Predictable B2B Success

A survey by Roger Martin of the Rotman School of Management found that 67% of managers believe their organization is bad at developing strategy. Martin's research also says 43% of managers cannot state their strategy. Havard Business School's Professor David Collis is a bit more blunt. He says It's a dirty little secret. Most executives cannot articulate their business's objective, scope, and advantage in a simple statement. If they can't, neither can anyone else. What is the cause of this lack of performance regarding strategy, and how do we address it? In today's episode of "Predictable B2B Success," we dive into this fascinating topic with our guest, George Barnett. As an expert in corporate strategy and a thought leader in the field, George shares invaluable insights on how companies can gain a competitive edge and achieve predictable revenue growth. From understanding the role of culture in corporate strategy to harnessing the power of proprietary data, George's wisdom shines through as he takes us on a journey of strategic thinking and innovation. We explore the importance of diverse brainstorming groups, the potential for revenue growth through strategic partnerships, and the need for long-term thinking and strategic investments. But it doesn't stop there. George also challenges the conventional thinking around strategy, shedding light on the broader understanding of strategy that can be learned from diverse backgrounds. Discover how tapping into the expertise of individuals from various fields can open new doors of opportunity and drive innovation. So, if you're ready to unlock the secrets of driving predictable B2B growth through strategic thinking and corporate strategy, grab your headphones and tune in to this thought-provoking episode of "Predictable B2B Success" with our special guest, George Barnett. Some areas we explore in this episode include: The concept of corporate strategy and its importance in gaining a competitive advantage.The role of the board, CEO, and executives in shaping corporate strategy and culture.The significance of functional strategy in aligning the different functions of a company with the overall corporate strategy.The subjective nature of assessing and measuring culture within a company.The use of proprietary data and its potential for improving business operations and predictability.The value of combining external information with proprietary data through tools and intermediaries to gain insights and run analytics.The role of AI in finding patterns and enhancing predictive capabilities within a business.Why invest in data science and software for improved predictability?The importance of diverse brainstorming groups and including stakeholders for generating innovative ideas.The three standard ways for B2B companies to achieve predictable revenue growth.And much, much more.

In this Predictable B2B Success episode, we have the pleasure of speaking with the innovative entrepreneur Carl Pihl. Carl, the founder of Ticketing Hub, is driven by a motto to create simple yet powerful tools for their customers. From implementing double email verification to launching the revolutionary "magic link" during the pandemic, Carl and his team are dedicated to solving customer problems one by one. But it doesn't stop there.  Carl reveals their challenges when servicing customers in certain countries and their constant pursuit of becoming the merchant of record. Join us as we delve into the world of Ticketing Hub, exploring Carl's insights on product-led growth, the importance of continuous improvement and customer communication, and how they have managed to secure large customers by being candid and flexible.  Get ready for a captivating conversation where we uncover the secrets behind Carl's approach to building successful B2B relationships and maximizing customer satisfaction. Don't miss this exciting episode full of valuable advice and industry insights that will leave you inspired and ready to take your own B2B success to new heights. Carl Pihl is a serial entrepreneur and the founder of Ticketing Hub. At a young age, he started a project called Student Student Books, which aimed to provide a social platform similar to Facebook for international students in London. Although this venture did not succeed, it taught him valuable lessons about the international student market and the importance of building a social infrastructure for students. Inspired by his previous project, Carl and his team developed a pitch to language schools, offering them a way to make money and enhance the experience of their international students. This pitch was well-received, and they quickly grew their business, selling 15 to 25,000 tickets per week. They even managed to secure a deal with Merlin Entertainment and other attractions. However, they faced challenges with ticket distribution and printing inefficiencies. Wanting to digitalize the process and scale to other locations, Carl sought the help of a ticketing company but encountered complications and resistance from the schools. Frustrated with their system, he decided to create their own software to simplify ticket printing and distribution. Carl's business expanded further when they acquired a franchise of a company called Mini Cards, which gave them access to 200 hotels. They successfully sold tickets in smaller hotels but faced a setback when they discovered their tickets were being duplicated and used without authorization. This realization sparked Carl's interest in the lack of connection between suppliers and distributors in the travel industry, leading him to create Ticketing Hub, a solution to address this issue. With his determination, problem-solving mindset, and entrepreneurial spirit, Carl Pihl has persevered through challenges and used his experiences to build successful ventures in the travel and student market industries. Some areas we explore in this episode include: Creating simple yet powerful tools for customersImplementing double email verification and receiving an innovation awardValidating email addresses for ticket bookingsSolving customer problems one by oneLaunching the "magic link" feature during the pandemicHelping customers focus on their business, not tech-related tasksThe importance of understanding customer needs and industry requirementsMaking small changes and seeking customer feedback for successOvercoming challenges of servicing customers in certain countriesThe effectiveness of Product Led Growth (PLG) in generating low-cost leads for SaaS businessesAnd much, much more.

