Rattle & Pedal: B2B Marketing Podcast
Jason Mlicki & Jeff McKay
Jason Mlicki, agency leader, and Jeff McKay, former global CMO, discuss growth, marketing, and life in professional services in this weekly podcast. The duo offers divergent thoughts on solving the issues practice leaders and marketers confront—or probably should—including stupid sh*t Marketing should NOT do, how Marketing ruins everything, the BS of professional services, and unleashing your Young Turks. Executive guests and industry experts join frequently to share their insights and experiences. It’s all served up with humor and a refreshing dose of reality from two guys who know how to grow firms.
Episodes
Mentioned books
Feb 11, 2022 • 31min
Your Guide to Growth & Success as a Channel Partner with Brendan Sullivan from Coastal Cloud
Want to know how to be a successful channel partner? Brendan Sullivan from Coastal Cloud shares the not-so-secret secret to growth.
The post Your Guide to Growth & Success as a Channel Partner with Brendan Sullivan from Coastal Cloud appeared first on Rattle and Pedal.
Jan 28, 2022 • 35min
How to Get Cross-selling Right with Charlie Green
Cross-selling is the most misunderstood approach to revenue generation. Charlie Green shares why it’s so important for professional services firms to get cross-selling right—and how to do so.
The post How to Get Cross-selling Right with Charlie Green appeared first on Rattle and Pedal.
Jan 14, 2022 • 26min
3 Steps to Get Sales and Marketing On the Same Revenue-Generating Page
Before you try to align Sales and Marketing, you must realize that you’re not solving a problem like the Hatfields and McCoys feud. Instead, you’re managing a tension to its synergistic and healthy potential.
The post 3 Steps to Get Sales and Marketing On the Same Revenue-Generating Page appeared first on Rattle and Pedal.
Jan 7, 2022 • 32min
Humanizing Sales for Buyers—and Sellers—with Andy Paul from The Sales House
Is your team “selling out” or “selling in”? Learn how to use the normal attributes of being human to sell both more naturally and how buyers really prefer to buy.
The post Humanizing Sales for Buyers—and Sellers—with Andy Paul from The Sales House appeared first on Rattle and Pedal.
Dec 29, 2021 • 25min
Shifting Your Firm from a Seller-Doer to a Thinker-Seller Culture
To scale, a firm must break out of the billable-hour trap. Killing the Seller-Doer mindset is the first step in getting free and unleashing your firm’s growth.
The post Shifting Your Firm from a Seller-Doer to a Thinker-Seller Culture appeared first on Rattle and Pedal.
Dec 11, 2021 • 28min
How to Enable Clients to Make a Smarter Complex Purchase with Joe Rice from CXponent
Joe Rice, CEO of CXponent, shares how professional services firms can help buying committees validate solutions and build consensus along the buyer’s journey
The post How to Enable Clients to Make a Smarter Complex Purchase with Joe Rice from CXponent appeared first on Rattle and Pedal.
Nov 19, 2021 • 34min
Why RFPs Suck and What to Do About It with Cal Harrison from Beyond Referrals
Responding to RFPs in professional services firms sucks. RFPs are inefficient, expensive, and seldom lead to selecting the most qualified provider. Cal Harrison of Beyond Referrals teaches us how to fix them.
The post Why RFPs Suck and What to Do About It with Cal Harrison from Beyond Referrals appeared first on Rattle and Pedal.
Nov 12, 2021 • 28min
Avoiding the Sales Kill Box with Gartner’s Maria Boulden
Content marketing was supposed to make buying and selling easier. Unfortunately, it did just the opposite. Gartner’s CSO Whisperer, Maria Boulden, shares why the pandemic, digitization, and sales behavior have combined for inefficiency and ineffectiveness.
The post Avoiding the Sales Kill Box with Gartner’s Maria Boulden appeared first on Rattle and Pedal.
Nov 5, 2021 • 17min
From Value-Based Pricing to Value-Based Selling with Blair Enns – Part 2
In part 2, Blair Enns shares how expertise, positioning, and value-based selling are inextricably linked. Learn why you should narrow your expertise and develop a differentiated POV that connects with buyers who value the value you provide.
The post From Value-Based Pricing to Value-Based Selling with Blair Enns – Part 2 appeared first on Rattle and Pedal.
Oct 30, 2021 • 24min
From Value-Based Pricing to Value-Based Selling with Blair Enns – Part 1
You cannot implement a coveted value-based pricing approach unless you implement value-based selling first. Learn why and how to do both effectively.
The post From Value-Based Pricing to Value-Based Selling with Blair Enns – Part 1 appeared first on Rattle and Pedal.
