, CEO of Emarsys, about how leadership affects company culture.   Plus, we talk about:   - The current landscape of enterprise software and its future   - Driving functionality in technology   - How leaders can positively affect company culture    This interview features Ohad Hecht, CEO of Emarsys.   To hear this episode and more like it, subscribe to The B2B Revenue Executive Experience on Apple Podcasts or tune in 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

Your customer is a kid at the top of a snowy hill, ready to take the plunge on her sled.    It would be too bad if there were bumps along the way, keeping her from sledding smoothly (and quickly) to the bottom, right?   That’s when third-party data comes in to smooth the bumps.   In this episode of the B2B Revenue Executive Experience, I speak with Aimee Irwin, VP of Strategy for Targeting at Experian. Experian provides businesses with essential data and analytics to meet the consumer’s demands for an all-encompassing experience.   Today, we’re exploring:   - The value third-party data offers the customer experience   - 3 tips for finding success by combining first and third-party data   - How interacting with your own messaging can help you enhance the CX   Email Aimee at audiences@experian.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

The biggest challenge in any B2B company today? Getting organized. It seems as if nailing down solutions and documenting those processes remains out of reach for many organizations. Fortunately, that’s exactly what Resa Gooding — my latest guest on The B2B Revenue Executive Experience — helps businesses achieve. As a HubSpot trainer and digital sales strategist at Cacao Media, Resa has built up a plethora of experience and knowledge in the digital sales and marketing space. Today, we’re going to be discussing: 3 sales-related challenges all B2B companies face. Making sense of the over 7,000 sales automation tools available today. 2 components salespeople need to focus on. 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

Imagine you’re preparing for a meeting with a new prospect. What steps are you taking beforehand? You’re probably doing some research on their organization and their particular position. Maybe you uncover a few recent milestones the business has reached or you find that the prospect recently received a promotion.  All of this information will obviously be helpful in moving your professional relationship forward. Why do we often fail to conduct this research before reaching out via email? In this episode of the B2B Revenue Executive Experience, I check in with OnCourse’s CRO, Gessie Schechinger.  We discuss: How to avoid becoming another automation junkie Understanding the best email sequence timing The biggest keys to effective email outreach 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

Owning a service based business is hard.  Because not only are you expected to be a master of your product, you’ve also got to be a professional at marketing and getting your service out there in front of people.  And if you’re not careful, you can take the habits that you’ve had to establish in your beginning years as a scrappy start up and never grow past them.  Always and forever stuck in survival mode. Killing yourself to make it work when what you really need is some good quality help to allow you to free yourself to do what you do best.  Run the business.  On this episode of The B2B Revenue Executive Experience podcast, we sat down with Steve Gordon, Founder of The Unstoppable CEO, for a discussion about: His recent love of philosophy.  The biggest challenges companies face when trying to attract new clients.  The 4 levers that have to be engaged if you want to systematize business development.   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