The B2B Marketing & Sales Podcast: Recent Episodes
Dave Loomis & Steve Miller
A weekly 20-minute podcast for B2B marketing and sales people. Hosted by THE Dave Loomis, author of "Marketing is Everything We Do," and not-the-rockstar Steve Miller, author of UNCOPYABLE: How to Create an Unfair Advantage Over Your Competition," they share real, implementable advice for attracting, converting, and keeping high-quality clients, and clearly separating you from the competition. Whether you're a startup or an established business, learn the most effective online and offline tools, killer branding tactics, lead generation and customer retention tactics that work today. Send your questions to podcast@theadventure.com. Connect with Dave and Steve:
https://www.linkedin.com/in/steveamiller/
https://www.linkedin.com/in/davidloomis/
In this episode of the B2B Marketing and Sales Podcast, co-hosts Steve Miller and David Mayo Loomis announce the end of their successful podcast. They reflect on their achievements, including reaching the top 10% of podcast downloads worldwide. The discussion also introduces Dave's new concept, "Customer Outsight," which emphasizes a change in perspective towards customer-centricity, and Steve's new book on personal branding, Uncopyable YOU. They discuss the importance of authenticity, personal branding, and helping others succeed. The episode concludes with a reflection on their journey, a hint at possible reunion episodes, and an invitation for listeners to stay in touch.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In the penultimate episode of the B2B Marketing and Sales podcast, Steve Allen Miller, David Mayo Loomis, Michelle Jones, and Kay Miller discuss their upcoming projects and reflect on past episodes. Topics include the future of B2B sales and marketing, the importance of listening in sales, and the potential of AI in marketing. They also discuss the significance of personal branding and the growing trend of remote work and the gig economy. Kay Miller introduces her new book and podcast, "Unstoppable Women in Sales". The episode concludes with a discussion on the importance of authenticity, human connections, and independent work arrangements.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
Dave and Steve discuss the importance of a powerful brand promise and its impact on customer behavior. They emphasize that your branding promise goes beyond just awareness, it involves understanding the uniqueness of your company and its products. They conclude that brand recognition influences customer behavior, with customers more likely to engage with powerful brands. They also highlight the importance of personal connections in business and encourage companies to think creatively to differentiate themselves in the market.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this podcast episode, Steve and Dave discuss the Japanese concept of "ikigai" and its application to personal and business goals. They explore the idea of finding fulfillment and success at the intersection of passion, skills, economic viability, and making a positive impact. They also delve into the importance of quality and consistency in business, using examples from Japanese companies and Southwest Airlines. The conversation also touches on the need for teaching ethics and philosophical concepts to young people, and the balance between pursuing one's passion and practicality.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this podcast episode, Steve Miller hosts Tom Malesic, a serial entrepreneur and founder of EZ Solution and EZ Marketing. The discussion centers around the importance of a company's website in generating leads and revenue. The conversation also covers the evolution of SEO tactics, the role of AI in website building, the value of design tools like Canva and Adobe Photoshop, and the effectiveness of using books as marketing tools. The podcast concludes with a discussion on email marketing strategies and an overview of the services provided by EZ Marketing.
