Predictable B2B Success

Jose Palomino is the CEO of Value Prop Interactive, which helps mid-market B2B companies struggling with sales growth and margin pressure sharpen their competitive edge to win more and better business. Jose empowers business owners with winning marketing and sales strategies. He has unlocked hundreds of millions of dollars in growth for dozens of owner-led B2B companies—in highly competitive markets. Jose is also a speaker, professor, and author of the acclaimed book, Value Prop: Create Powerful Value Propositions to Enter and Win New Markets. In this episode, he shares his experience to share his top sales skills every great salesperson needs to master to drive growth. Insights he shares include: Why do businesses often approach building out sales the wrong wayWhy Jose feels that most business leaders need to take a pauseWhy not having someone to champion sales in a strategic manner can be a problemHow best to address sales operational issues from the get-goTop sales skills every salesperson should masterWhy is a value proposition so critical to a business and sales skillsThe best way for a company to gain clarity on their value propositionIs it more important for smaller companies to establish sales operation and sales strategy planWhat companies can we look to for examples to inspire our own journeysand much much more ...

Michael Solomon literally wrote the book on understanding consumers. In fact, hundreds of thousands of business students have learned about marketing from his books including consumer behavior, buying, Having, and Being -- the most widely used book on the subject in the world. As a Professor of Marketing (in the Haub School of Business at Saint Joseph’s University in Philadelphia) and an industry consultant, Michael combines cutting-edge academic theory with actionable real-world strategies. His articles, published in journals including Journal of Consumer Research, Journal of Marketing, Journal of Advertising, Journal of Retailing, and Journal of Business Research, have been cited over 30,000 times. As a business consultant, he helps managers get inside the heads of their customers so they can anticipate and satisfy their deepest and most pressing needs – today and tomorrow. Michael often is asked to provide briefings to global executive teams who want significant increases in their bottom line and who understand that’s accomplished by a deeper connection with their customers. In this episode, Michael shares how we can use customer engagement strategies to attract and keep today's customers for the long term. Insights he shares include: How consumer behavior has changed over the last couple of years. Why do consumers tend to go for long-term, well-established business brands How to use customer engagement strategies to attract and keep today's customersHow the pandemic has affected consumer behavior and expectation. Understanding the ever-changing consumer behavior; and why it’s a bad idea to over-promise when marketing. The rise and power of influencer marketing. How to modify your consumer engagement strategies so that they fit in today's modern societyHow to ramp up customer engagement. How to turn bored customers into brand fanatics. How to take care of the loyal customers firstand much much more...

Joe Davy has been the co-founder and CEO of Banzai since 2016. Banzai is the leading event marketing automation platform, with over 200 customers including Microsoft, Dell, Vmware, SAP, and RingCentral. Forbes magazine named Joe to its 30 Under 30 list in 2019. Joe is also a board director at Legalpad and the North Carolina Museum of Art Foundation. Prior to founding Banzai, Joe was General Manager at Avalara, where he oversaw small business and enterprise business units and was a member of the Avalara leadership team. During his tenure, Avalara grew to over 1,500 employees in 16 global offices with over $150M in revenues.  In this episode, Joe shares his experience on how we could use customer engagement marketing strategies to become a pipeline hero. Insights he shares include: Why use customer engagement marketingJoe's definition of engagement marketingHow can virtual events be part of the processWhy these events should not be once a year type eventsHow can we break down engagement to ensure the success of our marketingWhat customer engagement marketing has meant for Joe in light of the pandemicHow to implement a customer engagement marketing strategyCustomer engagement marketing strategies that can be added to your existing marketing strategyCustomer engagement marketing examplesHow to marry online and offline events and capture data to ensure success before making large investmentsand much much more ...

Seth Erickson is the founder and CEO of Storify agency which works with startups and other business clients across the USA... He is a brand designer with a focus on meaningful storytelling, He also is the author of a new book, "How to Hack Humans". In the book, Seth shares his experiences of working with people and looking at the human psyche as a computer complete with native hardware and operating systems programmable apps. In this episode, Seth shares lessons learned from early experiments, which led to CTRs of 7 to 12%, driving business growth around storytelling for startups. He also shares how we can do the same. Insights he shares include: Can storytelling permeate every aspect of a businessData points on why storytelling is key to dominating the marketplaceThe neuroscience behind a good storyThe characteristics of a good storyHow can we use stories to increase salesHow to use storytelling for startup by leveraging a companies visionCan SaaS companies build a retention process around stories? If so howSins of storytelling for startupsTips for storytelling for startupsand much, much more...

Dr. Stephen Timme is the President and Founder of Finlistics, a B2B sales leadership company that promotes insight-led selling. FinListics teaches B2B sales professionals how to elevate their sales to the C-suite. FinListics currently operates in more than 32 countries worldwide and continues to expand its global footprint annually. With a beginning in academia, Dr. Timme was a finance professor at Georgia State University when Fortune 500 companies would often approach him for consulting projects. Eventually, he was asked by UPS to work with them for a year, which led to another and additional consulting roles. After several years of teaching and consulting, Dr. Timme left academics to begin FinListics to help sellers help buyers by: 1) telling them something they don’t know, 2) showing the business and financial benefits of their solutions, and 3) make their life easier Dr. Timme's financial background and experiences with buying executives help him provide sellers with answers to these requests. In this episode, he shares from experience how we can use insight selling to increase pipeline with powerful financial analytics. Insights he shares include: Why sellers don't believe they have anything new to share with potential/future buyersWhat is insight sellingHow to use financial analytics to drive growth via insight sellingWhy sellers should develop an executive mindsetWhy get a handle on executive compensationHow to get to know a customers industry in order to offer insightsHow to connect the dots for buyers with financial insightsWhat is the power of one and why use itHow do you go from value proposition to making a business caseand much much more...

