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

EP. 31 - Tell Clear and Cohesive Stories To Get Buyer's 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 - Data Tells You Everything Buyer's 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 Significantly Impact the Sales 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