Grow b2b faster podcast

1. How Rodolfo drives demand on top, middle and bottom of funnel for Recharge

2. How Recharge is distributing its demand gen investments in paid search as a market leader

3. Why Rodolfo still regularly listens in on his team's sales calls

1. Why and how Buynomics successfully went after the biggest possible enterprise customer as a seed stage startup

2. How Buynomics closed a €13MM Series A investment with a top U.S. VC in the current tough market environment

3. The Buynomics playbook to leverage webinars to drive marketing and thought leadership

1. Brendan's 4-part content marketing framework that sees the most success

2. What B2B Leaders should stop doing to grow their business

3. The 2 biggest misconceptions about B2B content marketing

1. The advantage of being a consultant first and then moving into enterprise sales

2. How Christian leverages his consulting skills to drive sales

3. Why you should consider inviting UX researchers into your sales meetings

4. How the energy crisis is affecting the adoption and sales of electric vehicles

1. What a B2B community is according to Pim

2. How to build your own B2B community

3. How to get your community members involved

4. The value of B2B communities

5. How to translate online communities to the offline world

1. Auf welche Erfolgsschlüssel das B2B Sales-Team von EGYM Wellpass setzt

2. Wie EGYM Wellpass ihre Sales-Methoden im Team & Salesforce verankert, um guten Forecast sicherzustellen

3. Welche Herausforderungen EGYM Wellpass im Spagat zwischen SME- und Enterprise-Sales meistert

4. Wie Storytelling & Fakten zu erfolgreichen Pitches in Deutschland beitragen

5. Wie EGYM Wellpass über Webinare mit Bestandskundeneinbindung neue Kunden gewinnt

1. How start-ups succeed in the Seed Stage with founder led sales

2. Whom to hire while scaling from Seed Stage to Series B

3. Best practice hiring processes to identify the right fit in a new sales development rep

4. How to achieve a 30% conversion rate through webinars and podcasts

5. What metrics Michelle uses to track Minot Light Consulting’s success, and unifies her team around revenue

1. The right time to start building a partner ecosystem.

2. Shawn’s advice to anyone who wants to start a partnership program.

3. The 3 stages of CEO involvement in a growing startup.

4. The main characteristics of a successful CEO.

5. How to set up and utilize a customer advisory board to determine product-market-fit.

1. How to influence the sales pipeline with marketing

2. Which metrics you should track to measure the impact of your marketing strategy

3. Which content pillars work best for your sales pipeline and tips for creating them

4. The power that in-person events and unique experiences can hold for your business

5. Why your company should have an analyst relations strategy

1. Why marketing doesn’t stop after winning a customer

2. How Quinyx uses an annual community event to build thought leadership and create content

3. Best practices for setting up a successful community event

4. How Quinyx uses their "Customer Happiness Survey" to build strong client relationships and get valuable feedback

5. Why LinkedIn is the most important social media channel for your B2B business and how to leverage it successfully

1. What problems companies face when introducing new tech for salespeople

2. How to get your salespeople on board when adopting new sales tools

3. What mistakes to be aware of when introducing new tools & how to avoid them

4. How to choose the right sales tool for your company needs

5. What to look out for when looking for a consulting company to help you implement your tools

1. Why social media plays a critical role for ExtraHop’s marketing and sales

2. What role communities and in-person events play for ExtraHop’s marketing

3. Why building in-house influencers is a win for the company

4. How to use use cases to win clients in B2B

5. How ExtraHop supports their channel partners with marketing

1. Why and how Medallia invests in their client led community & community events to drive growth

2. How B2B companies can start building active communities

3. Who to hire to be successful with community building

4. How Bill sets his focus for content topics for thought leadership

5. Bills framework to create content consistently on LinkedIn

1. How to leverage a podcast show to drive growth and create content

2. How Sammy builds communities

3. What KPIs to use to track community growth success

4. Why meetups work for building strong connections

1. How putting the fun back in sales helps you build trust and up your sales game

2. Why impersonal ‘spray and pray’ tactics are not the way to go

3. Shannan’s magic bullet for winning leads on an executive level

4. How to identify the “closers” in B2B sales

5. How to win key people for your B2B sales team in strong competition

1. How to set up B2B enterprise sales processes with your sales teams to keep clients engaged

2. How sales works with partner teams and marketing for effective channel management

3. How inriver uses sales enablement content to drive customer growth

4. Steve’s take on different sales methodologies in B2B for for enterprise complex sales

1. How Monika creates her key content piece for the whole year

2. Monika’s best kept secret to driving valuable leads