Tom Malesic: https://www.linkedin.com/in/tommalesic/
EZ Marketing (Free resources): https://www.ezmarketing.com/learn/
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this podcast episode, Steve Miller and David Mayo Loomis discuss the role of influencer marketing in the B2B sector. They highlight that influencer marketing, traditionally associated with B2C, has always existed in B2B in forms such as lead users and keystone accounts. They discuss the rise of individual influencers in B2B, who gain recognition through platforms like YouTube. They suggest strategies for incorporating influencers into B2B marketing efforts, including finding power users, connecting with reviewers, and targeting key companies. They also discuss the utility of LinkedIn and software tools like Tracker and Upfluence for B2B influencer marketing.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this episode, Steve and the host discuss a new term, the "Distinctive Demand Blueprint," and discuss the importance of being distinctive in marketing. The conversation also touches on the use of AI in research and analysis, the concept of demand generation, and the importance of unique branding. Miller concludes by discussing the three pillars of his marketing approach: demand generation, response-driven marketing, and account-based marketing.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this podcast episode, Steve Miller and David Mayo Loomis discuss the importance of the voice of the customer (VOC) in trade show marketing. They emphasize the need to shift focus from sales to understanding customer needs and perspectives. They suggest using VOC in all stages of a trade show, from pre-show research to post-show follow-ups. They also discuss the potential of VOC in driving return on investment (ROI) and building trust with customers. The episode concludes with their excitement about the future of trade shows and the potential for better connections and resources.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this podcast episode, Steve Miller and David Mayo Loomis discuss the power of storytelling in marketing and personal branding. They emphasize the human-to-human factor in business and the importance of a company's origin story. They also talk about the use of storytelling in movies and comic books, and cite Apple as a company that effectively uses storytelling. The conversation includes the role of testimonials in marketing, the need for personal information on company websites, and the importance of overcoming hurdles in a company's narrative. They conclude by encouraging listeners to use their unique stories to establish their personal brand and gain trust from their target market.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this episode of the B2B Marketing and Sales Podcast, hosts Steve Miller and David Mayo Loomis discuss the importance of trust in business relationships. They explore the idea that people do business with those they know, like, and trust, sharing personal experiences to highlight the impact of personal interactions. They also discuss the value of personal connections, likability, and trust in business relationships, and the importance of being memorable, emphasizing the significance of following through on promises and the art of gift-giving in establishing trust.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this podcast episode, hosts Steve Miller and David Loomis discuss the importance of fostering creativity and innovation in B2B organizations. They talk about the pitfalls of complacency and the need for continuous improvement and risk-taking. They introduce the concept of intrinsic and extrinsic benchmarking, suggesting that true innovation can come from studying industries outside of one's own. They also discuss biomimicry as a source of inspiration, using examples from nature to drive technological advancements. The episode emphasizes the importance of thinking differently, embracing new perspectives, and constantly seeking ways to improve and innovate in business.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
Megan Spinos is Senior Director of Workplace Design at Deloitte. She will be helping Deloitte with their own work spaces to assure they facilitate the best interaction, creativity, productivity and, yes, fun! Previously, for 15 years Megan was at a premier corporate interiors architecture firm called Vocon, helping major corporations understand their workplace goals and strategies before architects tackle the designs. Just like in marketing, strategy before tactics! Before stints as a reporter and a communications specialist, Megan got her education at the University of Dayton (political science) and Kent State University (interior design).
In this session, hear about how physical spaces help define a brand and impact the way people work. We’ve had so much change in working habits over the years, accelerated dramatically by the pandemic. With hybrid work here to stay, what does that imply for companies and their office space? What opportunities do we still have to influence employees – and customers – through the places in which we work? Listen to hear all about this intriguing topic from one of the world’s top experts in the field!
Megan Spinos LinkedIn: https://www.linkedin.com/in/meganspinos
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this podcast episode, Steve Miller and John Feldman discuss the value of writing a book for personal branding and standing out in a competitive market. They highlight how being an author sets you apart from others and demonstrates your commitment and credibility to potential clients. They also discuss the challenges of writing a book and how AI can assist in the process. They emphasize the importance of identifying the target audience and their needs, as well as the benefits of personalized marketing strategies. They conclude by emphasizing the positive impact books can have on readers' lives and encourage listeners to subscribe and rate the podcast.
John's Contact info:
—Get started with our free resources: http://visionaryliterary.com/resources
—John's Linkedin: https://linkedin.com/in/john-feldman
—RECOMMENDATION FROM STEVE: Free Online Course — How to Sell Your Book Before You Write the First Word
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this podcast episode, Dave Loomis and Steve Miller discuss the concept of obscure content marketing (OCM) as a way to break through the clutter of regular content marketing (RCM). They share examples and strategies for creating personalized and targeted content that resonates with individual recipients. They emphasize the importance of building relationships, understanding customer preferences, and providing genuine value. The episode also includes a lighthearted conversation about Dave's wedding anniversary and Steve's lost wedding ring. Overall, the episode offers insights and practical tips for marketers looking to stand out and connect with their audience.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this podcast episode, Steve Miller interviews Ryan Rhoten, the author of "Career Kred," about personal branding and improving one's online presence. They discuss Ryan's journey in discovering a drug dealer with the same name appearing in Google search results and how it led him to focus on personal branding. They also delve into Ryan's experience with blogging, website building, and the importance of LinkedIn in personal branding. Ryan shares his motivation to help others with personal branding and how it led him to write his book. Steve and Ryan emphasize the significance of personal branding in today's digital age.
