Predictable B2B Success

Are you the founder of a company worried about what will happen to your legacy once you step down? Or you're an entrepreneur looking to create business growth and a brand that will stand the test of time. Join us in this episode of Predictable B2B Success as we delve into the world of business growth via brand building and company culture with our special guest, Henry Wong. Henry, a brand strategy expert based in Toronto, Canada, has worked with renowned brands such as Toyota and Procter & Gamble, as well as politicians, professional athletes, and CEOs. Today, Henry shares his insights on creating a brand that goes beyond just a company's tangible assets and ensuring that your beliefs and culture remain intact even after you retire or leave the business. Discover the power of storytelling and how it can captivate customers and investors as Henry reveals real-life examples of startups that secured significant funding through compelling narratives. Learn how to uncover your unique niche in the market and build a personal brand that aligns with your values and purpose. If you're ready to take your company's revenue growth to the next level and leave a lasting legacy, then this episode is one you won't want to miss. Please tune in to Predictable B2B Success with your host, Vinay Koshy, as Henry Wong guides us through brand building and becoming a leader in your industry. Get ready to unlock the secrets to predictable success. Some areas we explore in this episode include: The importance of preserving a company's belief system and culture after the founder's departureThe role of the founder in shaping the success of a company and business growthEstablishing systems and mechanisms for the mechanical success of a businessThe value of a company's goodwill and reputation in attracting investors or buyersBuilding a brand and creating goodwill as a means of adding value to a companyThe focus on brand and goodwill creation for smaller entrepreneurial companiesThe significance of having a purpose and standing for something in building a brandUtilizing storytelling and mission to attract followers and brand ambassadorsThe powerful role of emotion in attracting others to believe in a company's purposeThe importance of having followers and brand ambassadors in spreading a brand's message.And much, much more.

Have you ever considered the impact of internal marketing on your B2B success? In this episode of Predictable B2B Success, we have a special guest, Kerry-Ann Stimpson, who sheds light on this often-overlooked aspect. Kerry-Ann is a seasoned marketer who believes that while traditional marketing focuses on customers, it's equally important to consider your employees as brand advocates.  Join us as Kerry-Ann dives deep into the world of internal marketing, emphasizing the significance of employee engagement and advocacy in delivering on your brand promise. As the CMO of a financial services group, Kerry-Ann understands the crucial role interpersonal interactions play in the intangible world of financial services. She shares invaluable insights on empowering your employees to build strong personal brands and garner a positive customer experience.  Discover the benefits of having an engaged workforce advocating for your brand on social media and review sites. Learn how internal marketing and employee advocacy can not only improve your employer brand but also have a direct impact on your bottom line. If you're ready to unlock the potential of internal marketing, tune in to this episode with Kerry-Ann Stimpson. Some areas we explore in this episode include: Importance of internal marketing and its role in brand buildingEmphasizing employee engagement and advocacy in delivering on the brand promiseThe significance of interpersonal interactions in the financial services industryIncluding employees in the marketing process to advocate for the brandLaunching a podcast on internal marketingDifference between internal communications and internal marketingCollaboration between marketing, HR, and internal communications teams for internal marketing strategyThe importance of employee advocacy in the B2B tech spaceEmpowering employees to build personal brands on social mediaAddressing internal product issues before successful internal marketing efforts can be implemented.And much, much more.

