Predictable B2B Success

Paul Rakovich is the founder of Clicks and Clients, and has become the go-to expert for anybody looking to scale their company with Facebook Ads. Paul often manages clients spending upwards of $1 million per month on Facebook ads which has brought him on to the Inc. 500 fastest-growing companies list.  More than that, Paul seeks to support and encourage entrepreneurs who are hitting that plateau or just want to scale up as fast as possible. In this episode, he shares his insights and lessons from running marketing campaigns and million-dollar ad budgets. He also shares how we can run marketing experiments the right way to drive growth. Insights he shares include: Why do we need to be open to experimentingHow to facilitate the mind-shift required to be open to experimentingHow to approach experimenting - value propositions for various segmentsThe need for a strategy and content governance in running marketing experiments effectivelyThe difference in approach and insights from spending $10k/mo vs. $100k/mo vs. $ 1 million/mo in Facebook adsHow to best marry the ideas of scaling business growth and marketing experiments to aid growthHow Paul facilitates clients' learning and progression to adopt more of a lifetime focus with their customersLeading and lagging indicators to determine the success of marketing experimentsThe psychology that comes into play with successful marketing experimentsLifetime value perspective vs a focus on short-term ROI gains and customer retentionHow Paul recommends we come up with marketing experiment ideasand much much more ...

Mike Ulmer has written 14 books, thousands of newspaper articles and conducted more than 10,000 interviews. He lives in Hamilton, Ontario, Canada. He worked as the in-house storyteller for the Toronto Maple Leafs, Raptors, and TFC as the senior writer at Maple Leaf Sports and Entertainment. Mike has also written for The Toronto Star, National Post, Southam News Bureau as well as news organizations across Canada. He is the author of the best-selling alphabet in Canadian publishing history, M is for Maple. Mike’s featured book is entitled, Show and Tell Writing: A great, short business book about how to write a great, short business book.  In this episode, he shares how we can create books that actually engage people and drives growth. Insights he shares include: Why do some business leaders say they can't writeWhy your story mattersHow to come up with a book proposalThe challenge of coming up with a book proposition that shares your story in a relatable wayThe catapult difference and the 3 pillarsHow to determine traction for a book proposalHow to impart advice and actionable tips in a manner that is easy to digest and implementand much much more

Casey Cheshire is a marketer, serial entrepreneur, and adventurer. He counts his relationships as a key reason for his continued success. He is a digital marketing thought-leader and marketing automation strategist who has shared his craft with thousands of marketing enthusiasts at industry events and trade shows across North America including Dreamforce and Connections. Casey’s passion for podcasting led to him founding Ringmaster. Ringmaster helps B2B businesses launch podcasts that drive growth and revenue. Previously, Casey founded and ran Cheshire Impact which became the top Salesforce Pardot marketing automation solutions partner in the world before a successful exit in 2021. He is also a US Marine Corps Veteran where he served in the Infantry. He is also the creator and host of the Hard Corps Marketing Show. In this episode, he shares how we can create authentic relationships with our buyers and drive growth. Insights he shares include: Why do businesses tend to get stuck in their groove in terms of marketing How to cause disruption in a nicheWhy marketing needs a purpose.Why use podcasting as a means of marketingJustifying the use of marketing with revenue.How to build rapport and a sales conversationWhy Casey prefers using podcasts as a way to initiate sales conversationsCan the podcasting approach be scaledThe place content governance has in furthering sales conversationsand much much more ...

Scott Miller currently serves as the Special Advisor on Thought Leadership for the Franklin Covey Company and is the host of their weekly podcast series, On Leadership with Scott Miller. Scott also hosts FranklinCovey’s monthly bookclub on Bookclub.com which debuted in April 2021. Additionally, Scott is the prolific author of numerous books, writes a column for Inc. Magazine, and keynotes for clients around the world. Scott began his leadership journey early as the student body president of his high school where he fell in love with politics. After working on numerous local, state, and national political campaigns, Scott joined the Disney Development Company where for nearly four years he was part of the team that designed and built the famed city of Celebration, Florida. At the age of 26, Scott left Disney and joined the FranklinCovey Company. There Scott built a 25-year career in the world’s most respected and influential leadership development firm serving in nearly every role imaginable. From a front-line sales person, to a project manager, sales leader, general manager, vice president, chief marketing officer to executive vice president of thought leadership, Scott’s experience at FranklinCovey shaped his views on leadership. In this episode, he shares how we can use leadership and mentoring to easily drive growth. Insights he shares include: Should we subscribe to the notion that everyone is a leaderWhy invest in leadership mentoringIs there something to be said for gaining active feedback in a leadership mentoring relationshipIs the idea of building your personal brand in sync with the idea of thought leadershipShould every leader be a thought leaderWhom should we be promoting as leadersWhat should be the foundational elements of a leadership mentoring strategyHow would you identify an up-and-coming thought leader? What would you be looking forWhat kind of mentors should up-and-coming thought leaders be looking forThe counterintuitive perspective that Scott suggests we look for in mentorsMetrics we could incorporate to ensure we are developing leadership mentoring relationships in the right directionand much much more...