Sagar Sethi is the Managing Director and founder of Digital Marketing Agency Xugar - a growth-oriented digital agency. With more than a decade of experience in digital marketing. Xugar was started in 2017.  In this episode, Sagar shares his experience in using thought leadership marketing to grow at 1500% every year. Insights he shares include: Why is there a lot of churn and burn in the market when companies look to get marketing helpDo all roads in thought leadership marketing lead to better word of mouthHow does thought leadership help with lead generationHow to correlate building a personal brand vs the company brandHow to use thought leadership marketing to position yourselvesHow to best pick the channels to focus on for thought leadership marketingDo you really need a strong brand presence to initiate thought leadershipand much much more ...

Cody Wittick is the Co-Founder and Managing Partner at Kynship. Prior to co-founding Kynship, Cody began his journey at QALO, the brand that created the silicone wedding ring. Over the course of 5 years, he built out a robust influencer program of 500+ influencers, all through the foundation of seeding. This included contracting thousands of micro-influencers in a variety of industries to produce monthly UGC and organic posts, while also working with household names such as Lebron James, Jason Aldean, Mike Trout, and Dale Earnhardt Jr. Cody is passionate about equipping and educating brands to build out strong influencer programs that generate revenue. In this episode, Cody shares his experiences to tell us how we can use powerful influencer seeding strategies to easily drive rapid growth by as much as 457%. Insights he shares include: What is Influencer seedingHow to build a community of influencers around the brandHow to do influencer marketing for B2B brandsWhat change are we seeing on a macro level with influencer marketingIf a brand wants to start leveraging influencer marketing today, what steps should it takeHow do you measure the ROI of influencer marketingUnderstanding your brand story and finding others who can tell it best.and much much more ...

Howard Berg has been recognized for setting the world record for speed reading. He is listed in the 1990 Guinness Book of World Records for reading more than 25,000 words a minute and writing more than 100 words a minute. Howard majored in Biology and then completed a four-year psychology program in one year. His graduate studies at several New York City colleges focused on the Psychology of Reading. He has been interviewed over 3000 times including on radio and television programs like Neil Cavuto, Jon Stewart, and Live With Regis. His brain-based learning strategies have been hailed as a major breakthrough in publications like Forbes, Men’s Health, Red Book, and Bottom Line Magazine, and have been featured in dozens of newspaper interviews throughout North America. Howard’s Nightingale-Conant program, “Mega Speed Reading,” grossed over $65,000,000, and established him as a leader in brain-based learning In this episode, Howard shares how we can read faster and retain more to drive personal growth and revenue. Insights he shares include: Why most people don't believe they can accomplish what Howard tells them they canWhy do most people struggle to retain knowledge if they read fasterHow and why Howard went about learning to read faster and retain moreThe science behind how to read faster and retain moreHow to read faster and retain moreHow can busy people apply what they are learning to build their brands and businessesWhat kind of questions should we be asking ourselves when we’re reading a book to extract the maximum value from itRecommendations with regards to note-takingWhat does reading fast mean for understanding content, concepts, and new wordsThe skill people need to develop when learning how to read faster and retain moreWhat EQ strategies we can employ to read faster and retain moreand much much more ...

Aron North is the Chief Marketing Officer at Mint Mobile, and has been making headlines with the brand since 2016. Prior to his promotion in 2019, Aron joined Mint Mobile as the SVP of Marketing and Creative, where he spearheaded the initial development of the brand’s marketing department and creative efforts. Since then, Aron has led the launch of countless buzz-worthy campaigns and initiatives, driving the brand to 90,000% revenue growth over the last 5-years. Key campaigns include crossovers with Match’s Satan, where the devil himself takes a job working for "Big Wireless" — the place from hell; a Super Bowl stunt that involved swapping a $5million ad buy for a $130,000 print ad, and using the savings to increase customer data limits on all plans (free of charge); and a recent campaign with Major League Baseball’s Bobby Bonilla, offering users 25 years of wireless service for only $100/year.   In this episode, he shares the secrets behind the extraordinary growth he has been able to fuel in a predictable fashion. Insights he shares include: Mint Mobile's big marketing campaigns and strategy behind itThe basis for Mint Mobile's empathetic marketing strategy that has resulted in over 90,000% revenue growthHow to use everyday events and occurrences in your empathetic marketing strategyHow to incorporate visual components that are in line with your empathetic marketing approachLessons learned from big brands/other brands and applied to MintWhat Mint Mobile does instead of focusing on campaignsAron's thoughts on influencer marketing and disrupting the marketplaceHow to include customers' voices in your marketing strategyAron's thoughts on empathy and customer experience while building a brandand much much more ...

J. T. Compeau is the CEO of The Content Interpreter. J.T. works with thought leaders, C-suite members, and entrepreneurs as a speechwriter and presentation consultant across industries, skill sets, and stories. He works with clients to extract their greatness and infuse it into their content. J.T.'s background in advertising and marketing has provided him with experience s which has now led him to help business owners be able to create both a personal brand as well as brand their companies using a narrative. In this episode, he shares how we can craft a magnetic presentation speech to win over our audience. Insights he shares include: The self-limiting beliefs speakers often possessWhy scaling a business is not a good enough "why" to share with others or in a presentation speechHow to best capture snapshots of your experiences to inject in your presentation speechHow to define a good presentation speech versus an ok oneAudience before contentThe four parts of a good speechWhy structuring your speech so importantWhat to do to ensure your goals line up with the audience's goalsHow to work with event organizers to ensure the success of your speechHow to best deliver a speech in differing circumstances online, offline, small groups, packed stadiums, etcHow to be conscious of our nervous habits and yet command the audience.and much much more ...