The B2B Revenue Executive Experience

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

We’ve all been there...the company with the negative culture. The one where you’re afraid to raise issues to your boss. The one where you secretly search for a new job. Chances are, no one sets out to create a bad company culture. So, how do they come to be? And how can you make sure your company’s culture is positive, a place for your employees to thrive? Chris Yoko, President of Yoko Consulting, came on this episode of the B2B Revenue Executive Experience podcast to talk about intentionally creating a great company culture. What we talked about: Culture happens, whether or not it’s intentional How to build a great culture Taking it a step further to really make an impact Resources we talked about: Chris’s LinkedIn Yoko Consulting 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 don’t know who you’re prospecting--if you don’t speak their language and understand their pain points--you won’t make any headway. One way to cut through the clutter is with personalized video directly to a named prospect whose pain points you understand. On this episode, I interview Jason Bay, cofounder and CRO of Blissful Prospecting, everyone’s favorite topic--I mean, least favorite topic--prospecting. What we talked about: Do most of your prospecting with video Guidelines for creating authentic videos Overcoming video prospecting barriers Checkout these resources we mentioned during the podcast: Jason’s a definitive guide to video prospecting made just for my podcast listeners at blissfulprospecting.com/Chad The Blissful Prospecting website, which is full of more free resources 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

Most people register for webinars just hoping they’ll get the recording. Which is actually really great. Recently I chatted with Agnes Jozwiak, Brand and Communication Director at ClickMeeting, about why webinars aren’t dead. What we talked about: How technology and sales affects interactions with prospects and buyers How webinars can change those interactions Why they can be so effective for executing sales demos  How to optimize your use of video conferencing 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 not that sales and marketing are out-and-out fighting with each other. It’s more that they just won’t acknowledge that the other one exists. I got to talk with Carman Pirie, Principal and Co-Founder of Kula Partners, about how customer experience becomes seamless when sales and marketing collaborate. “Sales and marketing can't be operating in a silo. That doesn't work for today's technology, it doesn’t work for today's buyers, and it doesn't work for what we want to do as organizations in terms of delivering a seamless CX,” Carman said.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’d probably rate the importance of a sales presentation at 10/10. And you’d probably rank asking questions and listening at, say, 6/10. But if asking the right questions doesn’t rank at 11/10 with you, you’re losing dozens, even hundreds, of opportunities to connect with prospects. On today’s B2B Revenue Executive Experience, we’re lucky to have Brian Robinson, author of The Selling Formula and an executive who has worked in sales and marketing for companies like Coca-Cola and Johnson & Johnson.  We had two big topics to discuss: sales malpractice and creating questions to drive results. “There's something incredibly powerful about having a list of questions you've already prepared,” Brian said.  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

Do ethics even exist in sales? Contrary to popular belief, those who have the most ethics in sales attract customers worth having, because at the end of the day, people buy from people. I got to talk to Faiz Al-Shahab, Co-Founder and Managing Director at Xentral Methods, about what it’s like to feel like the only one holding to ethical practices when everyone else is playing dirty. “In this terrain where you are against corruption, it's going to be a tough climate for you to do business if you've got ethics,” Faiz said. 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

Most people, if they had zero clients, would throw in the towel. A very, very few would decide that it’s time to massively scale. When you’re scaling, how do you cross the normal revenue hurdles as well as ensure that process and structure can scale without restricting growth or creativity or innovation?  Today we're joined by Johnathan Grzybowski, CMO and cofounder of Penji, an on-demand graphic design service, about how he turned his failing business around in a little over a year. 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

Advertising is an industry seeing a lot of change recently. Yet, ROI from advertising is one of the easiest ways to get traction. Especially, when you advertise on LinkedIn. AJ Wilcox started B2Linked in order to help clients scale high-performing Linked In ads.  During college he heard a guest lecturer speaking about SEO and marketing. After learning Google ads and building websites for about seven years, he got hired at a new position where he was assigned to work on LinkedIn ads.  Little did he know, he was really good at it, and he grew their account to be the largest sales account on LinkedIn in the world. A few years later he started B2Linked. Today, you can hear tips on how to make the most of LinkedIn ad campaigns with an industry leading expert.  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