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Ryan Rhoten helps entrepreneurs clearly communicate their value online. He is the author of two books on building your brand online; CareerKred and LinkedIn Made Simple. He is the proprietor at The Distilled Brand, where he helps clients clarify their message, focus their offer, and align their business and brand.
Website: thedistilledbrand.com
LinkedIn: @RyanRhoten
Email: ryan@thedistilledbrand.com
Landing Page: thedistilledbrand.com/uncopyable
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this podcast episode, Steve Miller and David Mayo Loomis discuss the potential of TikTok as a B2B marketing platform. David shares his experience with TikTok and explains how the platform has evolved to cater to micro-interests. They discuss the algorithm that curates personalized feeds based on user interactions and highlight the value of TikTok for reaching target audiences. They also discuss the demographics of TikTok users and give examples of B2B brands utilizing the platform. The speakers suggest strategies for B2B companies to explore TikTok and emphasize the importance of taking the first step in understanding the platform's potential for marketing.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In our conversation, Dave interviews Scott Allen. They discuss several leadership principles that apply to anyone in B2B marketing and sales in any part of their career. Grab a pen because you’ll want to write down some of the amazing quotes that Scott keeps in his head and shared with us. Scott is such a wealth of knowledge and experience, it’s easy to understand why he coaches so many Fortune 500 executives. He has an innovative, dynamic mind and know you’ll love hearing from him and come away energized!
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Scott J. Allen, Ph.D., is the Robert M. Ginn Institute Professor for Leadership & Social Responsibility at John Carroll University. Allen is an associate professor and teaches courses in leadership, the future of work, and executive communication. Scott's primary stream of research focuses on leadership development. Scott has published more than 50 book chapters and peer-reviewed journal articles. He co-authored The Little Book of Leadership Development, Emotionally Intelligent Leadership, Captovation, and Online Presentations by Design, He is also the host of Phronesis: Practical Wisdom for Leaders, ranked among the world's top 3% of podcasts. In addition to writing and teaching, Scott consults, facilitates workshops, and leads retreats across industries. Recent engagements include Lubrizol, , EY, Federal Reserve Bank of Cleveland, Sherwin Williams, Toyota, Progressive, NASA-Glenn, and FedEx. Scott is the co-founder and Board Chair of the Collegiate Leadership Competition and has served on the board of the International Leadership Association, Association of Leadership Educators, and Management and Organizational Behavior Teaching Society.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this engaging conversation, Steve Miller, aka Kelly's Dad and Marketing Gunslinger, sits down with Ruth King, a renowned profit and wealth guru. Ruth, who has an MBA in finance from Georgia State University, is passionate about helping businesses become profitable. The duo delves into the importance of understanding a business's financials, emphasizing not just making money but also retaining it. They discuss the significance of pricing, marketing expenses, and the competitive advantage in the market. The conversation touches upon the concept of "uncopyable financials" and the value of long-term customer relationships. Ruth shares insights from her experiences, including a notable business partnership where she assisted a company in boosting their sales, eventually leading to a $9 million sale. Steve and Ruth also explore the importance of productivity in business and the need to keep costs low to compete effectively.
Contact Ruth:
www.ruthking.info
https://www.linkedin.com/in/ruthking1
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
This episode emphasizes the concept of "prompt engineering," which Dave and Steve define as a superpower that is evolving every day. They discuss the use of AI, like Chat GPT 4, and their potential in providing accurate information or performing certain tasks. The guys highlight the importance of giving clear instructions to a chatbot to get the desired results. They also discuss the use of AI in competitive intelligence and advantage. The video touches on the importance of understanding customer needs and desired outcomes to provide effective solutions. Dave & Steve also discuss the use of different types of equipment in various industries, emphasizing the need for efficiency and safety.
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Show Notes
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Introduction: Hosts Dave Loomis and Steve Miller introduce the topic of the discussion - the application of AI in marketing.
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Prompt Engineering: The hosts discuss the concept of "prompt engineering," a superpower that is evolving every day. They encourage listeners to experiment and learn more about this concept.
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AI Chatbots: The use of AI chatbots, like Chat GPT 4, is discussed. The hosts share their experiences with different versions of chatbots and their effectiveness in providing accurate information or performing certain tasks.
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Giving Clear Instructions: The importance of giving clear instructions to a chatbot to get the desired results is emphasized. The hosts share tips on how to interact effectively with AI chatbots.