Are you tired of unpredictable power outages affecting your daily life and business operations? Imagine only having a few hours of power a day while others with money can afford diesel generators to keep their operations running smoothly.  On this episode of Predictable B2B Success, host Vinay Koshy sits down with Gareth Evans, CEO and co-founder of Vector, an energy transition platform, to discuss the importance of reliable, affordable, and secure energy. Gareth shares his firsthand experiences witnessing the impact of energy scarcity on communities, from social unrest to business disruptions. He emphasizes the need for visibility, education, and change management in driving the energy transition.  But how can businesses navigate the complex energy market to find the optimal solution for their needs?  Gareth's platform aims to simplify this process, providing companies with competitive bids from suppliers and supporting confident decision-making. And the benefits of sustainability and renewable energy. They go beyond profitability, attracting good talent, winning customer contracts, and gaining access to better cost of capital.  Discover the incredible opportunities in the energy transition and how you can positively impact your business on this episode of Predictable B2B Success. Some areas we explored in this episode: The impact of power outages on people's lives in areas with limited access to electricity.The importance of reliable, affordable, and secure energy.The current challenges in the South African energy grid.The role of technology in supporting decision-making in the energy sector.The need for change management and education in driving the energy transition.The challenges in understanding sustainable practices for business leaders.The benefits of early adoption of sustainable solutions for businesses.The importance of building trust through success stories in promoting sustainable practices.The role of on-site energy solutions for businesses.The potential profitability and positive outcomes of sustainable behaviors for businesses.

In this Predictable B2B Success podcast episode, we have a fascinating conversation with Alan Versteeg, a sales coaching and management development expert. Alan shares his revenue growth insights on the power of having a framework for coaching, how to create behavior change through questioning, and the importance of discipline in achieving success in sales. But it wasn't always smooth sailing for Alan.  In fact, he got fired from four sales jobs before finding his true passion for driving growth through developing sales managers. We dive deep into the world of coaching and discover how it can be the secret weapon for sales organizations.  Alan debunks Hollywood's portrayal of sales professionals and reveals the key attributes that make top performers stand out. Don't miss this episode as Alan challenges the status quo and shares practical strategies for achieving predictable success in B2B sales. Get ready to learn, grow, and be inspired. It's time to unlock your full revenue growth and sales potential with Alan Versteeg on Predictable B2B Success! Some areas we explore in this episode include: The importance of having a framework for coaching managersThe speaker's journey from engineering to salesThe role of the reticular activating system in shaping thinking and behaviorThe goal of coaching to create a shift in behavior, not just impart knowledgeThe distinction between setting goals and setting expectations in sales organizationsThe correlation between coaching and increased control, winning more deals, and maintaining a healthy sales pipelineThe blind spots in organizations' approach to coaching and managing pipelinesThe framework for assessing value, volume, velocity, and shape in sales pipelinesThe importance of discipline and establishing a culture of execution in achieving successThe traits, mindset, and skills of top-performing sales professionalsAnd much, much more.

How can businesses adapt and thrive in a world where the consequences of overconsumption and unsustainable practices are becoming all too evident? Join us on this "Predictable B2B Success" episode as host Vinay Koshy sits down with acclaimed author and sustainability expert Simon Mainwaring. In a compelling conversation, Mainwaring reveals the pivotal role that purpose and social impact play in the success of B2B companies.  With current headlines filled with devastating fires, floods, and extreme weather events, it is clear that we are in the "red zone" when it comes to our planet's future. Mainwaring argues that businesses must move away from focusing solely on profit and the next quarter and instead embrace a community-focused approach. By celebrating their stakeholders and positioning their brand as a platform for change, B2B companies can unlock the power of being a movement and achieve a strong bottom-line benefit.  Discover how purpose-driven companies are redefining success and gaining a competitive edge in the market. Mainwaring shares insights into the integration of purpose and profit, the changing expectations of customers, and the importance of maintaining a strong company culture. Prepare to be inspired and gain practical strategies that will position your B2B company for predictable success in today's evolving landscape. Some areas we explore in this episode include: The urgent need for businesses to address sustainability and the environmental challenges we face.The importance of shifting focus from self-promotion to celebrating stakeholders.The power of positioning a brand as a platform for stakeholders and leveraging it as a movement.The integration of purpose and profit in business strategy.Examples of industries transitioning to more sustainable practices and promoting social and environmental contributions.The changing expectations of customers and the importance of defensibility and a clear purpose for B2B companies.The importance of maintaining a strong culture to withstand economic shocks.Strategies for defining and communicating company purpose to engage employees.The need to moderate news and social media consumption to avoid feeling overwhelmed or disheartened.The potential for companies that work with the planet to achieve massive success and lead in the future.And much, much more.