3. How Bizzdesign’s community program helps them drive sales

4. How Bizzdesign leverages LinkedIn to get laser focus on their target audience

5. Why connecting the work of your marketing & sales teams will ensure meeting pipeline goals

1. Steve’s roadmap to starting as a new CRO at ENGIE Impact

2. How to define a profile for hiring the best new talent to enhance your team

3. How to structure your sales team for maximum success

4. How your company culture influences your team

5. How to find mentors to help you and your business grow

1. What framework Ira used to establish himself as an industry thought leader on LinkedIn

2. How to expand your network and reach on LinkedIn outside of your company contacts

3. How building thought leadership helps you attract talent

4. How to enable your employees to establish thought leadership

5. What tools can help you bring high quality to your LinkedIn content

1. How Scott scaled up his sales team on LinkedIn to 200 and established thought leadership on the platform

2. What resources helped Scott build his own community on LinkedIn

3. How to leverage LinkedIn as a B2B sales leader

4. The right timing and process to publish books for your target personas

5. How to enable your team to create reach and post valuable content on LinkedIn

1. How being an open source company helps MongoDB accelerate growth and sell more

2. Why a focus on demand generation in B2B sales is the way to successful sales

3. Why direct sales is Mongo DB’s main way of winning clients as a B2B tech company

4. How MongoDB successfully leverages LinkedIn for their sales pipeline generation

5. How MongoDB tackles the challenges of qualifying opportunities by using MEDDIC

1. How to build a successful LinkedIn community as a B2B business

2. How to find your niche and create attention for your business on LinkedIn

3. How to create content that works on LinkedIn

1. How to spot and get rid of potentially 'bad deals' – and bring more quality to the deals you’re after

2. How to build a framework for a sales organization that works

3. How clear feedback in your teams can lead to substantial growth

4. What using a reverse timeline can bring to your potential deal

5. How to successfully use LinkedIn to enhance recruiting and company reach

1. How to choose the right VC firm to help your growth as a company

2. How to avoid mass-spamming your buyers and successfully change your marketing strategies

3. How important it is to create your own content real estate

4. How the world of cold calling is changing

1. How to create trust with your potential client – a key skill for every salesperson

2. Communicating the value you offer in a way that it also meets the customer’s need

3. How combining payment models will keep your customers hooked

4. How to find the right hire for your team

1. Which KPIs are most crucial to look at, to incentivize your team as well as work towards one goal

2. How to win clients with direct sales

3. Why social media plays such a huge role in big whale hunting

4. Why you should share more of your knowledge and not hold back

1. How to effectively leverage influencer marketing and create valuable content for lead generation

2. How Phoenix Contact successfully implements a holistic sales and marketing strategy on a global scale

3. The way the pandemic, a new generation of buyers, and cookie regulations will impact future B2B marketing and sales

1. How Schryver successfully transformed their sales strategy during the pandemic

2. How Schryver reaches out to potential customers through carefully designed emails

3. How to capture opportunities through precise market research

4. Why transparency about your failures will strengthen your customer relations

5. How Schryver fosters an effective work culture across continents

1. Mindful tactics to effectively increase your customers' brand awareness and decision-making

2. How to end the war between marketing and sales and transform them into a winning team

3. The key to succeed and thrive in the new era to come: a cookieless world

1. How social selling and saving the best for first will boost your company's success

2. Two principles and three skills you need to learn to become the best (sales-)version of yourself

3. A step-by-step guide on how to successfully reach out and sell to senior executives

1. How to generate warm, semi-warm and cold leads through effective outreach strategies

2. Why you should frame cold calling as a game and leverage your competitive spirit

3. The most effective benchmarks and KPIs to track your outreach performance

4. A step-by-step guide to formulating a compelling value proposition and mastering engaging cold-call dialogues

5. The tools and tactics that will help you gain an edge in starting cold calls

1. What Blue Ocean Sales Tactics are and How to Use them Effectively

2. How to win B2B MEGA DEALS

3. Why You Should Stop Broad-Based Email Prospecting and What to Do Instead to Win Mega Deals

1. Why a multichannel sales strategy is most effective for your B2B business

2. How to successfully conquer the path of becoming a successful thought leader on LinkedIn

3. How to effectively differentiate and stand out from the competition as a B2B sales organization

You will learn what measures you can take to effectively gain more reach.

