Predictable B2B Success

Katie McLaughlin is the Founder, Chief Strategist, and Transformation Artist at McLaughlin Method. She helps organizations create engaged employees and positive, inclusive workplace culture. She uses techniques from improvisational theatre to rehearse common scenarios in the work environment and adopt behaviors that support organizational culture goals. Katie has over 20 years of experience facilitating, teaching, and coaching. Before starting McLaughlinMethod, Katie earned two Horizon Awards for her training, supported software implementations with robust change management programs, and developed countless onboarding programs for Sales, Customer Service, and other customer-facing roles. In this episode, Katie shares how we can use unusual employee engagement strategies to drive long-term growth. Insights she shares include: The problem with most employee engagement initiativesWhere does theatre production fit into the picture of business growth and employee engagement programsWhat are the engagement initiatives used by top companiesThe relationship between culture and business growthHow to measure the outcome of your work if focusing on people outcomesWhy is it crucial for companies to build an inclusive workplace cultureWhat does inclusion look like and how can leaders better lead in that areaShould we treat employees like customersand much much more ...

Luke Charlton (AKA: The Aussie Hermit) has been featured in “6-Figure Coach” magazine, spent in excess of $16 million on advertising, banked $50M+ in sales for his clients, and has been hired by top ad agencies to write copy for experts such as... Bob Proctor, Mike Dillard, Neil Patel, Grace Lever, Ryan Moran, and many more. He is also a client attraction specialist, business coach, expert marketer, and email sales authority. Now he spends his days as a hermit living somewhere near Byron Bay, Australia, teaching coaches how to get a lot of clients by sending just one 15-minute email per day, In this episode, he shares how we can use Customer acquisition models and $ 25,000-a-day ad scaling secrets that drive growth. Insights he shares include: Why we don't need a sales or marketing funnel as part of our customer acquisition models when starting outWhat business stage do we need to start looking at funnelsWhy Luke prefers email for customer acquisitionIs advertising an appropriate customer acquisition model for any company in the B2B spaceHow to get quality leads onto your listHow Luke gets high-paying clients by sending just 1 email per dayHow to ensure that your list is engaged and responsiveWhat the entertainment approach to your customer acquisition models could look likeand much much more ...

Prantik Mazumdar is an entrepreneur and venture capitalist investor and acts as a digital transformation catalyst in organizations to drive sustainable change and impact. He started his entrepreneurial journey with Happy Marketer in 2011 where he spent a decade building and scaling up one of the best and most awarded independent digital marketing services firms in the region that served brands like Standard Chartered bank, Income, Great eastern life, Royal Brunei Airlines, Coffee Bean & Tea Leaf, Starbucks, Starhub, Ping An, Grab, Shop, Kimberly Clark, Singtel amongst others. In this episode, he shares how we can use startup valuations to drive growth and increase a company's valuation. Insights he shares include: Why is it important to estimate the value of a startupNorthstar and metrics that companies should focus on in the growth phaseIn what ways can companies go for a blended valuationWhich are the most popular valuation methodsPicking the right method for your stageThe appropriate lens with which to view business exits and revenue related north star metricsThe place for blended valuationsand much much more ...

Shay Wheat is a Certified Event Producer™ & Creator of popular programs such as “The Powerful Event Process”, and “The Ultimate Event Planner Certification Program”, and CEO of Grace & Ease Productions, Inc. Her company supports clients in creating Powerful and Profitable events. Producing In-Person and Live-Virtual events from 200 to 4,000+ attendees, and collaborating with many well-known celebrities such as Dr. Oz, Lisa Nichols, Dr. Claire Zammit, Bill Baren, Alison J. Prince, Josh Turner, and many others. They assist Speak-to-Sell clients to be extremely profitable with their events: just recently one client generated over $2.1 Million dollars in one Virtual Live 3-day event. Their clients have generated over $24 Million in revenue, gaining over 3,500 NEW clients and changing the lives of over 16,000+ attendees. In this episode, Shay shares how we can use the event management process to drive growth in 5 phases. Insights she shares include: The differences between small events vs large events beyond that of size5 phases of events and how to use each phase to drive growthCan speak-to-sell events be used by level 1 and 2 businesses?How to decide on the best event typeThe event management processWhat the event management process looks like and understanding all that is involvedHow best to marry your business model with the event management process for each phaseHow to use events to build relationships with clients and prospectsHow to build a sense of community and exclusivity with your event management processand much much more ...

