EP. 39 - How To Make Better Decisions Using The Right B2B Data w/ Dave Elkington

This episode I speak with Dave Elkington, founder of InsideSales.com. Dave has a rich background in tech, venture capital, and corporate development. He has been involved in the evolution and definition of the inside sales industry and speaks regularly on the topic. Dave is also co-author of the groundbreaking Lead Response Management industry study which was published in the Harvard Business Review.

In our conversation we discuss:

  • The forces that are causing massive change in the way B2B companies must operate today and in the future

  • Benchmarks for where most companies sit on the sales and marketing tech adoption curve

  • The fact that not all data is created equal

  • The most effective way for marketing to share data with sales that is actually useful and meaningful for them

  • Why AI has increased in popularity in recent years

Additional Resources:

Lead Response Management industry study

How Marketing and Sales Leaders Can Create A Single Source of Truth (The Alignment Blog)

Engage with Dave on LinkedIn and Twitter

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

EP. 38 - 5 Elements Of A Bulletproof Account-Based Strategy w/ Craig Rosenberg

This episode I speak with Craig Rosenberg, Co-Founder and Chief Analyst at TOPO. TOPO is a research and advisory firm that helps companies grow faster by improving the experiences sales and marketing organizations deliver to buyers.

In our conversation we discuss:

  • The different between account-based marketing (ABM) and account based strategy

  • How an account based strategy helps break down the silos between sales and marketing

  • How to develop an ideal customer profile (ICP) that actually enables growth

  • 5 elements of a well-constructed account based strategy

  • The key performance indicators (KPIs) that leaders should be tracking to ensure your account based strategy is performing well

Additional Resources:

Engage with Craig on LinkedIn and Twitter

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

EP. 37 - Quantifying Misalignment's Impact On Growth w/ Rob Kall

This episode I speak with Rob Kall, co-founder and CEO of Cien. Cien is an AI-powered platform that helps connect the invisible dots between your sales data to predict outcomes, uncover improvement areas, and recommend the biggest wins for your team. Rob is also an accomplished entrepreneur with multiple multi-million dollar exits under his belt.

In our conversation we discuss:

  • How misalignment between sales and marketing impacts CEO performance

  • What factors have the most negative impact on sales rep productivity

  • The benefits of implementing AI even if you think you have bad data

  • How the purpose of the CRM has changed and how most companies are using it wrong

Additional Resources:

How AI is Changing CRM (article)

Engage with Ron on LinkedIn and Twitter

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

EP. 36 - Changing The Dysfunctional Sales and Marketing Narrative w/ Ron Carucci

This episode I speak with Ron Carucci, managing partner at Navalent. Ron is also a contributor for Forbes and Harvard Business Review, 2x TED speaker, and author of “Rising to Power”. Ron has expertise in helping companies take a holistic approach to transformation which includes addressing their strategy, organization, and leadership.

In our conversation we discuss:

  • How to know if your teams are ready for change

  • The 3 domains of transformation

  • The importance of being an enterprise leader first and a functional leader second

  • What many leadership teams are doing to encourage people not to tell the reality of what is going on in the business

Additional Resources:

Rising to Power (Ron’s book)

How to Be More Powerful Than Powerless (Ron’s TED talk)

Navalent

Engage with Ron on LinkedIn and Twitter

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

EP. 35 - The Future Of B2B Marketing w/ Joel Harrison

This episode I speak with Joel Harrison, the Editor-in-chief and Co-founder for the past 15 years of B2B Marketing. His publication is the leading provider of insights, best practices, and professional development for B2B marketers. Beyond just media, B2B Marketing also offers training, conferences, advisory services, peer-to-peer networking and more.

In our conversation we discuss:

  • Why alignment is more important than ever before

  • Top 4 priorities B2B marketers should be focusing on in 2019

  • How to determine if a ABM strategy is a fit for your business

  • How to get access to the best data to ensure you’re making the right decisions to position your company for growth.

Additional Resources:

B2B Marketing

Engage with Joel on LinkedIn and Twitter

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

EP. 34 - How AI Increases Competitiveness w/ Gabe Larsen

This episode I speak with Gabe Larsen, VP of Marketing at InsideSales.com. He is also the host of the popular Sales Secrets Podcast and president of the Utah chapter of the AA-ISP. Gabe has a wealth of experience cross-functional experience in finance, consulting, sales and marketing. He is now focused on helping B2B companies leverage the power of AI to unlock their growth potential.

In our conversation we discuss:

  • Is there still a need to have a delineation between the sales and marketing function?

  • How to create a sales process that allows sellers to be flexible and connect with buyers on a human level

  • How AI allows everyone to raise the bar and perform at a higher level

  • How to get access to the best data to ensure you’re making the right decisions to position your company for growth.

Additional Resources:

Sales Secrets Podcast

Engage with Gabe on LinkedIn and Twitter

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

EP. 33 - Should We Kill The Marketing Qualified Lead? w/ Peter Isaacson

This episode I speak with Peter Isaacson, Chief Marketing Officer at Demandbase. Peter has over 25 years of marketing experience in several different industries working with companies such as Adobe, Castlight Health, MicroStrategy and more. Peter prides himself on his consistent focus on tying marketing strategy to revenue and business results.

In our conversation we discuss:

  • The head of marketing’s role in aligning Sales and Marketing

  • The questions marketing leaders should be asking their sales counterpart to build a more aligned partnership

  • How tech has allowed us to scale our knowledge of customer insights

  • How Account-based marketing (ABM) can be an effective strategy for companies of all sizes to close more business with their ideal customers

Additional Resources:

Account-based Marketing: How to Target and Engage the Companies That Will Grow Your Revenue (book)

Engage with Peter on LinkedIn and Twitter

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

EP. 32 - Can We Automate The Trust Building Process? w/ Andy Paul

This episode I speak with Andy Paul - a founder, author, speaker, and sales acceleration strategist that has significant experience working with B2B organizations focused on growth. His latest venture, The Sales House, is the only all-in-one sales education community for the modern B2B seller.

In our conversation we discuss:

  • B2B has not changed as much as we all think that it has

  • Is it possible to automate the process of building trust?

  • How salespeople should be using customer personas to connect with buyers

  • How leaders should adjust their perspective on pipeline coverage and close rates

  • The assumptions sales and marketing both make about buyers that make closing deals more difficult

Additional Resources:

The Sales House (Andy’s company)

Engage with Andy on LinkedIn and Twitter

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