And you will also learn what you can stop doing altogether...

1. Why startups launching an unfinished solution gain an advantage over the competition in the long run

2. How 3YOURMIND's sales and marketing strategy has transformed throughout their growth journey

3. How to successfully enter the US market and sell your product as a German B2B SaaS company

1. The present state and enormous future potential of the customer service landscape.

2. How GUURU stands out from today's digital noise by taking a unique approach to selling.

3. How to discover the passion you want to make a living with and the key traits of a great salesperson.

1. The major changes in marketing and why creative storytelling is becoming increasingly important in today's world.

2. What makes a good company story and a step-by-step guide on how to master effective storytelling

3. How to turn marketing and sales into a go-to-market team that drives your company's success

1. The slow transformation of the legal industry from traditional reputation-based business to the use of marketing and sales.

2. How Nik developed the highly regarded MuMAC and successfully adapted its model to the circumstances of the pandemic

3. A step-by-step guide on how to efficiently build your own conference from scratch

1. Why Vlad considers a sole focus on generating leads as a major problem in B2B Marketing

2. A step-by-step guide on how to realize efficient Account based Marketing in the B2B industry

3. The superpower of personalized gifts for generating high response rates, hot leads and binary feedback

1. How Gather’s unique technology is serving the funeral industry and helps people in their time of need

2. What outreach channels does Gather use in order to approach their seemingly extraordinary target groups

3. Sam's take on quantity and quality in outreach and his mission to transform cold calling practices

1. Chris Journey of starting and sucessfully developing communities at Reltio

2. How to effectively leverage your community management across your entire B2B organization

3. The most effective KPIs for building and sustaining your B2B community

4. Why the interplay between community and social networks holds huge untapped potential

5. How you can effectively combine online and offline community initiatives

1. Martin’s view on sales as a founder’s job and pricing for completely new products

2. Why defining the target group is a crucial and dangerous phase for start ups

3. Martin's stance on effective mentorships and his biggest lesson in marketing and sales

1. How the pandemic affected GE’s marketing strategy and 4 key takeaways driving their future success

2. GE’s magic formula for developing digital opinion leaders and creating successful social media content

3. What GE’s sales strategy and cooking have in common and their momentous sales reps training organization

1. Christian’s take on selling authentically and MongoDB’s highly personalized sales and outreach approach

2. How Christian builds up an effective prospecting culture and nurtures non-monetary motivation elements

3. Christian's team's multi-step recruiting process and his greatest lesson learned in sales and marketing

1. Why defining your ideal customer persona is crucial and how to discover challenges and pain points

2. How to build an effective sales motion by clearly positioning your product and creating a sales playbook

3. Morten's lesson learned about maintaining the human factor in online meetings and how to do it successfully

1. How Simplifa successfully wins clients by creating pain point diagnoses and providing suitable solutions

2. Why the pandemic prompted Simplifa to restructure its sales organization and key lessons learned

3. Andrea’s perspective on the importance of aligning goals with your customer and being a trustful, honest thought leader