Are you struggling to achieve predictability in your B2B business? Wondering how to navigate the complex world of B2B relationships and achieve long-term success? Look no further!  In this Predictable B2B Success episode, we dive deep into business-to-business strategy and provide practical insights for CEOs and owners looking to succeed in this unique landscape. Today, we have a special guest, Oscar Torres, founder and director of a highly acclaimed B2B management and business transformation program for CEOs. Oscar is a true expert in his field, with an impressive track record of helping over 500 participants navigate the complexities of B2B relationships and achieve remarkable results. His program is consistently ranked among the top business schools in the world, and he is renowned for his deep understanding of organizational behavior and culture. In this episode, Oscar shares his invaluable knowledge on achieving predictability in B2B business, emphasizing the importance of understanding and managing employee behavior. He highlights the significance of codifying company culture, measuring the right data, and focusing on specialized B2B marketing to scale and thrive. Moreover, Oscar explores the critical role of curiosity and a helpful mindset in B2B sales and the power of organizational structure and culture in driving business outcomes. He offers actionable advice and expert insights that inspire and prepare you to advance your B2B strategy. Tune in now as Oscar Torres brings his wealth of knowledge and experience to Predictable B2B Success. Let's dive in! Some areas we explore in this episode include: The importance of understanding and managing employee behavior for business predictability.Codifying company culture for achieving predictability.Viewing B2B relationships as a process and focusing on lifetime value and customer loyalty.Measuring the right data and distinguishing between leading and lagging data is significant.The critical role of B2B marketing in scaling and achieving predictability.The value of offering solutions rather than just products to B2B clients.The importance of hiring individuals who enjoy the discovery phase of understanding client problems.Building a team with analytical individuals who can connect the dots and analyze solutions based on evidence of value.The importance of traceability in selling raw materials to the pharmaceutical industry.The impact of organizational structure and culture on B2B success.And much, much more.

Are you curious about the secrets behind predictable B2B success? Then buckle up and prepare for an insightful Predictable B2B Success episode with your host Vinay Koshy. In today's episode, we have a special guest, Karthik Suresh, who has witnessed firsthand the cultural differences in customer engagement and feedback strategies across companies. Prepare to be amazed as Karthik sheds light on the importance of ingraining a user-driven product development process into the DNA of your organization.  From involving every team member in regular customer calls to creating multiple touchpoints for valuable feedback, Karthik reveals the key steps to fostering a customer-centric culture and ensuring B2B success. But that's not all – he also delves into the intricate world of go-to-market strategies and their significant role in seizing every revenue opportunity. Hang onto every word as Karthik shares his experiences at influential companies like Facebook and Craft, where he witnessed both the successful alignment of teams during launches and the chaotic aftermath that comes from a lack thereof. Tune in to discover how you, too, can transform your go-to-market process from a nightmare to a well-orchestrated symphony, and learn the secrets to creating a solid foundation for long-term success. So, grab your notebook and a pen because this episode is jam-packed with invaluable insights that will leave you ready to take your B2B game to the next level. Get ready for Predictable B2B Success with Vinay Koshy and special guest Karthik Suresh – it's time to unlock the secrets of success! Karthik Suresh, an experienced product manager, excels in bridging gaps between teams. At Facebook, he played a critical role in launching features on devices such as Oculus referrals. He recognized the need for a better solution to manage coordination and communication between teams, revolutionizing how companies execute their go-to-market plans. Some areas we explore in this episode include: Cultural differences in customer engagement and feedbackImportance of ingraining a user-driven product development process in company cultureFostering a culture of involving PMs and engineers in user researchCreating multiple touchpoints for customer feedbackAssigning dedicated personnel to prioritize and triage customer feedbackThe gap between product teams and sales teamsChallenges of a complicated go-to-market processImportance of investing in a solid go-to-market strategy and processInvolving marketing teams and product marketing teams in the road map planning phaseBenefits of using specialized tools like Ignition for launch planning and executionAnd much, much more.

