Predictable B2B Success

Vivek Nanda is VP Marketing at Heretto. Vivek has over a decade of experience in growth marketing and demand generation. He has helped multiple startups grow in various stages globally. He is an experienced growth marketer and demand generation leader having scaled tech startups from zero to millions of dollars of revenue, building repeatable and scalable growth engines with solid teams. In this episode, Vivek shares how we can craft powerful audience engagement strategies that drives growth. Insights he shares include: Marketing trends Vivek has noticed with SaaS companiesThe issue of audience engagement and the best approach in developing effective audience engagement strategiesHow to create a playbook similar to that of a media companyCan separate brands and tones of voice of two companies like HubSpot and Hustle work effectively togetherDoes a focus on audience engagement strategies take away from a traditional focus on performanceWhat does this mean for cashflow and CACWays to engage your audience and build engagementHow to tell effective stories that engage your audienceWhy review sites don't really help potential customers and what to do insteadThe power of surprise and how to utilize it in your audience engagement strategiesand much much more ...

Tom Libelt is the guy you call when your online course is not selling. He is a host of The Smart Brand Marketing Show. In the past Tom has published around 5000 Kindle books, built a successful SEO business, owned a coffee shop, a retail store, a record label, created a documentary, and released two albums with five hits on top ten Polish radio. He likes to say that “If you can’t sell, then you’re not in business. Marketing and Sales are the backbone of a company.” In this episode, Tom shares his insights on how to market online courses easily to drive business growth. Insights he shares include: How Tom got started with marketing online courses. The incident that triggered his journeyWhy would a B2B business consider launching an online courseTrends with B2B producing and marketing online coursesThe issue that Tom encounters most with businesses wanting to market their online course and how to change their mindsetHow to market online courses with Tom's proven frameworkHow to market online courses by niching down on your audience to get the offer rightWhat sort of results can businesses expect from marketing their coursesA counterintuitive approach to using metrics to ensure traction with your audienceThe real purpose of your sales page when marketing online coursesA mistake that most businesses make in their approach to marketing online coursesand much much more ...

Anfernee Chansamooth is the founder of Simple Creative Marketing a content creation agency. Anfernee has done everything from being a team leader at a large corporate call center, to project management, sales consultant, and marketing advisor in various large and small organizations, to blogging, teaching salsa, volunteering with a kids charity, to speaking and other advisory roles with startups. Anfernee has through his experiences developed a deep understanding of psychology and human behavior, what drives people, and the power of telling one's story. In this episode, he shares his insights into how we can use cases studies for sales and actually boost business growth. Insights he shares include: What is a case studyWhat is the value of case studies for salesWhen and how to use case studies in the sales processTypes of case studies for salesCase studies vs testimonials - what's the difference?How to build out a case study for salesWhat not to do in crafting a case studyTips for how to use a case study effectively in your own businessWhy it's important, to be honest and transparent when you're telling your company storyExamples of successful case studies for salesand much much more ...

Fred is the author of 'Selling Through Partnering Skills' and the principal consultant at Brindis, the consultancy he founded in 2004. A major project for Brindis being the planning and implementation of the 'Coronacademy'. Working with Grupo Modelo, the Mexican brewer of Corona Extra, he oversaw training and other development initiatives for its EMEA distributors. Fred has worked in more than 35 countries delivering projects that range from developing sales skills for Middle Eastern healthcare companies to account development and sales leadership in Latin America and Europe for IT and engineering multinationals. In this episode, Fred shares his experience and knowledge to help us become better at building trust with clients that drive predictable growth. Insights he shares include: There is a lot of hype around sales and a big number-crunching focus, but what does sales really entailBuilding trust with clients by partnering with themHow to introduce this idea of partnering and its development process within an organizationWhat is PQFred's framework to develop our partnering skillsIndicators to know that you have built enough trust with clientsBuilding trust with clients by having a good dialogueHow to get comfortable with interdependence and outcome enabled plansA key element to building trust with clients that most salespeople get wrongHow to bring the various elements to bring value to a clientand much much more...

Scott Schilling is an executive coach, trainer, speaker, and author, who has over 35 plus years of sales and marketing experience He is on a mission to help entrepreneurs, business owners, and executives to transform their business by achieving more sales profitability, with less effort and expense. In this episode, Scott shares powerful servant leadership characteristics that really drive sustainable business growth. Insights he shares include: What is servant leadership in today's contextIs there a difference between servant leadership and leadershipScott's journey towards servant leadershipServant leadership is often talked about in terms of qualities or characteristics is that enough to become an intentional servant leaderHow does servant leadership play out at all levels in an organization practically speakingThe role of empathy in leadership and what it looks like practicallyHow to leverage vision and empathy to leadWhy Scott sought 19 mentors and how he suggests we approach mentoring relationshipsHow to seek out servant leadership qualities in othersWhy building a community is a key trait to possessand much much more ...