Thomas H. Douglas is the Chief Executive Officer of JMARK, an award-winning innovative IT solutions provider for organizations of all sizes. Thomas has led his company to 9 consecutive appearances on the Inc. 5000, something only 1% of CEOs who make the list ever achieve. He became a part of JMARK designing, building, and maintaining its functional aspects as an entry-level engineer before purchasing the company in 2001. As JMARK's CEO, he formulated processes that provided repeatable outcomes and a predictable revenue stream that placed JMARK on a growth trajectory that up to this day, is revolutionizing the region's engagement with technology. JMARK has been providing I.T. support services in Missouri, Oklahoma, and Arkansas for 30 Years; catering to various industries such as banking, healthcare, hospitality, manufacturing, transportation, accounting, legal, oil, and gas. Thomas has seen it all as a father, veteran, business leader, and technologist. He visited 18 countries when he served in the US Navy and is also publishing a book entitled Adapt or Die, which explores Thomas' algorithm of success. The algorithm is built on more than 30 years of lessons and business acumen that Tom has acquired through his tenure as CEO. He has now compiled his wisdom in order to provide the next generation of business leaders a launch pad to help them understand and determine product innovation, business strategy, growth, sales, and marketing models, organizational strengths, operations, and processes. In this episode, he shares how we can use IT and innovation in change management to fuel success and growth. Insights he shares include: Why do people believe that technology is a pain point that must be dealt withIs there a cultural and generational problem with technology and innovationIn what ways can/does IT impact culture and innovation in change managementThe impact of core values on innovation in change managementHow does the Algorithm of Success impact innovation in change managementWhat are the capabilities that every business needs to have in place for businesses to be sustainable, scalable, and successfulWhy should we consider applying the reverse of the Pareto rule to innovation in change managementand much much more ...

Ryan Dohrn, is an amazing entrepreneur, author, and sales training, expert. He is also a motivational speaker - who has given more than 1000 keynotes! He is known as the “funny sales guy” and has won an Emmy for marketing excellence while working for ABC TV/Walt Disney Co. (He has a great sound studio too by the way where he does his podcasting.)He was recognized by Forbes.com with the “Best of the Web” award for his business strategies. He’s the creator of the "RD Way," which is a unique method for finding out what customers want before trying to sell to them - and to date, he’s generated over $100 million in sales for his clients and himself collectively. Ryan also has three books: Selling Forward: Pandemic Tested Sales Strategies for Success; Selling Backwards; and How To Be A Manager Without Being A Jerk. The books are essentially designed to help sales professionals and entrepreneurs (who are essentially salespeople) discover exactly what their customers want to buy so that they can have sales success without stress. In this episode, Ryan shares how we can identify 3 different buyer types and how to sell to each one to drive growth. Insights he shares include: The power that marketing brings to the equationWhat are the 3 types of buyers we encounter the mostWhy understand buyer personalities to connect better with themWhy the depth of relationships matter and how to measure itThe customer needs assessments. (CNA) seems to be a vital part of every sales plan. Why Ryan does not like the CNAWhy invest in personality profiling of potential customersDo we need to revise the way we ask for a sale?How to host virtual calls that close sales and much much more ...

Millie Hogue is the Director of Demand Generation and Head of B2B Marketing for MedBridge, a fast growing Seattle startup. Her experience ranges from working with brands like Coca-Cola and Netflix to booming software companies. She also owns her own marketing consulting firm where she teaches other startups how to jump-start revenue and own their space in the market. How? By using demand generation strategies to help brands build revenue engines that will last for years - not a month. In this episode, she shares how we can use demand creation strategies to build revenue engines that drive growth for years to come. Insights she shares include: Why is marketing often an afterthought in most SaaS companiesThe difference between demand generation and lead generationWhy Millie suggests we create a platform that fuels demand creation and generates compound interest over timeHow to balance short-term gains and revenue growth with longer-term objectivesHow to navigate the mind-shift and heart shift required to put marketing and demand generation at the heart of revenue growthThe challenge for companies wanting to implement demand generation - sell to humans and bad messagingThe best place to start with demand creation when on a tight budgetHow skyscraper content can still be a great demand creation tacticIs link building still worth pursuing given today's trendsand much much more ...

Raul is the Chief Advocate at ReferralCandy, the #1 referral program platform online Since its launch in 2009, they have over 30,000 paying users with over $10M in annual revenue. What’s even cooler is that since then they’ve paid out over 300M in referral commissions to clients. Referrals are the key for a lot of businesses. For instance, MorningBrew has reached over 2.5M subscribers and attributes 30% of their subscribers to be from their referral program. The same goes for Harry's when they gathered 100K emails in a single week. In this episode, Raul shares we can use customer referral programs to drive growth while building strong partnerships and customer relations. Insights he shares include: What it means to give value without expecting anything in returnWhy customer referral program ideas will not solve your business problemsWhy are businesses happy to invest in ads but not discounts or cash for referralsHow to ensure you are ready for a customer referral programHow to gain referrals in a way that is relationship-oriented as opposed to transactionalExplore the intersection between referrals and performance marketingCustomer referral program ideasWhy ReferralCandy treats all partners alikeWhy effective customer referral program ideas require a bit of a mind shiftand much much more ...

Angeley Mullins is the CMO & CGO at Latana, an AI-Powered brand tracking solution, designed to help brands make better marketing decisions. Latana is a leading technology company that allows users worldwide to understand key brand insights for both themselves and their competitors and enables them to zoom in on the audiences that drive their business. In this episode, she shares why businesses should add brand tracking to their strategies and how it can become an indispensable component of driving growth. Insights she shares include: Why most businesses don't know what their brand awareness is and what associations customers and prospects make with their brandWhat is brand trackingThe problem that brand tracking solvesDo we really need to invest in brand tracking given the wealth of data points and information we currently receive from other tools and platformsWhom to track and how when investing in brand trackingWhy marketing and sales should be across brand trackingThe best ways to make brand tracking possible and get feedback from customersWhere brand tracking software sits in the tech stackThe level of granularity we can expect from the data being obtainedHow best to track brand performancePitfalls of brand tracking that companies often run intoIndicators and metrics to watch in order to achieve ROIand much much more ...

