The B2B Revenue Executive Experience

Oftentimes, we forget that for the sales enablement function to really work, there has to be a little give and take. Of course, sales enablement’s purpose is to, well, enable sales. However, sales reps need to know that they can go to sales enablement for valuable insights and clarification. In this episode of the B2B Revenue Executive Experience, I talk with Stephen Brown, Director of Product Marketing at Highspot, a sales enablement solution provider.  Stephen shares his knowledge in marketing the platform and how his team leverages its sales enablement function. Plus, we talk about:   The current issues of most sales enablement functions Notable sales enablement imperatives The benefits of being dedicated to a new tool or process that aligns your team This blog post includes highlights of our podcast interview with Stephen Brown, Director of Product Marketing Highspot.   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

Get your 500 keyword rankings for only $500! Here! We’ve all probably seen something like this at one point or another in our careers. And if you didn’t smell the B.S. from a mile away, you may have even fallen for it. If there weren’t good people being tricked into scams like that, those fraudsters wouldn’t have jobs. In this episode of the B2B Revenue Executive Experience, President and CEO of Directive, Garrett Mehrguth, shines truth on scammy SEO swindlers. Plus, he shares:   What brand discoverability means and why it matters How he achieved 15 million impressions for $1,000 Why generalist agencies will eventually fade out This blogpost includes highlights of our podcast interview with Garrett Mehrguth, President and CEO at Directive. 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

Hiring for SDRs that hold out for the long haul can be a daunting task. Maybe you’ve had bad luck in the past or have seen colleagues struggle to fill SDR roles. Even so, try not to feel discouraged if hiring SDRs is your responsibility. Successfully hiring motivated and dedicated SDRs can be done! In this episode of the B2B Revenue Executive Experience, I catch up with Influitive’s Director of Sales Development and head of Halifax HQ (and former SDR), Lisa Schnare. We discuss: Overcoming the misconceptions around the SDR role How to properly onboard and train SDRs Qualities to look for in SDR candidates Resources mentioned in this episode:   Blinkist Salesforce LinkedIn Sales Navigator Outreach LeadIQ Gong   This blog post includes highlights of our podcast interview with Lisa Schnare, Director of Sales Development at Influitive.   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

Loyalty is a critical component of any business.  We’ve all heard the Starbucks/Amazon stories. But loyalty programs in B2B are criminally underutilized. In this episode Rob Gallo, Founder and President of CompLinks, shares his experience running an online casino company—and what that taught him about how loyalty should be the backbone of any business. Special page for listeners: complinks.co/b2brev 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 journey to compliance with recent privacy acts proves to be one of increasing complexity. Going into effect on January 1, 2020, is the California Consumer Privacy Act (CCPA) that will likely have more repercussions on U.S. businesses than GDPR. To understand the CCPA more clearly, I spoke to Don Litzenberg, the VP of Sales at 2B Advice. Don and his team take a holistic approach to help companies maintain privacy compliance. He talks to us about:   The nuances of the CCPA legislation How to achieve compliance with the CCPA Who’s affected by the CCPA   Read more on the CCPA here.   This blogpost includes highlights of our podcast interview with Don Litzenberg,VP of Sales at 2B Advice.   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

Many executives saw the rise of blockchain and cryptocurrencies as just a craze. Whatever it was, it was going to pass. In reality, more and more CEOs have been looking into how they can use blockchain to raise capital. Yet, the cryptocurrency landscape is still considerably volatile. On the most recent episode of the B2B Revenue Executive Experience, I talk with the CEO of Greenlight Digital and author of Behold the Cryptopreneurs, Dennis Lewis. Dennis fills us in on:   The fundamentals of blockchain technology The current perception of blockchain and cryptocurrency What the cryptocurrency landscape needs in order to become less volatile How to wisely invest in blockchain startups   This blog post includes highlights of our podcast interview with Dennis Lewis, CEO of Greenlight Digital.   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

Empathy in sales has become a popular topic in recent years.   Yes, it’s good to understand the emotional state-of-mind your prospect is coming from. It’s also useful to realize how their situation and challenges are affecting their decision-making.    However, empathy may not always be the most effective route to take.   In the latest episode of the B2B Revenue Executive Experience, I sat down with Nicolas Vandenberghe, co-founder and CEO of Chili Piper.   He shares his thoughts on:   Neuroeconomics and how the theory of mind can actually be more beneficial in B2B sales than empathy His interaction with Steve Jobs in the early days Adjusting the prospect’s points of reference in sales Increasing his sales teams conversion rates from 5% to 30%   This blog post includes highlights of our podcast interview with Nicolas Vandenberghe, co-founder and CEO of 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 marketing and sales experts, we think a lot about what makes a perfect user experience. There’s an endless amount of opinions and statistics on what moves people through the buyer’s journey more smoothly.   What about Google’s perfect experience? Perhaps we should care equally about how easy it is for Googlebot to crawl your website.   That’s what Geoff Atkinson - the founder and CEO of Huckabuy - believes. In this episode of the B2B Revenue Executive Experience, Geoff and I talk about:   What Google’s perfect website would be The art and science of SEO The promising future of voice search Changing search habits   This blogpost includes highlights of our podcast interview with Geoff Atkinson, founder and CEO of Huckabuy.   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 millennials continue to make up the majority of the workforce and enter leadership positions, they’re still the group with the least members engaged in their work.   B2B executives need to be able to drive employee engagement in order for their companies to survive.   To fill us in on driving greater employee engagement is the president of the Strategic Results Group, Don Sando.   He talks to us about:   Helping executives build growth plans Increasing employee ownership within an organization Determining employee KPIs and metrics to track Eliminating micromanagement   Email Don at donsando@strategicresultsgroup.com   This blogpost includes highlights of our podcast interview with Don Sando, President at Strategic Results 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

Coaching is a critical component for the success of any sales organization. That’s why we often push front line managers to focus on coaching.    But as sales organizations, we don't enable effective coaching nearly as much as we should.   So, to help us discuss this issue, Patrick Rodgers, Co-Founder of Loupe, joined us on this episode of the B2B Revenue Executive Experience podcast.   What we talked about: Why coaching matters The difference between coaching and managing What skillsets managers should ideally have How organizations can assess their culture to see if they’re enabling or restricting coaching   Resources we talked about: Patrick’s LinkedIn Loupe 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