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Understanding Customer Needs: The hosts discuss the importance of understanding customer needs and desired outcomes to provide effective solutions. They highlight potential challenges that arise when companies try to meet customer demands without fully understanding the implications and costs involved.
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Use of Equipment in Industries: The discussion touches on the use of different types of equipment in various industries, emphasizing the need for efficiency and safety.
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AI in Competitive Intelligence: The hosts discuss how companies can use AI for competitive intelligence and advantage. They share insights on how AI can be used to gain a competitive edge in the market.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
Mary Rose is the Founder of Star Maker Marketing (formerly Maguire Copywriting) and creator of the book-writing program, "BOOK It!" Star Maker Marketing offers business owners and thought leaders the opportunity to share their expertise with ghostwriting services, book writing coaching, and book promotion marketing strategies through multiple channels. Her specialty is helping financial advisors write and publish lead-generation books.
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Contact Mary Rose:
- Website: https://www.maryrosemaguire.com
- LinkedIn: https://www.linkedin.com/in/maryrosemaguire
- FREE Resource: Get Started On Writing Your Book https://bit.ly/BeginYourBook
- Just Released: The "BOOK It!" Home Study Program https://bit.ly/BOOKIt (Get $100 off when using the code "STEVE") :-)
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this episode, our intrepid marketing explorer, Dave "The Voice" Loomis, interviews one of the marketing world's most famous thinkers, Jim Gilmore.
Jim is the co-founder of the Strategic Horizons consulting firm as well as the co-author of the top-selling book Experience Economy and Authenticity: What Customers Really Want, and author of Look: A Practical Guide for Improving Your Observational Skills. Jim is Assistant Professor in the Innovation and Design department in the Weatherhead School of Management at Case Western Reserve University. He is also a Batten fellow and adjunct lecturer at the Darden Graduate School of Business at the University of Virginia. Prior to that, Jim was at the Wharton School at University of Pennsylvania and worked at Proctor & Gamble.
Ready for a truly creative and different perspective? Jim Gilmore is known for his brilliant takes on business, from creating customer experiences to viewing things through a completely different lens. I guarantee you’ll be entertained and intrigued by what Jim has to say and might come up with new ideas for your B2B business as a result. You’ll hear Jim riff on his books and take the conversation to places your mind probably wouldn’t go. Hope you’ll listen, learn and get inspired!
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
In this podcast episode, we explore the most valuable lesson we can learn from the advancements in AI technology. Brace yourself for a mind-bending question: Are we all "Unconscious Incompetents" when it comes to AI? Join us as we unravel the mysteries of Opus.pro, an app that generates video clips (shorts) with captions, and discover how AI can not only enhance our jobs but also beat the competition. Get ready to be amazed by the power of AI and its potential to shape our future. Don't miss out on this captivating conversation that will leave you questioning everything you thought you knew about AI.
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Follow Dave:
https://www.linkedin.com/in/davidloomis/
Get Dave's book: Marketing Is Everything We Do
Interested in learning how Voice of the Customer can grow your business? Contact Dave: dave@loomismarketing.com
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Follow Steve:
https://www.linkedin.com/in/steveamiller/
Get Steve's bestselling book: Uncopyable: How to Create an Unfair Advantage Over Your Competition
Want to learn how to generate more business without spending a ton of moolah, and separate yourself from the competition? Steve's online presentations and consulting will make you UNCOPYABLE! Contact him: stevem@beuncopyable.com
Peter Boatwright is a professor of marketing and new products at the Tepper School of Business at Carnegie Mellon University, where he is also the Director of the Integrated Innovation Institute. Peter is the co-author of two outstanding books on marketing and innovation: The Design of Things to Come: How Ordinary People Create Extraordinary Products and Built to Love: Creating Products that Captivate Customers.
In our conversation, we cover an important current marketing trend (I’m sure you can guess it’s AI), and what Peter considers to be a transcendent principle of marketing regardless of the times or technology (hint – it has to do with real human beings). Peter also tells us about a novel program at Carnegie Mellon called stackable “Smart Certificates,” which enable students from anyway to take as few targeted classes as they need – or as many as they want to eventually equal a Master’s Degree. It’s always a pleasure to connect to Peter and tap into his experience and wisdom!