Jeff Cohen is a serial entrepreneur who has started six companies. He grew a software company from nothing to 20 million in revenue in a little over two years. He has also had the experience of being on Shark Tank and being called radioactive by Mr. Wonderful himself, Kevin O’Leary on Shark Tank. Freedom is the dream of every CEO and entrepreneur. Developing leaders and teams with an ownership mindset is the ticket to fulfilling this desire. Jeff now presents Count-On-Able as the new and rapid success framework that guides CEOs to make this happen. Jeff brings over 20 years of experience as CEO of technology and management consulting companies working with over 300 SMB and Fortune 500 clients to beat the competition while having fun and bringing the whole team along for the ride. In Jeff's book Count-On-Able, A Practical Guide to Lift, Shift and Empower YOU and Your Team, (which debuted as a #1 bestseller!) he lays out the number one impact to every business and a simple structured approach that eliminates this problem. Sponsored by Union Bank, Comerica Bank, and The Valley Economic Alliance, Jeff has led over 40 underserved minority women to start, launch, and grow their businesses with the Count-On-Able program. It took eight years, working with over 300 CEO's, Business Owners, and Entrepreneurs to develop, test, and implement the Count-On-Able method and patent pending process. In this episode, he shares how we can build a count-on-able culture to replace traditional accountability in leadership in order to drive growth and empower your team. Insights he shares include: Do employees want a boss or leaderIs accountability in leadership and business an outdated conceptWhat could we replace accountability with and how would it play out practically speakingHow should accountability in leadership shift in the way it has been traditionally handledWhy count on people to keep their promisesHow has counting on people made a difference in business outcomesWhat do people who can be counted on do differentlyWhy do we need to examine people's motivations for particular rolesThe correlation between culture and accountability in leadershipand much much more ....

Steve Preda is a Leadership Team Coach whose passion is to help emerging privately owned businesses grow and thrive. He pursues it by simplifying and teaching management and strategy concepts used by large companies, and elite consulting firms. Since 2012, he has helped over 100 businesses grow their teams, revenues, and profits as a business coach, EOS Implementer, and as a Pinnacle Business Guide. Steve explores business-growth shortcuts on the Management Blueprint podcast and delivers workshops and keynotes to business leaders around the US. He has written 4 books, including a #1 Amazon bestseller and: "Pinnacle: Five Principles that Take Your Business to the Top of the Mountain". In this episode, he shares how we can use the 5 pinnacle business principles to easily drive 5x growth in 5 years. Insights he shares include: Why use the pinnacle business operating systemWhat are the fundamental business principlesWhat are the 5 pinnacle business principlesThe role of playbooks as developed by business principlesWhat are the 15 business practicesCan you predictably 5X in 5 YearsBusiness principles that allow you to take profitability to the next leveland much much more ...

Aaron Beashel is the founder and CEO of Attributor.io. Aaron's career to date has spanned multiple roles. Starting out, he co-founded a SaaS startup and has gone on to lead marketing teams at some of the fastest-growing B2B SaaS companies in the world. Throughout his career, spanning both the US and Australia, Aaron's built amazing teams who together have increased lead generation by 30x, grown signups by 10x, and added millions in recurring revenue. He believes that the key to growing a SaaS business is to create a repeatable and scalable growth engine. This growth engine should be built on a deep understanding of the customer, and be always working to attract potential customers and convert them into leads, signups, customers, and ultimately advocates. In this episode, Aaron shares how we can take the complexity out of using digital marketing attribution: to drive business growth. Insights he shares include:

Oren Schauble is a serial entrepreneur and builder. He is a founding partner of Guinn Partners, a successful high-tech product development agency in Austin, TX. He has served for years as president of Unrivaled Brands, a public west coast cannabis MSO. Oren has also served in leadership and advisory roles in marketing at startups such as TrackingPoint, Lift Foils, 3DR, Hangar Technology, and more. In this episode, he shares how we can craft a proven customer acquisition strategy and strategic M&A to drive growth. Insights he shares include: The correlations between customer acquisition and strategic mergers and acquisitionsHow to best understand your customer's point of viewWhy look at building a media arm for your businessWhy advocate for micro acquisitionsConsiderations to look into before entering into micro acquisitionsWhy are product roadmaps often seen as being separate from a customer journeyThe value of applying SEO to product roadmaps and what that looks likeand much much more...