Nathan Bliss is the VP of Sales and Marketing at Kinsta, a managed WordPress hosting provider that helps take care of all your needs regarding your website. Nathan is a data-driven sales and marketing leader with more than 12 years of experience founding companies and leading teams. He is an expert in SaaS tools for small and mid-market businesses, collaborating with remote teams, and has worked at companies like PayPal and Flywheel. In this episode, Nathan shares his experience and insights to help us leverage inbound sales the way prospects buy. Insights he shares include: How Nathan leveraged a background in sales in a marketing roleHow Nathan leveraged a background in sales to hone in on the right personaHow Kinsta has developed a successful inbound marketing approachWhat is inbound sales? Why inbound sales mattersWhat is the difference between outbound and inbound sales?How to use outbound sales tactics in an inbound way?Inbound Sales vs Inside Sales: What's the difference?How inbound sales is changingThe key elements to a successful inbound selling planCommon mistakes sales reps/AE's make with inbound salesand much much more...

Kris Grant is CEO of the ASPL Group. She oversees its management consulting, training, and recruitment divisions to deliver major transformational projects, strategic leadership training, and personnel resourcing to improve business functions and increase productivity across Australia’s public and private sectors.  A champion of emerging leaders and an ambassador for workplace equality, Kris has built a successful career and a stable of key clients through living her own mantra of always being an authentic leader and empowering her staff, and her clients’ personnel, to create opportunities for success.  In this episode, Kris shares her learnings and insights into how we can create a powerful stakeholder engagement plan that drives growth. Insights she shares include: Why do organizations deal with change fatigueHow Kris helps organizations deal with change fatigueWhat is a stakeholder engagement planThe role of stakeholder engagement and neuroscienceHow to develop a stakeholder engagement plan that leverages neuroscienceHow to ensure predictable business growth via a stakeholder engagement planHow neuroscience can be used to create effective stakeholder engagement plansThe effectiveness of today's employment engagement practicesHow to implement feedback loopsHow to accurately weigh up the influence and impact of stakeholdersand much much more ...

In this episode, Kristen McAlister, co-owner of Cerius Executives and author of "How I Fired my Boss and Made More Money", shares with us her 10+ years of experience leveraging fractional executives/interim leadership to help companies grow. She discusses who interim or fractional executives are and how to hire fractional executives to quickly scale business growth. Insights she shares include: Are CEO's trying to do too many thingsWhy interim and fractional roles are on the riseWhat is a fractional executiveWhy use fractional executivesHow you can benefit from fractional executives to regain strategic vision in your company and expand your horizons. Why do people become interim or fractional executivesHow to address growth and scaling a businessWhat are the benefits of a fractional executiveInterim versus fractional rolesHow best to manage dynamics between your permanent staff and interim executives. and much much more ...

Rokham Fard is a serial entrepreneur who studied computer science at the University of Toronto. He worked with Canada’s largest academic research lab to help out with re-designing the education system. At 21, he became the employee of the year at a Fortune 500 company. After graduation, he decided to turn his attention to entrepreneurship. This path leads him to co-found TheRedPin.com which soon became, Canada’s largest online real estate brokerage. Now, Rokham has built another startup called PsychologyCompass.com. It is where entrepreneurs learn scientific tactics to reach their peak mental performance. In this episode, Rokham shares his personal struggles with mental health as an entrepreneur and how to improve mental health in the workplace and drive business growth. Insights he shares include: Dealing with mental health issues in the workplaceRokhams's battle with improving his mental healthThe true unit economics of a businessHow to promote mental health in an organization and the real cost of an employee assistance programImplementing mental health and behavioral health metrics that mitigate risk factorsWhy you shouldn't manage stress but rather focus on the health benefits of preventing mental health issuesHow to improve mental health in the workplace - promotion activitiesHow to improve mental health in the workplace with four key strategiesHow health issues are affecting traditional work culture beyond todayHow to improve mental health in the workplace by encouraging work-life balanceWhy it's okay to talk about not being okay even in the workplaceHow to improve mental health in the workplace with a network of peopleThe double-edged sword of dealing with a mental health problemHow best to mitigate mental health problems affecting employeesand much much more ...

Wayne Mullins is a passionate entrepreneur committed to creating remarkable experiences, and building a team at Ugly Mug Marketing that produces extraordinary results for their clients. He has been called “the guru’s guru,” as he is regularly called upon for advice from industry-leading CEO’s, New York Times Best Selling Authors, and Silicon Valley startups. He loves helping entrepreneurs challenge their assumptions, create value from places they’ve never looked, and reach goals they never believed possible. He has personally worked with clients in 91 different industries, from 34 states, and 11 countries. Wayne’s work directly influences more than a quarter-million entrepreneurs annually through his blog, books, and training programs. In this episode, he shares his insights on what evangelism marketing is and how we can use it to drive growth. Insights he shares include: Why do most companies fail with their marketingA good number of businesses earn new business through referrals so why not have a well-defined strategy to that endWhat is evangelism marketingWho implements evangelism marketingHow is an evangelism marketing plan developedFramework to create evangelistsCan you improve your systems and processes to aid the creation of customer evangelistsDoes the product stands at the basis of successful evangelismExamples of evangelism marketingIs a brand ambassador an evangelistand much much more ...