1. Andreas’ approach of handling prospects asking for lower prices in sales conversations

2. How ThrivePass’ intentional 3-pillar distribution strategy effectively approaches prospects

3. Andreas’ first entrepreneurial steps, setbacks and valuable lessons learned

4. How to get a foothold in the startup world, find product-market fit and move into scale-up mode

5. ThrivePass’ magic formula to hiring the most suitable experts for their Sales and Marketing Team

1. How long term relationships and considering buyer’s personal goals drive SaaS products success

2. How Templafy tests its way to the most effective sales strategy and wins new customers with valuable references

3. Michael's take on value-based cold calling and how to excel in sales meetings by tackling prospects' pain points

4. Diversity as a success factor for sales teams and Michael’s biggest lesson learned in the past year

1. What ForgeRock is doing and Tim’s tasks as SVP Commercial Strategy and Operations

2. How customer centricity and a horizontal skillset drive marketing and sales success of a B2B SaaS business

3. How to handle existing churn and measures to prevent it in the first place

4. Tim’s approach to building a highly efficient cross-functional Marketing, Sales and Customer Success team

5. How internal benchmarking and competition can act as valuable employee motivators

1. How to grow your company with an open-source product

2. How to convert open-source product users to paying customers

3. Which growth opportunities tribe29 tested, which ones proved efficient

1. Joe's inspiring entrepreneurial journey from schoolyard salesman to teaching at IE Business School and starting businesses

2. Joe's opinion on chasing new customers vs. expanding with existing customers

3. How to excel at cultivating existing customer relationships by going above and beyond the basic requirements

4. The benefits and challenges of running a growing business and finding product-market fit

5. How the pandemic led to useful insights about the exponential nature of scaling, experimenting, and sticking with what works best

1. How #paid pairs brands with creators via their innovative two-sided marketplace

2. Roger's philosophy on hiring great SDRs, coaching and cultivating perseverance

3. How #paid’s marketing team generates leads and drives revenue without gating any content

4. How to exploit thought leaders as content producers and distribution channels

5. Roger's book club approach to growing his team's expertise in copywriting and content creation

1. How creditshelf boosts business growth, directly impacting the future of the economy

2. Daniel’s view on two diverging mindsets when it comes to accelerating one's company

3. Daniel's marketing and sales key learnings during creditshelf's growth journey

4. How creditshelf keeps hitting prospects by providing valuable solutions addressing ‘painpoints‘

5. Why qualitative analysis and a pulse for the market are key to successful hypothesis generation and testing

1. What Tink is doing and Cyrosch’s responsibilities as „CEO of the DACH region“

2. Tink's multitude of ideal customers and the next evolutionary steps in organizational development

3. How to set up a B2B sales org in a new country from scratch

4. The importance of winning strategic partnerships prior to building and scaling your product marketing

5. Cyrosch’s twofold philosophy on active outreach and crucial lessons learned

1. How to save costs by investing in recruiting when building up a company

2. Spotcaps's sales channel with a 92% conversion rate

3. How to really understand your customer's profile

4. 3 key learnings from building a B2B startup

1. How UpRoar Partners drives successful sales solutions with customised, multichannel outreach strategies

2. The importance of effectively pivoting and positioning your product in a niche market

3. Why to leverage cold calling in B2B Sales and UpRoar Partners personal approach to it

4. UpRoar Partners hiring process and personality-revealing interview questions

5. Josh’s view on automation and how innovative software tools can help

1. Kustomer’s unique organizational structure and Vikas special role of overseeing the whole customer lifecycle and experience