Paul Getter is an author, speaker, and investor. He is also the founder and CEO of the Internet Marketing Nerds and has often been called "The Guy Behind The Guys" or "The King Maker". Paul’s internet marketing career began in desperation. Recently fired and without any prospects, he discovered the power of social media. Without any formal education in marketing, he committed himself to learn every aspect of social media marketing. He has since spent over 1.2 billion dollars running ads and campaigns for his clients, is in the top 1% of ad spenders on Facebook, and has over 1 million followers on Instagram. But Paul knows that platforms like Facebook and Instagram are just tools. They're not the objective. The objective is to get results for his clients. Just a sampling of his successes include boosting the popularity of TV shows, skyrocketing authors onto the New York Times best-sellers list, elevating Fortune 500 companies, and helping numerous A-list celebrities and small-platform personalities gain millions of social media followers. He has worked with the likes of Alex Mehr, Tai Lopez, Les Brown, Bob Proctor just to name just a few. In this episode, he shares how we can use social media positioning to drive revenue growth and success. Insights he shares include: Why do people still believe that every product or offer will work and make millions of dollarsThe best ways to test assumptions about your product or serviceSocial media and its place in revenue generationHow to be social on social mediaWhy invest in social media positioningHow to improve your social media positioningHow to be disruptive on social media and convert eyeballs into moneyHow to add social media elements to marketing campaigns with examples and frameworks and much much more ...

Girish Redekar is a CEO & Co-Founder of Sprinto.com. A company helping SaaS brands become SOC-2 compliant, close enterprise deals faster, and pass vendor security assessments easily. Previously, he built and bootstrapped RecruiterBox to 2500+ customers and 50+ employees in the US and India. The company was acquired by San Francisco-based private equity firm Turn/River Capital in an undisclosed all-cash deal (no stock or earn-outs). Girish is a passionate programmer and entrepreneur, keen on helping other SaaS businesses demonstrate security chops and close enterprise deals faster. In this episode, he shares how we can use compliance management to fuel revenue growth faster. Insights he shares include: How Sprinto came to beBenefits of being proactive about compliance managementWhy potential customers need to be educated about compliance managementHow compliance management can be used as a revenue generatorWhy Girish and his team decided to focus on SOC-2 compliance firstApproaches to compliance managementWhy is risk assessment an essential part of compliance managementHow to mitigate risks via a framework that goes beyond compliance managementHow to best deal with the social aspects of compliance managementand much much more ...

Ken Babcock is the Co-founder and CEO of Tango, which allows users to create beautiful step-by-step tutorials of any digital process without the performance art of recording Standard Operating Procedures (SOPs). Ken, along with his co-founders Brian Shultz and Dan Giovacchini, dropped out of Harvard Business School during the pandemic to start the company. Since then, the company has grown to nearly 50,000 users and 20 full-time team members. Tango’s launch on Product Hunt in September 2021 earned many accolades: #1 Product of the Day, #1 Product of the Week, and one of four finalists for Product Hunt’s Product of the Year. Ken spent most of his career in the Bay Area at Uber, where he held roles in Launch Operations, Data Science, and Product Strategy from 2014 to 2018. In this episode, Ken shares how we can use business process documentation to drive growth and mitigate risk. Insights he shares include: How Tango came about and got to where it is todayWhat are the use cases of Tango? How does it make a difference to a businessHow to bring data-driven lessons from Uber to drive business growthWhat are the benefits of business process documentationIssue of creating documentation vs having documents easily foundHow to reduce uncertainty and risk via business process documentationHow to correlate content governance and business process documentationAddressing issues of complianceand much much more ...

David Walters is the founder and CEO of Steam Powered Marketing. David and his team help business owners maximize the valuation of their company for a high payout exit. Over 98% of business exits are for zero value. This is a tragedy as 60% of business owners start their company with the plan to sell their business to fund their retirement and for most business owners 85% of their net worth is in their business. David and his team help business owners with the goal of a 10x increase in exit value within 2 years. Prior to starting Steam Powered Marketing, David was an Executive Officer Nuclear Submarine Disposal Group (Devonport) and Weapons Engineer Officer in the UK before working in nuclear emergency-related roles and crisis management types roles. He then went on to lead various projects for Siemens before launching his agency. In this episode, he shares how we can build a business exit strategy that works for us while driving growth. Insights he shares include: What is a business exit strategy and why consider it?What should be considered In an exit strategyImportant questions to ask for your business exit strategyHow to maximize valuations of your business and diversify valuationsHow exit strategies impact marketing strategiesWhat questions to ask to determine whether we are ready to take our business to the next level Why an exit strategy requires an intentional culture in the organizationWhen to start looking at assets that could potentially form profit centersHow best to drive moonshot growth given the resources you currently haveand much much more ....

Ian Robinson is the CEO and founder of Enliven a company that helps professional service firms build a culture of expertise through custom operational and project management software. Ian's experience as a developer, in enterprise consulting, digital marketing, and SaaS product teams, has led to a unique conversational approach to fostering productivity The company works with businesses to create custom software to give employees better days and professional services firms a path to long-term success. In this episode, he shares how we can build out a custom software development process that fuels success and growth. Insights he shares include: What is a custom software developmentWhy invest in a custom software development process and what does it look likeHow to best approach custom software developmentHow to address the issue of the number of software tools available that we may already be usingRisk mitigation in custom developmentHow to reduce complexity in building out a solutionA framework that drives the critical part of the custom software development processHow to address ongoing development and maintenance in the custom software development processHow best to deal with data and legacy systems and processesHow to best communicate within an organization and manage the change processand much much more ...

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 ...

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 ...