Are you curious about how artificial intelligence can enhance empathy? How can businesses leverage AI to create a more empathic workplace and improve customer experiences?  In this episode of "Predictable B2B Success," host Vinay Koshy sits down with Minter Dial, an acclaimed author and marketing influencer, to dive deep into the fascinating world of artificial empathy. Get ready to explore the intersection of technology and human connection as we discuss Minter's book, "Heartificial Empathy," and its impact on successful change initiatives.  Discover why understanding empathy is crucial for encoding it effectively into AI systems and how companies can align their culture with AI-powered empathic capabilities. We'll also explore the ethical considerations of therapeutic AI and the potential for AI-powered tools to revolutionize the art of questioning in business.  Join us as we unravel the mysteries of artificial empathy and its implications for B2B success. Stay tuned for an enlightening and thought-provoking conversation that will challenge your perspective on the future of AI. Some areas we explore in this episode include: The importance of understanding empathy to create artificial empathyDefining the purpose of making AI more empathicThe role of programmers in encoding empathy effectivelyAligning company culture with the AI's empathic capabilitiesThe importance of an ethical framework in AI constructionUnderstanding and addressing mental health in the workplaceThe potential for therapeutic AI in addressing mental health issuesTrust and transparency in therapeutic AIThe challenges in creating a bot that can handle entire conversations and provide therapeutic supportThe need for regulation and legislation in the field of therapeutic AIAnd much, much more.

In the fast-paced banking world, staying ahead of the curve is crucial for success. Join us in this episode of Predictable B2B Success as we dive deep into the realm of community banks and the challenges they face in the digital age. Our guest, Rich Edwards, a seasoned expert in the financial services sector with 13 years of experience at IBM, reveals the fascinating world of small financial institutions and their quest for growth and profitability. Discover how banks generate revenue, from net interest margins to non-interest fees, and uncover their intriguing strategies to stay competitive. Rich divulges the secrets behind personalized service, a key differentiator for smaller institutions, and explores the untapped potential of digital channels to enhance customer experiences. But it could be smoother sailing in the world of community banks. Explore the potential threat fintech companies pose, the complex regulatory landscape, and the controversial debate on whether these smaller banks can survive in a rapidly evolving industry. Join us as we delve into the challenges, opportunities, and innovative solutions that shape the transformation of community banks in the digital age. You will want to experience this captivating and thought-provoking episode with Rich Edwards on Predictable B2B Success. Some areas we explore in this episode include: Banks' revenue generation strategies through net interest margin and non-interest feesThe challenges and opportunities for smaller financial institutions in the marketThe importance of personalized customer experiences and the lack of technology competitiveness in smaller institutionsThe integration of marketing information, underwriting systems, and core applications to deliver personalized offers seamlesslyThe migration to GA 4 for data and customer insights in organizationsThe balancing of compliance and risk requirements with data accessibility for analysts and data scientistsData aggregation and correlation for identifying ideal clients and creating personalized marketing campaignsThe significance of organizational change management for marketersThe potential threat of fintech companies to traditional banks and the need for competitive advantage in the marketThe challenges and opportunities for community banks in the face of fintech and regulatory uncertainties.And much, much more.

Are you curious about the keys to success in the insurance industry? Ever wondered how to navigate the complex world of distribution partners and adoption processes? In this episode of Predictable B2B Success, host Vinay Koshy speaks with Hadi Radwan, a seasoned professional with over 12 years of experience in the insurance industry. Hadi shares valuable insights and practical strategies for achieving predictable success in the insurance space. Hadi unveils the crucial elements of building trust and satisfying customers' needs, from managing distribution partners to white-labeling products. Dive into the world of insurance distribution as Hadi reveals the challenges of regulatory compliance, the power of resourcefulness, and the importance of disciplined perseverance. Discover how businesses can effectively promote their products, tap into organic growth, and educate the public on the significance of protecting their income. Join us for an engaging conversation that will give you a fresh perspective on the insurance industry and its untapped potential for disruption. Some areas we explore in this episode include: The two different types of adoptions in selling a product.Challenges in onboarding and educating distribution partners.Explaining the need for financial investment in building a custom solution.Making the tech stack adaptable and flexible for distribution partners.The time element involved in the adoption process.Regulatory complexities in the insurance industry.The importance of building trust and avoiding customer risks in insurance.The role of insurance brokers in building trust and ensuring ethical practices.The three key factors for success: resourcefulness, discipline, and grit.Strategies for promoting the company and products, including blogging, press releases, and podcasts.And much, much more.

