The B2B Revenue Executive Experience

There’s a lot of talk out there about how to understand value from the buyer’s perspective. New companies are trying to engage with prospective clients in ways that provide them value instead of just showing the value the company thinks it has. Today’s guest is Joe Apfelbaum, CEO at Ajax Union. As Joe says, “The right strategy will save you a decade,” and “energy without strategy is useless.” That’s why you need to understand exactly what the B2B digital marketing funnel is—and how to optimize it. Be sure to keep an eye out for Joe’s upcoming book Average Joe to CEO: Seven Stages to Seven Figures. Find a breakdown of this episode 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 number of people talking about how B2B buyers have changed and are more informed today are legion. The question now becomes how do you understand them, how do you connect with them, and what do you need to know in order to connect with them effectively to drive revenue growth and results. Podcast Blog Link: http://www.valueprimesolutions.com/how-and-why-b2b-buyers-buy FEEDBACK FORM (Free $5 Starbucks Gift Card): https://docs.google.com/forms/d/e/1FAIpQLScs9W38coICbcZsEByV2xil6JSHjkpm4_Rk3gBUIGRU6oQnbA/viewform?c=0&w=1 Value Prime Solutions: http://www.valueprimesolutions.com/ Chad Sanderson - LinkedIn: https://www.linkedin.com/in/chadsanderson/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

Change is inevitable. Whether you’re working for a small business, or a company of forty thousand people, at some point you’re going to go through some sort of major organizational change. On this episode of B2B Revenue Executive Experience, we were fortunate enough to sit down with Matt Lockhart, Executive Vice President at Magenic and chat about business transformation. It’s pitfalls, it’s benefits, and why it’s so important for companies to stay on the cutting edge. You can find a breakdown of this episode 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

Lately, we’ve spent a lot of time talking to people about the future of AI. Today, we want to take a look at the other side of the coin: human to human interactions. At this point, you’ve probably heard the abbreviation “H2H,” made popular by a viral photo involving Bryan Kramer. In this episode, Bryan talks about how the idea came to him, why he wrote his books Human to Human and Shareology, and what happened that one time he interviewed Ted Turner. Find a breakdown of this episode 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

Sales Managers are often faced with ever-increasing challenges, only one of which is making sure the team is delivering the results the company demands. Working to understand their perspective, we are diving in to identify five key things sales reps should be aware of in order to be not only an A-player, but a valued member of the team. Podcast Blog Link: http://www.valueprimesolutions.com/5-things-sales-managers-want-from-their-teams/ FEEDBACK FORM (Free $5 Starbucks Gift Card): https://docs.google.com/forms/d/e/1FAIpQLScs9W38coICbcZsEByV2xil6JSHjkpm4_Rk3gBUIGRU6oQnbA/viewform?c=0&w=1 Value Prime Solutions: http://www.valueprimesolutions.com/ Chad Sanderson - LinkedIn: https://www.linkedin.com/in/chadsanderson/ Brian Burns - LinkedIn: https://www.linkedin.com/in/brianburns/ The Brutal Truth About Sales & Selling podcast: https://itunes.apple.com/us/podcast/brutal-truth-about-sales-selling/id327760868?mt=2Subscribe 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 look at your best prospects and customers, they should be just as distinctive as zebras. That was the idea behind Jeff Koser’s book Selling to Zebras. Jeff noticed that the companies he was working with had the same problem, even though they thought they were unique. So he just wrote a story. It’s gone on to be wildly successful, and Jeff has now written another book called The Voice of the Customer. Listen in to hear why you shouldn’t sell without the secrets in that book. Find a breakdown of this episode 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

Peter Philpott is a Managing Partner with Value Prime Solutions and has been a sales executive for over 30 years, running successful teams at Kodak before becoming a sought-after sales enablement consultant. In this interview, we discuss Peter's background and dive into the three things his experience has shown him are critical for sales executives to be aware of in order to improve their results. Have a cup of coffee on us! - Complete this form and we'll send you a  $5 Starbucks gift card for your feedback! Podcast Blog Link: http://www.b2brevexec.com Value Prime Solutions: http://www.valueprimesolutions.com/ Chad Sanderson - LinkedIn: https://www.linkedin.com/in/chadsanderson/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

A lot of people are fascinated by genetic structure. This is true whether that’s literal genetic material like the human genome or more metaphorical like the DNA of a sales process. Breaking things down to their lowest level gives us a better idea of both what we’re working with and how to get the most out of it. Seeing how things function is useful for many industries, and sales is no exception. It’s one thing to initiate a process like a sales cadence. It’s quite another to understand why you’re initiating it and how the moving parts of that sales cadence actually operate. The former is pretty hit-or-miss, while the latter gives you control over your process. In this episode, Gabe Larsen, VP of Sales for InsideSales Labs, talks about the research his team has been doing to crack the genetic code of sales cadences. Find a breakdown of this episode 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

Everyone is looking for ways to differentiate in sales, but often miss the one place that is closest to home, their own sales process.  Chad Sanderson and Brian Burns discuss five of the key areas of focus for sales executives and professionals to consider in order to make differentiation possible. Subscribe to the podcast or listen to the episode above as they discuss the 5 key elements sales executives must consider as they build their next generation sales teams. Podcast Blog Link: www.b2brevexec.com Value Prime Solutions: http://www.valueprimesolutions.com/ Chad Sanderson - LinkedIn: https://www.linkedin.com/in/chadsanderson/ Brian Burns - LinkedIn: https://www.linkedin.com/in/brianburns/ The Brutal Truth About Sales & Selling podcast: https://itunes.apple.com/us/podcast/brutal-truth-about-sales-selling/id327760868?mt=2Subscribe 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’ve seen plenty of companies focused on pushing sales organizations hard to generate more revenue. There’s often a focus inside companies to get more out of the salespeople they have. This is a viable plan of attack, but it’s not the only one. Over the last five years, we’ve seen an increase in marketing and services agencies, and they aren’t cheap—even if the services they provide are seen as critical. So today, we want to talk about how building that internal capability is not only worth the investment: it can also increase revenue. To do that, we’re talking to Jiri Marousek, Chief Marketing Officer at the AOPA (Aircraft Owners and Pilots Association). Find a breakdown of this episode 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