Justin Kline is the Founder and President of Markerly. During his 9-year tenure, Justin has led the company’s growth, guiding strategic direction, product development, and developing Markerly’s platform and media practice. During Markerly’s ascension as a pioneer of influencer marketing, Justin has spearheaded award-winning campaigns for Fortune 500 brands, Non-Profits, and Government organizations. Justin has also developed a unique methodology that allows for influencer marketing to be holistically integrated within broader media plans to maximize impact–developing technology to streamline the process. Prior to Markerly, Justin was responsible for managing multi-million dollar monthly ad budgets that involved complex audience targeting and optimization at AddThis (acquired by Oracle) for brands such as 1-800-Flowers, Sony Pictures, Hilton, and more. In addition to leading and growing Markerly, Justin’s interests range from philosophy, ethics, history, cryptocurrency and blockchain technology, software engineering, and advising startups. In this episode, he shares how we can craft social change campaigns that inspire change and drive growth. Insights he shares include: The correlation between marketing and influenceDoes culture within an organization determine the probability of success with influencer marketingWhat are social change campaignsHow influencer programs fit into the overall strategy a company pursuesHow influencer marketing can drive social change campaignsHow to develop the right kind of campaigns social change campaignsHow best to build communities around influencer campaignsand much much more ...

Christopher P Willis is Acrolinx’s Chief Marketing Officer, responsible for all aspects of the company’s marketing strategy and pipeline management. Christopher is a specialist in Content Governance, AI, and pipeline management with over 20 years of experience growing companies in the technology sector. Before joining Acrolinx, Christopher held leadership roles in marketing, creative, technical, and business development at companies including Perfecto, Pyxis Mobile, KPMG-CT, ModelGolf, and Cambridge Technology Group. Willis is a recognized thought leader in the areas of AI, DEI, and Content Governance, and is active within industry groups dedicated to the growth and health of marketing technology and the verticals he serves. In this episode, he shares what content governance is and how we can craft a model that drives growth? Insights he shares include: Understanding the value of contentThe need for content governance - What's missing in most companiesWho in an organization's executive leadership needs to have oversight of content governance and whyEstablishing ROI with content governanceHow to develop a roadmap for achieving content governanceUsing artificial intelligence to make your content touchpoints more humanHow to create "good" content and improve brand management operations simultaneously?Leading edge metrics for content governance to keep an eye onand much much more ...

Paul Counts and Shreya Banerjee are the co-founders of Marketing Counts. Shreya has over 11 years of experience and expertise in the power and aviation industry as a process engineer and lean leader for a multi-billion dollar international corporation and routinely managed projects totaling over $50 million dollars. She is Six Sigma certified as well as Google Ads, Google Display Ads, & SEMRush Certified. She brings leadership skills, tech skills, and an understanding of processes that make her one of the leading trainers and consultants in the marketing world today! Paul Counts on the other hand started his first business in high school and has now been running a successful online business for over 22 years. He is also a movie producer, former radio show host, author, and an internationally recognized information product creation expert who has created products for professional athletes and best-selling authors. He has sold millions in just info products and digital services thanks to his innovative approach to obtaining clients online. His strategies have proven to be effective across a variety of niche markets including healthcare professionals, major non-profits, professional athletes, world-class speakers and authors, the largest church in the United States, the leading hair restoration service, a leading coffee retailer, and a leading kitchen supply seller to name a few. In this episode, they share their 3 part foundations of a B2B digital marketing strategy that drives growth. Insights they share include: What is the FTE approach to a B2B digital marketing strategyWhy Paul and Shreya advocate for FTE as being foundational to a B2B digital marketing strategyHow to best uncover your ICP and use it for your B2B digital marketing strategyHow to counter the traffic drops because of Facebook iOs updatesThe best ways to balance short-term gains with a long-term B2B digital marketing strategyThe quickest way to get qualified traffic for a SaaS companySix sigma marketing and what it entailsWhere six sigma marketing fits in a B2B digital marketing strategyand much much more ....

Nora Sudduth is the co-founder and CRO of Hello Audio. She is a leading marketing & conversion strategist who has helped businesses sell over $500M+ of products & services online. She’s also designed several courses, coaching, and certification programs that have generated millions more. More specifically she was the creator and director of Clickfunnels highly successful partner program Nora has over 20 years of experience working with startups to Fortune 500 companies and everything in between. From market positioning and messaging, to offers and sales strategies, she’s consulted on thousands of marketing campaigns to help businesses have authentic, compelling conversations with their clients. In this episode, she shares what private podcasts are, why we should use them, and how we can use private podcasts to drive growth. Insights she shares include: What are private podcasts?Are private podcasts effective and when can we use themWhat we need to consider when launching a private podcastThe value of episodic contentUse cases for private podcasts and the impact it has hadHow do private podcasts compare against visual content or are there other aspects to look at in making content valuable to its audienceHow to deal with hosting a private podcastand much much more...

