The B2B Revenue Executive Experience

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

On this episode, I do something a little different. Instead of conducting an interview in the studio, I share my breakout session at this year’s Sales 3.0 conference, where I sat down with John Chinello, Director of Global Sales Enablement, and Laurie Schrager, VP of Global Revenue Operations, at Tealium, to discuss their experiences in creating sales methodologies based on their recent work with Value Selling Associates.    What we talked about: -Finding the right sales methodology -Implementing the right methodology -Understanding Tealium’s competitive differentiator was -How to scale when your team is scattered into silos -The benefits for the Tealium team after doing Vortex Training   Check out these resources from the podcast: https://www.sales30conf.com/    To hear this episode and many more like it, subscribe to B2B Revenue Executive Experience here.  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

Video means overcoming that vulnerability and accessing empathy for the person you’re speaking to — more so than your own fear of rejection. So, how do you overcome that fear and tap into the fun of video communication? On this episode, I interview Ethan Beute, Chief Evangelist from BombBomb, about video email and vulnerability: What we talked about: How video creates empathy Why people are afraid of video Practice builds confidence, confidence builds success Dos and don’ts of getting started in video Sending 4 thank you videos once a week Check out these resources we mentioned during the podcast: Ethan’s book Rehumanize Your Business To hear this episode and many more like it, subscribe to B2B Revenue Executive Experience 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

The bounce rate on requested demos on the website is 85%. The demo is the way to help that buyer understand what you do, presents the value, and acts as a trial for them on their own time. So don’t hold it hostage. On this episode, I interview Greg Dickinson, CEO of Omedym, about the dreaded software demo. What we talked about: 4 ways to remove friction from buyers Taking the time for meaningful discussion Products are actually customer acquisition tools Why you should open up the demo and let customers research on their own time To hear this episode and many more like it, subscribe to B2B Revenue Executive Experience 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

B2B companies are missing out on a huge opportunity.  They’re either not paying attention to it or don’t know how to apply it to their specific situation: Using inbound marketing principles to influence and grow their existing clients.  Our guest today, Todd Hockenberry from Top Line Results, reminded us of a shocking truth: It costs you seven times more to get a new customer than it does to keep an existing one. Seven times!  Chew on that for a moment.   On today’s episode, we’re going to teach you how to start applying your inbound principles to nurture and grow your existing clients over new ones.  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 does it take to go from a family-owned business to a private equity-owned entity? On this episode of the B2B Revenue Executive Experience podcast, we spoke to Gary Walter, President and CEO of Infutor Data Solutions, to find out. Here’s what we talked about: What Infutor brings to the market Why they transitioned from a family-owned business to a private equity-owned entity What they learned along the way What they’re focused on for 2020 Resources we talked about: Gary’s LinkedIn Infutor Data Solutions 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