Predictable B2B Success

Lance Tyson is the CEO of Tyson Group – a top sales training company. He is himself a highly successful sales expert with decades of leadership experience. Specialized in the area of sports selling, Lance has trained some of America’s biggest sports sales teams, like the Dallas Cowboys, on how to sell their tickets, season passes, and more. His latest bestseller book: The Human Sales Factor details the unique science behind the perfect sales strategies and deal closers.  As Founder and CEO of Tyson Group, he has personally provided tailored training and consulting services for companies like the Dallas Cowboys and the New York Yankees, helping to drive billions of dollars in revenue. Though Lance is the chosen sales training leader for America’s top professional sports teams, his expertise spans technology, agriculture, media, real estate, construction, and beyond. Under his leadership, Tyson Group has ranked as a Top Sales Training Company by Selling Power Magazine for the last 3 years and has been named The Sales Consulting Practice of the Year by the Stevie Awards twice consecutively. In this episode, Lance shares why emotional intelligence in sales is the new differentiator and drives growth. Insights he shares include: Do we still have to contend with the notion that salespeople are built not bornWhy persuasion and influence are not soft skillsThe rules of persuasion and influenceHow emotional intelligence in sales improves close ratesHow do you help people better their EQThe methodologies Lance uses to train people in the area of improving EQWhat is the Greek mirrorDoes thought leadership have a place in developing emotional intelligence in salesWhy developing empathy and compassion is necessary to developing emotional intelligence in salesHow to be a disruptor in the context of emotional intelligenceand much much more ...

Matt Young is the CEO UserVoice, a product feedback management software that enables businesses to make data-driven product decisions and prioritize feature requests by making customer feedback more meaningful. As a boy, he had early access to computers since his Dad worked for IBM. In the 80s, he was interested in music and video games, which carried on through the rest of his life. Matt started his professional career as a software developer, right when web browsers were released. He developed innovative solutions on the web well before SaaS was a thing. In 2015, Matt joined his current venture as the VP of Engineering. At the time he was hired, the company was trying to press into the enterprise space, and in order to do that, the company needed some organization and some process put into place. In this episode, Matt shares how we can guide our product feedback strategy to drive certainty and growth. Insights he shares include: How did the idea of UserVoice come about and who is it forHow to build a data-backed product validation processA data-backed product validation process for how product management is undertakenShould customers be driving your product roadmapHow to find the right people for product feedback and validationIt seems experience is key to getting this right so what metrics should we track - NPS, PMF, churn rate, renewal rate etcHow to create scalable product feedback and validation testing processHow to foster collaboration between departments to make the best use of product feedbackand much much more ...

Nils Vinje is the founder and CEO of 30DayLeadership.com. He is a respected leadership coach, consultant, speaker, and author. Nils’ clients range from early-stage startups to Fortune 100 companies. His specialty is B2B leadership - specifically a leadership framework for highly effective organizations.   For the first 7 years of Nils' professional career, he bounced from job to job not knowing where he fit. He even became an apprentice for an artisan who made high-end custom furniture at one point. After being an apprentice, Nils returned to graduate school and earned an MBA in Management and Organizational Behavior. In this MBA program, Nils discovered his passion for management and leadership. In 2012, Nils became a certified coach and began working with clients and using the skills with his teams inside the companies he worked for. Each team Nils led became a high-performing team and earned him recognition and promotion. He accelerated from an individual contributor to a Vice President in 30 months! After partnering with hundreds of leaders across many industries, he learned one important fact - to become the leader you have always wanted to be, you need a playbook. As a result, Nils has authored the "30 Day Leadership Playbook" - a compilation of 20 years worth of leadership training. In this episode, he shares how we can build on a playbook and the 4 pillars of leadership to drive growth. Insights he shares include: Why invest in leadership development and the learning of soft skills of leadershipWhat is a leadership development programHow leadership development programs that build on soft skills of leadership benefits the entire organizationWhat elements are important in a leadership development programThe 4 pillars of leadershipWhat soft skills of leadership need to be developedHow to set up an effective leadership development programWhy be the CEO of your careerHow to set yourself up for success as a leaderand much much more ...

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 ...