Amber Hinds is the founder and CEO of Equalize Digital, which is a website accessibility consulting company. We do accessibility audits and remediation and accessible website and application development for largely, I’d say, large enterprises, government agencies, colleges and universities, K12 schools, and some nonprofits. Amber's main agency which is a parent company for Equalize is called Road Warrior Creative. She had been running the agency for about five years before they undertook projects with Colorado State University where everything had to be accessible and meet WCAG 2.1 AA standards. This was the genesis for Equalize Digital. In this episode, she shares how we can address digital accessibility needs to help people and drive massive growth. Insights she shares include: Why is digital accessibility important?What can we do to make the world more accessible?The business case for digital accessibilityHow best to address website accessibilityHow best to evaluate a company's digital accessibility capabilities and optionsTools that we can use to help address digital accessibilityHow to best stay on top of trendsand much much more ...

Rodolfo Carrillo is a conscious leadership shaman. He has developed the powerful SER model for achieving leadership of the fullest potential as well as, deep-sustainable personal mastery and organizational growth. As an MBA graduate, Rodolfo has been involved in business consulting and training for more than 15 years and has participated as an independent director on more than 20 business boards. He has also been meditating and on a personal and spiritual development path since he was 7 years old. He has traveled and given talks and workshops throughout the world, having visited more than 30 countries and also lived abroad in the United States and Spain. This gives him a very deep cultural sensibility, which he uses as leverage in the work he does. In this episode, he shares how we can invest in conscious leadership in a way that really drives growth. Insights he shares include: What is needed to fulfill your leadership potentialWhat is conscious leadershipWhat are the characteristics of a conscious leaderWhat is the SER model of conscious leadershipThe role of belief systems and culture in conscious leadership and the bottom lineHow do we evolve to a higher level of consciousnessHow does conscious leadership impact the bottom lineThe principles Rodolfo lives by and whyand much much more ...

Erik Jensen is Co-Owner and Chief Strategy Officer at Predictive ROI, a remote-first firm that helps agencies, coaches, and consultants plant their flags of authority and monetize that position. In this episode, he shares how we can use thought leadership and strategic positioning to achieve predictable ROI and drive growth fast. Insights he shares include: Why do some businesses view content as an expenseHow do you persuade clients to look at it differentlyThe predictable ROI from thought leadershipProcesses and examples to show how we can sell with authorityWhat is strategic positioningThe importance of cornerstone content to strategic positioningStrategic positioning and the trojan horse sales methodologyHow to test the defensibility of your strategic positioningand much much more ...

Subra Krishnan, is a co-founder and Chief Executive Officer of Lemnisk. Lemnisk offers real-time marketing automation built on a customer data platform. Lemnisk delivers superior customer experiences that result in increased conversions, retention and growth for enterprises. Lemnisk a leading enterprise Customer Data & Marketing Platform announced its entry into the Japan market. The company’s solution enables enterprise brands to maximize their marketing ROI by orchestrating 1-to-1 personalization and cross-channel customer journeys at scale. Lemnisk customers include Citibank, Standard Chartered Bank, AIA Insurance and Abu Dhabi Commercial Bank. Subra has over two decades of experience building and scaling deep tech products and teams, including over a decade in big data, machine learning, and marketing technology systems. Prior to starting Lemnisk, Subra was the CEO at Vizury, a leading ad tech company that was sold to Singapore-based Affle. In this episode, he shares how we can leverage customer data platforms to provide insights for real time marketing that can enhance customer experiences and drive growth. Insights he shares include: Why he advocates for real time marketingDoes all marketing need to be real-timeWhy some companies don't see value in real time data and take action on itIn general, is a Customer Data Platform (CDP) seen to be more of a marketing prerogativeHow CDP's can help with marketing automation and enhance customer experiences across their journey with a brandWhere and how does AI come into the picture with real time marketingB2B use cases for a CDPPre-requisites for launching real time marketing in your companyKey metrics to watch in order to drive growth via CDPs and real time marketingand much much more ...

Christina Kay is the VP of Marketing for ResellerRatings, a platform that offers a holistic suite of user-generated content (UGC) tools to reach, convert, and understand customers across their journey. She has years of experience in various MarTech tools, demand gen, customer success, and sales enablement (as well as a short stint in advertising and PR). In 2020, Christina was recognized as one of the Top 25 under 35. In this episode, she shares how we can leverage user-generated content to drive rapid growth. Insights she shares include: The importance of UGC for B2B brands in terms of increasing trustUser-generated content examples from the B2B space How best to approach building community and a user generated content strategy for your businessHow to build a community and empower them to market on your behalfTrust factors to look for in your campaignsThe implications on social commerce now and in the futureWhy use HubSpot and the tech stack to support marketing and sales activities as well as UGC.Is there any merit to the idea that ratings can be spammy and don't convert wellShe knocks the notions that Hubspot can only be used if you scale and that you can scale out of HubSpotand much much more ...

Investor, Entrepreneur, Tech Pioneer, Reynaldo Santana is the founder of Impact Annex & face of the company. Reynaldo founded the company on his journey to impact 1 billion people. He has 10+ years of working in technology within business development roles because of his love for solutions and helping people. In this episode, Reynaldo Santana shares how we could use our businesses to do good in communities and the secrets to driving business growth fast. Insights he shares include: How Reynaldo went from real estate agent to being a socialpreneurWhy should the leadership of any for-profit business consider being socialpreneurs and setting up a non-profit organization?Why become a socialpreneur and diversify our energy and focusGoogle Grants what are theyHow can we take advantage of Google Grants and is it worth itImplications of being a socialpreneur and starting a non-profit business beyond getting grants?What do mean by grant writers and why do you need them?and much much more ....