Do you need help to create content that consistently attracts your desired audience? Are you lost in a sea of unrelated topics and ineffective strategies? Get ready to unlock the secrets to predictable B2B success in content marketing as we dive into this intriguing episode with the incredible Pamela Wilson.  Join our host, Vinay Koshy, as he delves into a conversation with Pamela Wilson, the Chief Marketing Officer at Dental Claim Support and a marketing advisor to Project Healthcare. With her extensive experience guiding business leaders to utilize marketing platforms effectively, Pamela brings a wealth of knowledge and practical insights.  In this episode, Pamela reveals the game-changing content creation method that will revolutionize your approach. Think of your content strategy as a finely honed tree, where the main topic forms the sturdy trunk, large branches represent categories of information, and smaller branches delve into subtopics. Learn how to avoid the pitfalls of unrelated content and leverage the power of buzzwords like "content mapping."  Discover the challenges businesses face in today's media environment and gain practical advice on navigating compliance hurdles. Uncover the multi-day content creation system that guarantees fresh perspectives, better editing, and improved ROI. Plus, explore the integration of AI and the secrets to balancing brand and performance marketing.  Get ready to take your content creation to new heights in this enlightening episode with Pamela Wilson. Some areas we explore in this episode include: The importance of creating and publishing content to attract the desired audienceThe analogy of a tree to explain the concept of focusing content around a central topicThe challenges of content marketing in today's media environmentPamela Wilson's experience and expertise in guiding business leaders in effective marketing platformsThe need for compliance with legal regulations and careful wording in advertising, especially in healthcareThe multi-day content creation system and the benefits of separating the editing processObserving patterns and being adaptable in responding to the needs of the ideal customerThe integration of AI into the creative process and its potential benefits for content creatorsThe distinction between brand marketing and performance marketing and the role of content marketing in bothTips for improving content creation skills, including consistent publishing and organizing content for easy navigationAnd much, much more.

Welcome back to another episode of "Predictable B2B Success"! In today's episode, an incredible guest joins us - Lyn Christian, a master-certified coach, bestselling author, and renowned speaker. Get ready for an insightful conversation as Lyn takes us on a journey toward personal and professional growth like never before. Have you ever wondered what it truly takes to succeed in business? Well, Lyn is here to enlighten us with her wisdom and expertise. She shares invaluable insights on leveraging strengths, avoiding burnout, and cultivating effective communication strategies. But that's not all! Lyn introduces us to "pseudo strengths" and how they can unknowingly drain and deplete individuals. Plus, she delves into the power of listening to diverse voices, the art of decision-making, and the importance of creating a safe space for vulnerability. And if you thought that was intriguing, wait until you hear about Lyn's transformative book, which serves as a year's worth of life coaching in book form! Discover the "Salt of your Soul" and unlock your true identity as Lyn guides us through this enlightening process. So grab your headphones, get ready to embark on a journey of growth and development, and join us on this episode of "Predictable B2B Success" with our extraordinary guest, Lyn Christian. Some areas we explore in this episode include: Leveraging strengths and mitigating weaknesses in businessUnderstanding and avoiding pseudo strengthsBroadening the number of people leaders listen toUsing the DISC assessment for understanding communication patternsBalancing biases toward results or quality in decision-makingCognitive dissonance and decision-makingThe importance of good decision-making for leadership successLyn Christian's career journey and transition to coachingCreating a safe space and using language around emotions for leadersLyn Christian's book and the concept of the "salt of your soul" for personal growthAnd much, much more.