Are you curious about the inner workings of market research and how it can contribute to predictable B2B success? In this episode of "Predictable B2B Success," we sit down with Sharekh Shaikh, a two-time founder in human capital and future workspace.  Sharekh has built a next-generation work collaboration platform, CleverX, and recognized the need to address the problems in market research. Join us as Sharekh shares insights into the industry's challenges, the role of AI in research, the importance of building trust in B2B sales, and much more. Prepare for a fascinating conversation that will change your perspective on market research and its impact on business success. Sharekh Shaikh is the founder and CEO of CleverX, a company that is revolutionizing the market research space. With a background in technology and market research, Shaikh saw the flaws in traditional research methods during his time at Gartner, a leading technology research company.  Recognizing the difficulty in recruiting participants and the problem of undisclosed identities, Shaikh identified the need for a platform that would provide transparency and control to researchers. Thus, CleverX was born. CleverX allows researchers to access a professional network of individuals, connect with them through chat, and individually choose whom to invite for their online surveys. This eliminates the problem of fraudulent data, as the identity of every research participant is disclosed on the platform.  Major companies worldwide are now utilizing CleverX to conduct their research, giving researchers the confidence to present reliable outcomes to their management. Shaikh's dedication to solving the industry's problems has made CleverX an invaluable tool for market researchers. Some areas we explore include: The importance of market research in determining the suitability of a new product for a market.The challenges and need for innovation in the market research industry.Sharekh's background and experience in market research.The launch of CleverX, a next-generation work collaboration platform.The need for more use of new technologies, such as AI, in improving research methods.The impact of misaligned incentives on the research industry and the importance of maintaining high-quality research.How CleverX aims to solve the problem of fraudulent data in market research.The differences and recommendations for qualitative and quantitative research methods.The importance of doing research on prospective customers in B2B sales.The role of AI in market research and its ability to summarize data complementing traditional research methods.And much, much more.

Have you ever thought about the value of your time? How much it can impact others, and how prioritizing it reflects how we prioritize people? Matt Alderton is known for his expertise in building referral relationships and networking strategies. Matt shares his insights on the power of giving time to others, the importance of surrounding oneself with the right people, and the success he has achieved through his unique approach to business networking.  Referral relationships play a pivotal role in business growth, and Matt understands the significance of building these partnerships, especially for startups. He shares his blueprint for creating a 6-figure referral marketing plan and explains how implementing this system with a team can generate a 7-figure return from networking alone. Whether you're an early entrepreneur or an established business owner, Matt's framework provides invaluable guidance in training your sales team and taking your business to new heights.  But networking isn't just about numbers and transactions for Matt. It's about creating a community where individuals can connect personally, forging meaningful relationships beyond business. That is why BX Networking stands out from other traditional networking groups. Matt's vision is to provide a space where members can participate as little or as much as they want, attend different locations, and build referral partnerships outside the room.  Join Vinay Koshy as he dives deep into the mind of Matt Alderton, a leader who understands the true essence of time, the magic of building referral relationships, and the power of surrounding oneself with the right people. Matt Alderton is a passionate entrepreneur and business coach who dedicated his career to helping people develop and achieve their fullest potential. With over 15 years of experience managing teams and running various businesses, Matt has learned the importance of surrounding oneself with the right people for success. After facing his challenges and realizing the impact of having a strong support system, Matt founded BX, a business support network that aims to help small businesses grow and thrive.  What started as an education-focused platform quickly evolved into a community of like-minded individuals across Australia, the US, Canada, and Europe. Matt believes business success comes from building strong relationships and doing business with people rather than just businesses. Through BX, he provides resources, networking opportunities, and referrals to help entrepreneurs achieve their business goals. Matt's dedication and commitment to helping others have made him a respected figure in the business world, and his work with BX has garnered incredible success over the past eight years. Some areas we explore in this episode include: The importance of prioritizing time as a reflection of how we prioritize peopleThe benefits of giving time to others and the concept of reciprocityThe impact of size on referral relationships and the role they play in business growthThe benefits of being part of a network of business owners and the framework it providesThe potential return on investment from networking and referral marketingThe importance of surrounding oneself with the right people and the regrets of not doing so in the pastThe creation of BX Networking and its focus on relationship-based referrals and community buildingThe success and structure of BX Networking events, including open networking, introductions, member presentations, and one-on-one catch-upsThe value and effectiveness of referral relationships and the need for a structured planThe unique approach of BX Networking and its value proposition for membersThe focus on referral marketing and building partnerships with complementary businesses for high ROI marketingThe importance of discipline in business and prioritizing essential tasksThe power of referrals in a B2B context and the statistics supporting their effectiveness