Gene Valentino was the founding President of CellularOne, a pioneering visionary of the online payment industry, is a serial entrepreneur, VC, investor, local government leader, major motion picture award-winning executive producer, race car driver, recreational pilot, Dive Master, Adjunct Professor at Pensacola State College, has interests in real estate, hospitality industry, and life sciences. Gene has over 8 years of public service. He was up close and personal as County Commissioner with the citizens in his precincts within his county. Several times each week, Gene had his “Coffee with the Commissioner” sessions at various coffee shops throughout the County, unlike most other elected officials. Gene wrote the first economic development incentive ordinance of the law, providing incentives for business. The focus was on jobs. He traveled to Farnborough, England, Paris, and Berlin to meet world-class businesses to identify their needs and to lobby for their interest in bringing their businesses to the Panhandle of Florida. Gene is a ‘rags to riches' story. His life is filled with designing, creating, developing, operating, and growing innovative enterprises through life stories of trials and tribulations. In this episode, he shares an investor and VCs perspective on how we can identify business opportunities to invest for profitable short-term exits. Insights he shares include: How to identify business opportunities to invest inWhat some companies don't realize in their quest to grow fastHow to identify business opportunities via research and analysisExamples of businesses that Gene has invested in and how he went about itThe trust signals Gene looks for in a potential business investmentWhy Gene examines the context of the marketplace for a business investmentHow to decide whether to invest for the long term or short termand much much more ...

Merit Kahn is the CEO and President of SELLect Sales Development, which is an organization that helps companies across the country with their sales development through more of a consultive structured sales process. Merit Kahn, CSP, is the author of Myth Shift: Challenging The Truths That Sabotage Success and creator of The Sales Mindset Mastery program, co-host of The Smarter Sales Show podcast featured on The Sales Experts Channel… and… writer, producer and star of the one-woman inspirational comedy show, “Book of Merit”. Prior to joining SELLect Sales, Merit was the Senior VP of Sales for a nationwide sales training organization and the youngest General Sales Manager for a start-up radio station in the country’s third-largest market. She is certified in Emotional Intelligence and earned the highest designation in The National Speakers Association, one held by less than 12% of professional speakers worldwide, The Certified Speaking Professional, CSP. In her various roles as a business owner, trainer, coach, consultant, and keynote speaker, she has worked with CEOs, business owners, entrepreneurs, sales management teams, and professionals across a wide variety of industries including financial services, manufacturing, engineering, professional services, technology, and even pest control. In this episode, she shares how we can stop selling and get selected to drive revenue growth. Insights she shares include: The problem that most businesses face with complex sales processesThe secret to the first step in closing a deal What is the Open for Business Framework and the science behind itWhy Merit advocates the Open for Business Framework for complex sales Why we need to use the ABC of selling in a complex sales processWhat is the SELLect sales processWhy use SELLect sales process as a solution for your complex sales processHow to leverage the process and framework to build trust with future clientsFour words can really transform your businessand much much more ...

Mark Raffan is a serial entrepreneur and lover of marketing, developer of thought leadership brands, and founder of Content Callout, a B2B content marketing agency. He is also the co-host of the two incredible podcasts The Content Callout (about B2B content marketing) and Negotiations Ninja Podcast (one of the top negotiations podcasts in the world). Mark is an expert in influence, persuasion, and negotiation and has coached executives and teams in some of the largest companies in the world. He has been referenced in Entrepreneur, Forbes, Thrive Global, and many other publications. In this episode, Mark shares how we can inspire brand evangelism in people to drive growth. Insights he shares include: Why create brand evangelists instead of investing in influencer marketingThe psychology of brand evangelismWhat is brand evangelism and how can you inspire itWho can be a brand evangelistTypes of brand evangelistsAre brand evangelists the least expensive form of new businessHow do businesses create brand evangelists/superfansand much much more ...

Sheila Kloefkorn is a marketing expert with more than 25 years of experience. She leads a talented team of marketers in creating and executing award-winning marketing campaigns across the US and more than 100 countries around the world. After helping to lead the world’s largest youth marketing agency in the late 1990s, Sheila founded KEO Marketing in 2000. KEO Marketing is a full-service, business-to-business marketing agency located in Phoenix, Arizona. It specializes in marketing strategy, messaging, digital infrastructure, execution, and analytics. Sheila is the recipient of many local and national marketing awards. She was named one of the “Top 10 Business Leaders of the Year” and “Top 25 Dynamic Women in Business” by the Phoenix Business Journal. On behalf of her company and client, she received a Stevie ® American Business Award for “Marketing Campaign of the Year,” and a Stevie Worldwide Women in Business Award in Advertising, Marketing, and Public Relations. She was also named one of the Top 100 Marketing & Advertising Leaders by MarSum. In this episode, Sheila shares how we can make an Account Based Marketing funnel that drives growth fast. Insights she shares include: How best to determine how accounts flow through the marketing and sales funnelWhat is an Account Based Marketing funnel and what it looks likeKey characteristics of an Account Based Marketing funnel and why use itMetrics for Account Based Marketing funnelsDefining the stages of the new Account Based Marketing funnelThe funnel differences between a sales funnel and an ABM funnelWays in which you can get a fractional CMO and team to help get you underway and scale-upand much much more ....

