EP. 31 - We Must Tell Clear and Cohesive Stories to Get Buyer Attention w/ Ryan Rhoten

This episode I speak with Ryan Rhoten, an author and Chief Messaging Officer at CareerBrand. Simply put, Ryan helps B2B and B2C businesses clarify their marketing messages and create a strategy that can grow their business.

In our conversation we discuss:

  • Why having a clear story is so important to making a company relevant in today’s market

  • Why the best products don’t always win

  • The importance of knowing how your buyers feel

  • A story framework you can use to ensure your messaging is compelling and will resonate with buyers

Additional Resources:

“CareerKred” (Ryan’s book)

Career Branding Podcast Host (Ryan’s podcast)

Engage with Ryan on LinkedIn and Twitter

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
Subscribe to the podcast: Apple Podcast | Stitcher | RSS | Spotify

EP. 30 - How to get Data to Tell You Everything Your Buyers Won’t w/ Antwoine Flowers, Ph.D.

This episode I speak with Antwoine Flowers, Ph.D., who is a neuroscientist, data scientist, and founder of Elegant Theory. Antwoine works at the intersection of data analysis and machine learning engineering. He has significant experience working closely with sales and marketing leaders to understand the customer journey using statistical modeling and data mining methods.

In our conversation we discuss:

  • The importance of data-driven decision making in today’s b2b business

  • Companies that see digital disruption as an opportunity not a burden will win with the modern buyer

  • What questions leaders need to be asking to ensure they are using their data in the optimal way

  • The 5-senses framework that will help you understand how to develop a strong data strategy

Additional Resources:

“Keeping Up with the Quants” (book)

“Data Science for Business” (book)

Engage with Antwoine on LinkedIn and Twitter

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
Subscribe to the podcast: Apple Podcast | Stitcher | RSS | Spotify

EP. 29 - Influencers Matter More Than You Think in Today’s B2B Selling Process w/ Colleen Francis

This episode I speak with Colleen Francis, Owner of Engage Selling Solutions. Colleen is a hall of fame keynote speaker, award-winning sales strategist, best-selling author, and named as one of Linkedin’s Top Voices. She works with organizations and executives to create strong, consistent, and lasting sales results.

In our conversation we discuss:

  • What one thing you can do to break down the silos between Sales and Marketing

  • How Amazon.com has influenced the modern b2b buyer

  • What sales leaders should be asking for from their head of marketing

  • How increased empathy can help sales and marketing colleagues drive better results together

Additional Resources:

Nonstop Sales Boom and Honesty Sales (Colleen’s books)

Engage with Colleen on LinkedIn, Twitter, and YouTube

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
Subscribe to the podcast: Apple Podcast | Stitcher | RSS | Spotify

EP. 28 - Marketing Leaders Must Embrace A Revenue Target To Focus On What Matters w/ Adam Goyette

This episode I speak with Adam Goyette, VP of Marketing at G2 Crowd. Adam has over 15 years of experience developing digital, social, and content marketing strategies that drive customer engagement, lead generation, and revenue growth.

In our conversation we discuss:

  • How to transform into a more data-focused and insights-driven organization

  • Getting away from vanity metrics to focus on those that are connected to business outcomes

  • Ways to increase your knowledge of how buyers are interacting with you throughout the entire revenue funnel

  • The best ways to demonstrate marketing ROI

Additional Resources:

Connect with Adam on LinkedIn

“4 Metrics You Must Track For Alignment” (The Alignment Blog)

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
Subscribe to the podcast: Apple Podcast | Stitcher | RSS |Spotify

EP. 27 - How To Create Alignment Within A Company Culture That Doesn’t Support Change w/ Paul Bickford

This episode I speak with Paul Bickford, global director of sales and channel enablement at Oracle as well as president of Transformative Sales Solutions. Paul has trained and coached over 12,000 professionals all over the world and continues to consult with sales leaders and CEOs on sales solutions that create transformation and lead to results.

In our conversation we discuss:

  • Who should be in charge of an alignment effort

  • How to address a company culture that doesn’t support alignment between Sales and Marketing

  • How training can be leveraged to increase empathy between Sales and Marketing

Additional Resources:

Connect with Paul on LinkedIn

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
Subscribe to the podcast: Apple Podcast | Stitcher | RSS |Spotify

EP. 26 - Getting Aligned On Content That Actually Engages Buyers w/ Mike Russell

This episode I speak with Mike Russell, content marketer at Pivotal Writing. Mike helps marketing leaders at enterprise SaaS companies ignite more sales conversation by utilizing customer success stories.

In our conversation we discuss:

  • The best way Marketing can align with Sales to produce better content

  • What content must achieve to be relevant to the modern buyer

  • The process you must follow to produce aligned messaging which can lead to higher value sales conversation with buyers

  • When you should audit your current content library

Additional Resources:

PivotalWriting.com

Connect with Mike on LinkedIn or Twitter

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
Subscribe to the podcast: Apple Podcast | Stitcher (Android) | RSS

EP. 25 - The 5 Things Leaders Must Do To Begin Aligning Their Teams w/ Gary Smith

This episode I speak with Gary Smith, Chief Executive at the Gary Smith Partnership. The company is a sales and marketing consulting firm that specializes in process change and enabling disruptive technology implementation.

In our conversation we discuss:

  • The most compelling reason Sales and Marketing must align now

  • How to get CEO support when it comes to aligning these two teams

  • The 5 things you must do to start on the path to better alignment

  • Culture’s impact on successfully achieving true alignment

Additional Resources:

“Black Box Thinking” by Matthew Syed

“Mistakes were made (but not by me)” by Carol Tavris

The Gary Smith Partnership

Connect with Gary on LinkedIn or Twitter

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
Subscribe to the podcast: Apple Podcast | Stitcher (Android) | RSS

EP. 24 - The Modern Sales Funnel Must Begin With Marketing w/ Steven Norman

This episode I speak with Steven Norman, author and founder of Growth Acumen. Steven draws from his over 20 years of executive experience in Australia and Asia Pacific to assist tech and entrepreneurial companies in implementing world-class sales practices.

In our conversation we discuss:

  • The importance of customer experience (CX) in getting and keep ing customers

  • How implementing a referral selling strategy can significantly increase your company growth

  • Alignment beats out strategy when it comes to predictors of business success

  • How to know if its time to pursue an alignment effort in your organization

Additional Resources:

Future Proof Sales Strategy - Steven’s book

Connect with Steven on LinkedIn or Twitter

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
Subscribe to the podcast: Apple Podcast | Stitcher (Android) | RSS