Fikry Fatullah is the founder and CEO of Kiirim email, an Indonesian company that provides affordable email infrastructure for businesses worldwide. Fikry started as an affiliate marketer but ran into problems with email deliverability, given his location. This pain point led to the creation of Kirim email, which he has since been able to scale to well over 28,000 customers worldwide. In this episode, Fikry shares how Kirim email created a messaging strategy that drives growth (over 28000 customers) and lessons we can apply to our businesses. Insights he shares include: Why do businesses often fail to ask the right questionsHow Fikry found traction with the right messaging strategyWhy Fikry believes we should sell from day one as opposed to giving and sharing content?What makes for great messagingHow to stand out in a competitive world with your messagingWhat does interviewing customers look likeHow interviews help inform a messaging strategyLesson learned from Ryan Reynolds in creating a messaging strategyHow company culture influences customersHow Kirim email addresses cultureand much much more ...

Bryan Rutberg is the founder of 3C Comms, a company that guides and inspires corporate leaders and organizations on how to demonstrate love, understanding, and appreciation to their customers as a clear path to deeper loyalty, greater market share, and way more fun for everyone. In his first eBook, “Love & Profit: 10 Ways to Transform Customers Into Lustomers,” Bryan shares what he’s learned from positioning brands, products and services, people, and initiatives that drive emotion and action – delivering value and growth across organizations. In the capstone roles of his corporate career at Hewlett-Packard, McKinsey & Company, and Microsoft, Bryan helped Microsoft build world-class relationships with customers as Director of Microsoft’s award-winning Executive Briefing Center and served as Speechwriter and Executive Communications Director for the corporate VP responsible for global customer support.  Since entering consulting in 2011, Bryan has helped build stronger, more profitable, and more productive customer-focused organizations with the right mix of communications, creative programs, and culture. In this episode, he shares how we can deepen our client relations to create Lustomers who drive growth and profit. Insights he shares include: What are and why create Lustomers?How do you create the mind-shift and heart shift to help clients realize the gap in building client relations that are deep and lovingHow can companies get to know their customers and take storytelling to the next levelHow do we create remark-worthy experiences for clientsWhat it takes to build great relationshipsAnd what's the benefit of a great relationshipHow to love your customersWhat most businesses don't know about communication and the ability to create great relationshipsHow to uncover customer information and how they thinkWhat stories should we be creating and narrating so our customers can share themHow to ensure the stories being told reflect the brand personality and brand voiceand much much more ...

Tim Parkin is a global consultant, advisor, and coach to marketing executives of many world-renowned brands. He specializes in helping marketing teams optimize performance, accelerate growth, and maximize their results. By applying more than 20 years of experience merging behavioral psychology and technology seamlessly, Tim has unlocked rapid and dramatic growth for global brands and award-winning agencies alike. Tim is a speaker, author, and thought leader who has contributed to AdWeek, Forbes, MarTech, TechCrunch, and dozens of other marketing outlets. He is also a member of the American Marketing Association, the Society for the Advancement of Consulting, and was inducted into the Million Dollar Consulting Hall of Fame. In this episode, he shares how we can optimize marketing frameworks to attract more customers and drive growth. Insights he shares include: What do you mean by "marketing inside out" and missing out on the fundamentals of marketingThe key components to a marketing framework that most businesses overlookAre marketing best practices worth striving for or are there better ways to approach the problem of addressing problems in marketingWhat does this marketing framework look likeBook of knowledge - what is it and why develop itHow best to balance strategy and a marketing frameworkHow to pick the right marketing framework for your businessWhy you shouldn't invest in best practices and what to invest in insteadWhat data to collect to create remarkable customer experiencesWhy invest in building out a test-driven marketing framework? What is it and what does it look likeand much much more ...