Chaz Horn has gone from homeless to a suicide attempt to conquer his fear and develop his mindset to Become a top B2B salesperson in 9 unique industries over 25+ years. He has also spent 17,000 + Hours executing on LinkedIn to develop his LinkedIn Strategy. Over his career, he broke sales records for most sales in a month, year, and five-year period with established B2B businesses. He moved from sales to sales management, to starting his own business as a B2B sales and marketing coach after creating a unique process of qualified sales lead automation. The Mastery of B2B Sales process originated by personally surveying over 2,000 business owners, founders, CEOs, presidents, and C-level executives. This study revealed core problems that limit sales opportunities. These are answered in Mastery of B2B Sales. His passion is to help you unlock your true selling potential. His approach is 100% transparent with honest, engaging, and unfiltered conversation. In this episode, he shares how we can unlock our true selling potential to drive growth fast. Insights he shares include: How Chaz overcame a suicide attempt to get to where he is todayHow Chaz used a social media platform to eliminate cold calling in his sales team and build out a successful b2b sales processHow to identify pressing problems that prospects faceHow to leverage positioning to be viewed as an authority by prospects as part of your b2b sales processHow a 12-year-old girl broke the record of selling in Girl ScoutsHow to craft a B2B sales processHow Chaz builds a prospect profile around value propositionsHow to add automation to strategically attract high-value clientsand much much more ...

Nabeil Alazzam is CEO and founder of Forma.ai, a Toronto-based company striving to solve the massively under-appreciated pain point of sales-based compensation. Currently, the systems for calculating and awarding sales-based compensation are clunky, unwieldy, and often manual, creating a lot of work for operations teams and sales professionals. Nabeil identified that automation could solve this problem, and built a system (aka Forma.ai) that is able to take the many unique compensation problems that sales organizations face and create unified solutions that save time, money, and mental health for their customers. In this episode, Nabeil shares how Forma.ai is streamlining the process for over $1.5 billion in commissions per year. He also shares how we can craft data-driven plans that drive growth. Insights he shares include: Issues affecting sales compensationAre sales compensation plans necessary to truly motivate peopleCan sales compensation be done differently than just offering standard policiesThe lever that most businesses often overlook to drive their business strategyIn what ways are businesses not leveraging sales compensation to their advantageWhat are the impacts of ignoring systemic issues with sales compensation (data points and examples)What are the impacts of revamping sales compensation for the better (data points and examples)What lessons can sales operations learn from marketingCan sales compensation be tied to the organization's values and value proposition?and much much more ...

Nelson Gilliat is the author of the book called The Death of the SDR: Birth of Buyer Centric Revenue. He is also a Demand Generation Manager at Centerbase, a practice management software provider to law firms. Nelson proposes the Buyer Centric Revenue model as an alternative to help marketers and sellers have more productive and fulfilling careers while helping companies grow better: more, faster, easier, and at less cost. In this episode, he shares how we can reduce our sales cycle by 33% and drive growth. Insights he shares include: Why Nelson believes companies are running on outdated modelsHow companies should go about sales prospectingDoes Nelson's sales prospecting plan suggest a model change? If so how do we deal with resistance within the organizationBest ways to get buy-in and build the culture requiredInsights from companies that have made the changeand much much more

Brynne Tillman is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching entrepreneurs, sales teams and business leaders how to leverage LinkedIn for social selling. As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market, and leverage clients and networking partners for warm introductions into qualified buyers. Brynne is also the Co-host of the Making Sales Social podcast and author of The LinkedIn Sales Playbook, a Tactical Guide to Social Selling. In this episode, she shares how we can drives growth fast via social selling. Insights she shares include: Can social selling on LinkedIn be run via automationCan social selling on LinkedIn be scaled and used to build relationshipsCan relationships be built on LinkedIn to scale salesHow does social listening play out on LinkedInDo you need an elevator pitch for social selling on LinkedInHow to best get on our prospect's radarHow to leverage content to start conversations on LinkedInBrynne's unusual approach to using content to drive engagement and salesThe formula for creating the right profile on LinkedInand much much more...

Robert Hartline is a serial entrepreneur and the CEO of Call Proof which is an app for field salespeople which helps sales leadership track the daily sales activities so salespeople are on track to hit their sales objectives. Robert used the same software to scale his wireless business in 2016 from $10 million in sales to nearly $100 million a year within 3 years. One of Roberts's companies was also recognized as the fastest-growing company in Nashville for two years in a row. Over the past 21 years, he has started and grown four companies from zero to $12 million. Just in the past few years alone is taken those businesses from $12 million to over $100 million in sales. In this episode, he shares how we can create high-growth companies through the use of the right sales development skills and strategies. Insights he shares include: Is sales a numbers gameDoes cold pitching really workSales development lessons from door to door salesWhy sales development teams should use a sales scorecardHow Call Proof helps track activity and build scorecardsKey characteristics to look for when recruiting sales development peopleHow to set the right culture in an organizationHow EOS has helped Robertand much much more....