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Follow Dave on LinkedIn:
https://www.linkedin.com/in/davidloomis/
Follow Steve:
https://www.linkedin.com/in/steveamiller/
Welcome to the latest episode of the B2B Marketing and Sales Podcast! Today, our awesome co-hosts Dave Loomis and Steve Miller are once again chatting about the power of content marketing. They're spilling the beans on their own experiences with public speaking and direct mail as awesome non-digital B2B tools, and how they've used them to boost their clients marketing game.
But here's the thing: content marketing isn't a quick fix. It takes strategy and patience to get it right. Dave and Steve are all about keeping it real, too. They stress the importance of being transparent and authentic in your marketing efforts.
So, if you're keen to learn more about content marketing and how to reach your target market, this podcast is a must-listen. Plus, the hosts want to hear from you! Got any ideas or questions about other content marketing tools? Hit them up and they'll be happy to chat.
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Our very FIRST 3-time guest, Michelle Jones, is back again to talk with Dave and Steve about her company's specialty, inbound marketing. Michelle is the President of Creativate, a B2B marketing agency that helps businesses grow their revenue through inbound marketing. They have over 35 years of combined experience in the industry and specialize in manufacturing, roofing, and industrial sectors. Creativate's team of experts takes a proactive approach to marketing, working with clients to develop a sustainable strategy that aligns with their goals.
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Show Notes:
0:00 - Introduction of the B2B Marketing and Sales Podcast episode
0:15 - Co-hosts Dave Loomis and Steve Miller interview Michelle Jones, President and Founder of Creative Eight, about inbound marketing
0:30 - Michelle explains the difference between inbound and outbound marketing
1:00 - Importance of attracting customers who are already interested in the products or services offered
1:30 - Benefits of inbound marketing, including warmer leads and more effective sales conversations
2:00 - Importance of alignment between sales and marketing
2:30 - Michelle shares examples of successful inbound marketing campaigns
3:00 - Emphasis on the need for specificity in B2B marketing
3:30 - Reminder to continually assess and adjust marketing strategies
4:00 - Conclusion of the episode
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Mike McCalley is the founder of The Vertical Solution, a B2B marketing and consulting firm. Mike is a former CMO of GE and a marketing and sales leader at several well-known B2B firms, such as CECO Environmental, Flowserve, Newell and Ingersoll-Rand. He has a new podcast coming out called Get Vertical.
In this episode, Dave Loomis interviews Mike about the importance of vertical market segmentation, the most important enduring principle of B2B marketing (hint – it has to do with customers), and the prospect for new technologies and approaches moving forward. We think you’ll be inspired by this relaxed conversation, regardless of where you are in your career!
Follow Mike on LinkedIn: https://www.linkedin.com/in/michaelmccalley/
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Kindsey Haynes, CMO for Kirkham Irontech, joins Steve to share their recent rebranding efforts (combining two companies!). What has she learned about building a new website!
While Steve has interviewed her on several LinkedIn Lives presentations, this is Kindsey's first appearance on the The B2B Marketing & Sales podcast!
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In this episode of the B2B Marketing and Sales podcast, hosts Steve Miller and Dave Loomis dive into the topic of content marketing. They discuss the importance of being creative and differentiating yourself in the age of AI-generated content. The hosts also share an example of creative marketing from an olive oil company and tease future episodes that will explore specific examples of using different media in content marketing.
Time Stamps:
- 0:00 - 0:33: Introduction to the episode
- 0:34 - 3:12: Steve and Dave discuss the importance of content marketing and the need to be creative to stand out
- 3:13 - 4:14: Dave shares an example of AI-generated content and the need to differentiate yourself from it
- 4:15 - 7:24: Steve and Dave discuss the importance of being useful and interesting in B2B marketing
- 7:25 - 9:34: Dave shares an example of creative marketing from an olive oil company
- 9:35 - 10:51: Steve and Dave emphasize the importance of subscriptions in B2B marketing
- 10:52 - 11:23: Conclusion to the episode and teaser for future episodes on using different media in content marketing
Key Takeaways:
- Content marketing is important for differentiating yourself in the age of AI-generated content
- Being useful and interesting is key to B2B marketing and sales
- Creative marketing, such as that used by the olive oil company mentioned in the episode, can make a big impact
- Subscriptions can be an effective tool in B2B marketing
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Dave and Steve are joined by guest Justin Fagan, a military veteran with strong experience in marketing and sales. They discuss the importance of having situational awareness and context before diving into the details of marketing, and how focusing on the fundamentals of marketing can make all the other details fall into place naturally. They also discuss how B2B marketing is really people-to-people marketing, and how getting to know your target audience can help you communicate with them better.