Punit is the founder and owner of Ek Advisory BV. He is a Member of the Training Advisory Board at IAPP and Advisory Member at Plumcloud Labs Inc. In his roles, Punit provides strategic coaching and advice to privacy experts, business owners, and upcoming privacy professionals. Punit is a Fellow in Privacy (FIP), Certified Information Privacy Manager (CIPM), Certified Information Privacy Professional Europe (CIPP-E), and Certified Outsourcing Professional (COP). He is known for providing advice that is simple, pragmatic, and business-aligned. He is also the author of books like “Be Ready for GDPR”, “Be an effective DPO” and “Intro to GDPR” that are available on Amazon. The book “Be Ready for GDPR” is listed as #1 in Best GDPR Books by Book Authority. He is an active speaker at international events and delivers guest lectures at Solvay Brussels School of Economics and Management.  For a large European bank, he served as a Privacy and Protection Officer to drive GDPR compliance by advising privacy professionals across 30-plus countries. As part of this, he published privacy guidance on several key topics and coached/trained many people. Punit has 20 years of experience across three continents. He has led projects and programs of varying complexity in business and technology throughout multiple industries. He has proven expertise in areas of data protection, privacy, sourcing, and vendor management. This allows him to quickly grasp the needs of privacy professionals, business owners, and upcoming privacy experts. In this episode, he shares how we can better get a handle on key data protection principles and the 7 principles that are critical to driving growth. Insights he shares include: What are the data protection principlesWhy are the data protection principles importantBalancing compliance and culture around data protection principlesHow to look at data protection principles in a way that drives growth as opposed to achieving the bare minimumThe need to embed data protection principles within your data management programHow do ensure your staff can respond effectively to data breachesThe need for a privacy vision for your companyThe need for someone with a helicopter view to steer a strategic privacy initiativeThe need to have someone to help you manage vendors /contract riskand much much more ...

Dan Tyre is the Director of Sales at HubSpot. He joined HubSpot as a member of the original team in May of 2007 and has led the recruiting, training, and growth of HubSpot's sales team with vigor. Dan is an authority on inbound marketing and sales and is a regular speaker, writer, and coach to those who yearn for inbound success. At HubSpot, Dan pioneered the concept of alignment between sales and marketing known as "Smarketing," a core tenet of inbound marketing now followed by thousands of companies around the world.  Outside of HubSpot, Dan leverages his 42 years of multidisciplinary business experience in sales, marketing, and service to help scale fast-growing companies and coach those that want to harness the power of Inbound Marketing to improve their bottom line. In April 2018, he published a book with Wiley Business Press with Todd Hockenberry called Inbound Organization: How to Build and Strengthen Your Company's Future Using Inbound Principles, and he regularly shares his knowledge through guest appearances on podcasts and as a speaker at worldwide events.  In this episode, he shares why and how we can shift from "always be closing" to "always be helping" to drive sales success and revenue growth. Insights he shares include: What does it mean to be an inbound organization in today's worldThe underlying principles of inbound that make it work so wellWhat does it look like to always be helpful as an organizationWhy Dan suggests we move away from using marketing and sales funnelsWhy use sales flywheels as opposed to sales funnelsFrom an "always be helping" perspective - what does creating a sales flywheel entail and what does it look likeKey elements to scaling a business for an organization that is looking to always be helpingand much much more ...

Stormie Andrews is the Founder of Yokel Local. He is an award-winning author, having co-authored "Power of the Platform, Speakers on Success" with Jack Canfield, Brian Tracy, and Les Brown. In July 2020, he released - “The World’s Best Buyer Persona System” which is the foundational first step to outsmarting your competition. The system is so effective, that he was recognized by Intercon as one of the Top 50 Tech Visionaries in the world. In this episode, Stormie shares how we can create a b2b buyer persona that actually drives effective marketing and revenue growth. Insights he shares include: Why do some marketing agencies see so much churn with their client baseHow to solve the issue of setting the right expectations with b2b clientsThe success marketing wheel and its componentsWhy some businesses do not create effective b2b buyer personasWhat is "transfer of knowledge learning" and how does it help set expectationsThe difference in b2b buyer persona approach Stormie advocates for in his book as opposed to what is advocated by othersWho should be involved in creating a b2b buyer personaand much much more ...