2. Vikas holistic view on account-based marketing and its potential for triggering innovation

3. How to leverage the breadth of your business and ensure efficient cross-department collaboration

4. How to create content to arm your primary buyer for successfully selling your product internally

5. Why customers and sales should drive strategy together and the importance of a mutual action plan

1. Narrative Sciences' unconventional way of hiring high performing marketers

2. Why B2B marketers should drive pipeline, not leads

3. How B2B marketers can let the B2B buyer ask for a call instead of pushing for it

4. How Content-based networking can drive your B2B demand generation

5. The competitive advantage small B2B companies should leverage

1. How to build a really high velocity inside sales motion by creating a trial to paid model.

2. The different B2B business models Josh experienced during his career at different firms.

3. How to make cold outreach successful by providing solutions to present problems.

4. How to incentivize your team correctly.

5. How to use the voice of your customer for your marketing.

1. Why a sole focus on generating leads becomes a plague in B2B Marketing

2. G2’s approach for building up and fostering long-term customer relationships through thought leadership

3. How joint planning sets the stage for the most effective teamwork between Marketing and Sales

4. How considering the whole customer journey continuum helps to understand and refine the MQL/SQL relation

5. Chances and risks of personalized cold outreach in Marketing

1. How to understand modern B2B buyers and identify qualified accounts

2. How to understand your B2B market to level up your marketing

3. No forms, no spam, no cold calls - shifting your perspective on how marketing and customer acquisition should be done

4. Why you should stop cold calls and mass outreach

5. 3 tips to run your marketing team more effectively

6. How to engage with your customers in the right way?

1. How Salsify started building up its digital DNA and Rob’s major responsibilities as CMO

2. The crucial role of the right customer for successfully scaling up your product/market fit

3. Top advice on how to create and test valuable content efficiently

4. The evolution of B2B Marketing and why quality over quantity ultimately wins

5. How Salsify defines its own product category and builds thought leadership through community development

1. How decision science works and why the approach is useful for B2B businesses

2. How to become a trusted advisor by uncovering your customers unconsidered needs

3. What the DIQ approach is and how to implement it

4. Why destroying the status-quo of your customer doesn't work for existing buyers

5. How often should you take business reviews with your clients?

1. How to improve B2B lead generation & book meetings with potential clients by using video

2. How Tyler got “more visual” in his marketing at Vidyard

3. The future of marketing & sales in B2B

1. How Greg built and sold his 30-person consultancy for $162m

2. Why the hero complex holds most consultancies back from scaling

3. How to decouple revenue growth from employee growth

4. Why you should explore offshoring and the freelance workforce and how that reduces risk and increases profit

5. How to get to over 50% margins with your consultancy

6. Bye Bye to the "only partners sell projects" logic - why you should invest into a sales engine with dedicated business development staff or hire external power to help you grow

7. 2 things that make your sales people successful

8. How to hire the perfect sales person for your company

9. How to leverage podcasting to demonstrate thought leadership that increases your brand awareness

10. Why you need to deliver apps instead of PowerPoints and how to do so

1. How Force Management started and John's daily motivation to keep going

2. How John helped successful companies grow faster

3. How to tackle marketing & sales expenses during a crisis

4. What is going wrong in the B2B marketing environment nowadays?

5. The 4 magic questions that will help you align your B2B sales & marketing

6. Most important things for sales leaders when scaling a company

7. What should everybody in B2B sales and marketing start doing?

1. How you should change your sales approach when switching to remote selling

2. How to change your sales presentation to increase its success in remote selling

3. How salespeople can master technology to convince customers in remote selling

1. Sisu (Finnish for intransigence) as Marten's secret for success

2. When entering a new market one should focus on closing deals first and let the marketing follow

3. Stop focusing on deal sizes - just close deals and make customers happy. The rest will take care of itself

4. In the digital world, quantity creates quality

5. Which mindset to look for when hiring people

1. That you should shift your focus from closing deals to building long-term relationships with your customers.

2. The key factor for charismatic appearance is full presence and the commitment to really listen to your customers.

3. The main goal for you should be to build up a reputation of accountability and reliance towards your customers

1. How will the recession affect management consultancies in the short and medium-term?

2. How do I optimally navigate my advice through the crisis?

3. How do I use the manpower that has become free most effectively?

1. How to adapt your event program for a webinar format

2. How to select, engage & leverage webinar speakers

3. How to execute a webinar from a to z

1. Aim of a B2B conversation with potential new customers in times of “Corona” - what do we want to achieve?

2. Psychological basics of (video) telephoning with potential new customers. Voice guidance, customer types according to the 4-colour theory, is it better to sit, stand or walk?

3. What is the optimal preparation process before the interview?

4. How do I develop an optimal conversation guide to create a relationship level and subtly determine customer needs?

5. After the call: classification of the potential customer, when should I get in touch, what are the best next steps?

05:25 - How Sweet Fish Media got into podcasting

12:45 - How do you get in touch with potential podcast guests and convince them to come on the podcast

15:35 - How to brand your podcast

17:35 - Why weekly podcasts are more successful than less frequent ones

22:06 - Batch production of podcast episodes to overcome the difficulty of weekly podcasting

23:54 - The creative process behind podcasting to find new topics every week

31:14 - How to turn podcast guests into potential leads

37:41 - Why giving your guest time to shine in your episode improves your quality as a podcast

39:46 - LinkedIn as the best platform to promote and distribute your podcast

49:07 - Logans recommendations on a software toolkit and gadgets for starting a podcast