They touch on the importance of innovation in business and how it separates a business from its competition. Justin emphasizes the importance of measuring results and having confidence in what you're doing, while Steve stresses the value of making connections with people in order to be a better communicator.
Overall, the podcast episode emphasizes the importance of clear and effective communication in marketing and the need for businesses to constantly innovate in order to stay ahead of the competition.
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Show Notes
Segment 1: Getting to Know Justin Fagan
- Justin talks about his background and how he got into B2B marketing.
- He discusses his military experience and how it has influenced his approach to marketing.
- Justin shares his thoughts on the importance of situational awareness in marketing.
Segment 2: The Future of B2B Marketing
- The hosts and guest discuss the changes and trends in B2B marketing.
- Justin emphasizes the importance of personalization and relevance in marketing messages.
- They also talk about the role of technology in marketing and how it has changed the industry.
Segment 3: The Fundamentals of Marketing
- The hosts and guest discuss the core functions of business, marketing, and innovation.
- Justin shares his thoughts on the value of understanding your audience and their needs.
- They also talk about the importance of effective communication in marketing and how it has evolved over time.
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Are your customers satisfied?
Yawn.
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Your personal brand is your reputation, and it can impact everything from your career to your personal life. Join us as we explore the importance of personal branding and share practical tips for building a strong brand.
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Unlock the potential of Generative AI for your small B2B company! In this informative video, Steve asks Ariel Levin, CEO of Soul Marketing, to cover the basics of what Generative AI is and how it works for B2B. You'll learn about the many ways small B2B companies can use Generative AI, such as generating new product designs, marketing content, customer insights, and automating routine tasks. Discover the benefits of incorporating Generative AI into your business strategy, including increased efficiency, generating new ideas, and automating routine tasks.
(Written by ChatGPT.)
Follow Ariel on LinkedIn: https://www.linkedin.com/in/ariellevin/
Join his upcoming cohort: https://aichat.thinkific.com/courses/master-chatgpt-content-creation
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This can be a game-changer for you!
In our last episode, Dave and Steve (that's us), talked about one of the most powerful tools you can use to better understand your clients - Charting the Experience.
In Part 2, we now show you how to take that information and find ways to totally separate your company from the competition...or as Steve calls it, be UNCOPYABLE.
Just hope your competition isn't listening to this!
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Charting the Client Experience (CCE) is a valuable tool for B2B companies to understand their customers better, create more personalized experiences and set themselves apart from their competitors. It provides a comprehensive overview of customers' journeys, from initial contact and engagement through to purchase and beyond, enabling businesses to identify potential problems or opportunities where improvements can be made.
From a customer perspective, CCE helps make the journey easier by providing an understanding of how each step will fit into the overall experience. It also helps ensure that customers are taken care of throughout the buying process. As a result, businesses can gain better insights into customer needs and build relationships based on trust rather than just transactions.
For B2B companies looking to differentiate themselves from their peers, CCE is an effective way to create unique, even Uncopyable, customer experiences. Additionally, Charting the Customer Experience enables companies to focus on delivering value to their customers in ways that cannot be delivered by competitors, giving them an edge in an increasingly competitive landscape.
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Are you tired of making assumptions about your customers and coming up short? It's time to ditch the guesswork and get real insights straight from the source. Join Steve as he interviews resident our VOC expert , David Mayo Loomis, on the Voice of the Customer and learn how to truly understand your customers' wants, needs, and pain points.
Don't let another day go by without tapping into the valuable insights that your customers have to offer. Start using the Voice of the Customer to make smarter, data-driven decisions.
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Our resident Pro From Dover, Mr. David Mayo "The Voice" Loomis, has a private mastermind of some top marketing minds.
Wonder what they're talking about amongst themselves these days? This is your chance, as Steve forces Dave back into a corner and gets him to spill the beans!
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Businesses that cater to other businesses have a unique challenge in developing a successful customer experience. B2B customers often have high expectations and limited time, so companies must create an experience that meets both of these goals to stay ahead of the competition. One way to do this is by creating a private club experience for B2B customers.
Private clubs also offer an excellent opportunity for relationship building. Businesses can use this platform to showcase what makes your brand promise different from the competition and foster an environment of collaboration and learning for your guests.