In this Predictable B2B Success episode, Edward Sturm talks about his journey from creating viral videos to becoming an SEO expert and owning an AI startup. He shares tips on leveraging podcasts, short-form mobile videos, and personal branding to establish a strong connection with your audience and hedge against AI disruption. Edward and I also explore the evolution of SEO from search engine optimization to search experience optimization, the benefits of targeting bottom-of-funnel keywords in this new model, and using mobile video as a growth hack. We also talk about the advancements in AI technology and its impact on the world. Edward Sturm is a blockchain and crypto entrepreneur with an impressive track record. He co-founded the first video game in the blockchain and crypto space, launched a year and a half before his latest venture, Reverb. One night, while walking around a beautiful lookout in Kyiv, Edward and his co-founder came up with the concept for Reverb, a cloud-based voice recorder that allows users to share their recordings with a link that can be embedded in Twitter. They launched it on BetaList and Product Hunt and were surprised by its success. The education sector widely adopted it, and with the pandemic, it was a way for people to communicate over distances. Edward implemented a thorough search engine optimization funnel, and at its peak, they were getting 32,000 users a month from SEO alone. They helped many people and are now adding an AI feature that, at the time of recording, competitors haven't as yet. Some areas we explore in this episode include: Edward's perspective on AI having more utility than blockchain and is amazed by advancements in AI technology, including chatbots and voice apps.They think most cryptocurrencies are scams and trust only Bitcoin.Edward's perspective on the world has become strange and sci-fi-like due to rapid advancements in advanced technologies like AI.Why anyone can start a TikTok account and build a personal brand that can result in business success.A success story about a friend who started a TikTok account using Chat GPT to write scripts and an app called Caption AI for teleprompting is shared.Consistency and not giving up are essential to creating content on platforms like TikTok while building a personal brand.Targeting bottom-funnel keywords as they are more effective than high-level keywords due to conversational AI, which will disrupt the ranking model in SEO.Technical SEO is important for allowing AI to crawl and recommend content.Mobile video is a growth hack that requires a small investment of time and money for great results.Generating content is easier now as algorithms suggest content based on its transcript, keywords, and previous viewer behavior.And much, much more.

Anthony Butler is the founder of a successful marketing agency, but his wake-up call came when a CEO fired them for not getting an ROI on their spend. This led him to examine why some content performs and others don't. He realized that most of the time, it has to do with personality and connection. He delved into evolutionary psychology and discovered that humans have vestiges of urges left inside us, such as the need for connection and meaning behind the things we buy. As a marketer, understanding these primal emotions and connecting them to your audience makes it easier to create content that moves the needle and connects with your audience. This revelation led him to write "Primal Storytelling: Marketing for Humans," a book that highlights the importance of putting a face and heart into marketing. On this Predictable B2B Success episode, host Vinay Koshy and guest Anthony Butler delve into the power of primal storytelling in driving predictable business growth. They discuss the importance of emotional connection with audiences and the steps involved in implementing the Primal Storytelling system for effective content marketing. Key takeaways include understanding primal emotions, creating long-term themes, and adding value to the audience through content. They also touch on the importance of understanding your audience's demographic and psychographic data and using human stories to connect emotionally. Finally, they offer suggestions on how businesses can drive out bland corporate content and add stories for better long-term SEO results. Tune in to learn more about using primal storytelling to move your customers and drive growth. Some areas we explore in this podcast episode include: Comparison of plots in the speaker's book to popular moviesEffectiveness of underdog and life's journey plots in marketingPrimal urges driving people on vacationImportance of results and connection in the agency businessLack of heart and emotion in content marketingPrimal Storytelling business system and case studyImportance of long-term planning and value-add contentEmotions in marketing and understanding the audienceCreating a year's worth of content using free templatesA three-part system for effective marketingValuable content and connecting with the audienceStorytelling for predictable business growthAnd much, much more.