Companies that are able to go above and beyond when it comes to customer experience will gain an unsurmountable advantage over the competition. Not only will you benefit from higher purchase rates and increased retention, but you will also enjoy deeper relationships with your client base due to the loyalty created through these exclusive experiences.
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Is marketing an art? Is the design of a product a critical factor in the B2B marketplace. Does it add value to the client? Does it add revenue to your bottom line? Does it even matter?
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Historically, marketers have identified four stages buyers go through. And while there are many different versions of these steps, we'll work off this:
- Awareness
- Consideration
- Proposal
- Purchase
But here's the thing. In the not so distant past, getting prospects into and through this funnel was primarily the responsibility of the supplier.
Not anymore. Most of us in the B2B world now understand the buyers have taken control of the journey. Some reports state the buyer will begin the journey without any initial contact with any suppliers. It's been asserted that a buyer will travel 50-70% of the decision-making journey before even contacting a potential supplier.
How do we manage our marketing and sales efforts under these new conditions? Dave and Steve talk about how they help thier clients.
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Is marketing an art? Is the design of a product a critical factor in the B2B marketplace. Does it add value to the client? Does it add revenue to your bottom line? Does it even matter?
=============
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Disneyland calls itself The Happiest Place on Earth.
Most marketers would say that's Disney's Branding or Value Proposition. Steve and Dave would rather call it Disney's Branding Promise!
Customers don't care about a Branding or Value Proposition, but they DO care about the promise a company makes to them! Disney makes a BIG Promise by calling itself The Happiest Place on Earth, and in order to live up to that promise, it must make sure every customer-engaging detail walks the talk.
This is actually pretty big stuff when you recognize the customer ultimately decides whether your've lived up to your promise or not.
Listen to Steve and Dave's conversation in this episode and then ask yourself, are you delivering on the Promise you're making to your customer?
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Experiential marketing is a marketing tool designed on create memorable, sometimes three-dimensional, and innovative customer experiences to create deep emotional connection between the customers and the brand.
If you've ever exhibited at a trade show, that's a form of experiential marketing. If you've ever given a live face-to-face seminar or an online webinar, that's a form of experiential marketing. If you've ever taken a client or prospect out to dinner or for a round of golf, yes, even that's a form of experiential marketing.
Experiential marketing is, in fact, very common. What's also common, however, is the fact that a very high percentage of companies and marketers DON'T turn these experiences into highly innovative, memorable, relevant, relationship building opportunities.
But you should.
Done right, experiential marketing can totally separate you and your company from the competition.
Listen to Dave and Steve share their own examples of how they used experiential marketing to grow their own clients' businesses!
This is GOOD stuff.
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Did you know there are 4, maybe 5, different categories of media you can use to promote your products and services? And the interesting thing is they ALL work for somebody, but not always in the same order, and some don't work for everybody?
Confused? Unfortunately, too many marketers are. So listen on, our friend, while Dave and Steve clear up any confusion and maybe help point YOU in the right direction!
Dave "The Voice" Loomis shares a story about an ex-client that wanted to promote their high-priced products via Hubspot's free subscription.
This begged the question, when there are so many free tools available on the Internet, should you pay for marketing?
David Mayo Loomis is gone to Florida this week, so Steve and his smokin' hot wife, Kay, share one of the most important cornerstones of successful sales and marketing -- hunting moose.
In their conversation, they explain why knowing your who your best target market is...where they are...what bait will attract their attention...and why you should focus 100% of your planning and execution on just them! (Hint: it has to do with you making MORE money.)
Listen now!
How do you develop an Uncopyable advantage in sales? In this episode, Dave and Kay discuss specific strategies you can use to build relationships that go beyond the typical sales relationship. Use these strategies to build trust, deliver added value, and create customer loyalty that goes beyond your product or service - leading to more sales.
Have you thought about how senses can help plant an idea or a message in your prospects' minds?
Think about when you hear a song from your past and maybe how it reminds you of dating somebody special? Remember the taste of cotton candy at the circus? Or what about the smell of freshly popped pop corn on Saturday nights with your family? (That's Steve's favorite.)
Our five senses can be powerful tools in our marketing, as well. Listen to Dave and Steve share examples they've used that have turned into big results for their clients!
Almost every day we see posts, primarily on LinkedIn, espousing the virtues and benefits of using digital/online marketing. In many cases, the posters also loudly denigrate the value of offline marketing.