As a sales executive, Ben Albert was furloughed during the COVID-19 pandemic. He had to find a way to replace his income and continue building his career. As an introvert, he found it challenging to attend networking events and conferences, let alone virtual ones. However, he discovered a solution that helped him overcome his networking anxiety and built real business connections. In this episode, Ben shares his experience and how it helped him build his personal brand and connect with potential clients. In the episode, Ben discusses the benefits of podcasting for personal and professional growth, the importance of intentional networking, and how to build relationships through content creation and collaboration. Ben also shares tips on engaging with your audience, using podcasting as a marketing channel, and building a personal brand. Tune in to learn more about intentional networking and how it can help you grow your business. Ben Albert hosts the podcast network "Real Business Connections," comprising five shows catering to different listening needs. He successfully built his personal brand through podcasting during the COVID-19 pandemic and shares tips on how others can do the same. Ben is passionate about networking and building real business connections, and he overcame his struggles with virtual networking events as an introvert.  Ben believes in keeping things simple and personable in communication and suggests that businesses should survey their current clients to understand their needs and develop solutions accordingly. Through his podcasts, Ben aims to build relationships with guests and learn from their experiences while providing value to his listeners. Some areas we explore in this episode: The importance of intentional networking and the power of creation-driven networkingOvercoming networking anxiety and building real business connectionsEngaging with your audience and building relationshipsUsing podcasting as a marketing channel to better understand clients' goals and needsUsing podcasting as a relationship-building tool to gain clientsBuilding micro relationships and audiences for podcastsBuilding a personal brand through podcastingBuilding your audience through content repurposing and personal brandingThe value of podcasting in building relationships and trust through thought leadershipBuilding thought leadership through networking and the benefits of podcasting for personal and professional growthAnd much, much more.

Creativity and innovation are essential for success in today's fast-paced business world. However, many companies need help fostering a culture encouraging experimentation and risk-taking. In this podcast episode, Robbie Phoenixx discusses the importance of understanding and motivating employees, leveraging creativity in intelligence work and marketing, and building a data-driven culture. He also shares his experiences in developing offer concepts, understanding the marketplace, and taking breaks to recharge creative energy. Whether you're a midline employee or a senior leader, this episode offers valuable insights on infusing creativity into your business for predictable success. Robbie Phoenixx is a competitive intelligence expert, music artist, keynote speaker, and marketing advisor. He has worked with several Fortune Thousand Titans, such as Live Nation, Verizon, and AT&T, contributing well over $254 million to them.  He is a music artist who earned over 30 million song plays and a daytime Emmy submission in his debut release. Robbie is a keynote speaker and strategic marketing advisor, sharing with entrepreneurs and top business leaders how to leverage one's creative advantage to become their competitive advantage.  He has overhauled the performance of three strategic products by conducting intensive competitor pricing research, contributing to well over 40 million sales room growth in just six months. He has been recruited to collaborate directly with chief marketing officers and VPs of product and marketing, global pricing to build a large-scale database, earning well over $120 million in Fortune 1000 sales and $108 million plus in sales pipeline in just six weeks. Some areas we explore in this episode include: The importance of understanding and motivating employees for successChallenges of finding high-performance individual contributors in large companiesCombining creativity and competitive intelligence for successInfusing creativity into your business for predictable successDiscovering the significance of intelligence work in salesImportance of "why" in leadershipLeveraging creativity in offer management and executionCreating a culture for competitive advantageLeveraging creativity in the workplaceUnderstanding the marketplace and growing businessAnd much, much more.