If you are responsible for your company's marketing, you need to be very careful about taking such advice.*
Smart marketers understand the very notion of offline vs. online as a moot argument. Neither is overwhelming better than the other, nor are they worse.
The only thing a smart marketer pays attention to is which marketing tools will best help me communicate, engage, and convert my top prospects? And, especially, in the B2B world, a mix of both online and offline is often the smartest plan.
In this episode of The B2B Marketing & Sales Podcast, THE Dave Loomis and Steve Miller ponder why this online vs offline argument is even happening? Which extremely effective offline tools are many B2B companies failing to use because of bad advice?
Be sure to subscribe!
*Have you ever noticed the loudest defamers of offline marketing are usually selling you just digital marketing?
Geez, wasn't doing business through COVID bad enough? In addition to the supply chain and staffing issues keeping us awake at night, now we have to contend with inflation and rising interest rates!
Does all this make you want to run home and hug your teddy bear?
So what do we actually do now? Well, our intrepid reporters, THE David Mayo Loomis, and Not The Rock Star, Steve Miller, also known as Kelly's Dad have some very specific recommendations for you.
Time to listen!
Do you have trouble proving your company generates ROI from your marketing dollars?
You're not alone. The bad news is that very few professional marketers, including agencies, have ever learned how to actually connect the dots between marketing and real revenues! As a result, over the years marketers (and high-priced agencies) have invented stupid metrics to justify spending money, but just don't matter -- website traffic, likes, pass along readership, ad impressions, Facebook followers, email open rates...we can go on. But the one that drives Steve Miller the craziest is "awareness." Have you ever cashed a check on awareness? Neither has he.
Steve thinks it's just plain dumb, and frankly, lazy if you can't connect the dots. It's just not that difficult. Steve shows his simple fill-in-the-blank Excel ROI formula in this podcast.
But there is one warning. You must be able to answer two questions that Steve shares.
Odds are you can't.
You can download Steve's ROI formula to use for yourself. Go to:
https://www.beuncopyable.com/offers/doEDML9V
When following common practice, many companies try to develop an overall strategy. The objective is to then develop an execution plan, or tactics, that support the big strategy.
But then a lot of companies feel it necessary to make it more complicated by creating an overall corporate vision...then a corporate mission...then strategy...then tactics...the execution...
Well okay. That's all well and good, but after spending a considerable amount of time and, possibly, money, what have you got?
Do you really have a manageable, executable plan of attack everybody in your company understands? And do they understand their role?
Geez. Does it have to be that complicated? Listen to this episode.
Even though the two creators of the B2B Marketing & Sales Podcast are men, we recognize there are a LOT of very smart women in this field, as well. Two of our top downloaded episodes are with Steve's smokin' hot wife, Kay, where she shares her own advice stories of success selling in B2B.
Today we introduce Dave's newest collaborator, Michelle Jones, of Creativate. Michelle has years of experience in the manufacturing world and now helps companies with their own marketing challenges.
Up to this point on The B2B Marketing & Sales Podcast, our #1 most downloaded episode was our conversation with Steve's smokin' hot wife, Kay. The topic was "How to Overcome Fear in Sales."
Kay is back again, along with her new book, UNCOPYABLE SALES SECRETS: How to Create an Unfair Advantage and OUTSELL Your Competition!" In this episode, Kay talks about how to develop a mutually trusting relationship, which we all know is so important to long-term success!
You know him as Mr. Voice. But did you know that Grandpa David Mayo Loomis also has an outstanding book written YOU, the marketer who wants to be a BETTER marketer?
In this episode, Steve Miller, flips the script a bit and interviews Dave about his book:
- How you should really think about marketing
- The five most important words in marketing
- Why you should see it as "customer serving," not "customer service."
- How to build your most important sales and marketing skill: listening
- How to Uncover Desired Outcomes
And be sure to order and READ Marketing is Everything We Do!
WARNING! Improvement is not innovation…and innovation is essential if your aim is to survive in today’s business environment.
In this episode, Tables are turned a bit and The VOICE, Dave Loomis, interviews Steve, aka Kelly's Dad, about his just-released book, STEALING GENIUS: The Seven Levels of Adaptive Innovation.
Stealing Genius lays the foundation for a dramatic, and long-overdue, shift in 21st-century strategic marketing and branding. Most executives and decision-makers are now focused on improving what they already have. They want better versions of the products and services they know about or understand. However, fixating on improvement in today’s world is a dangerous path—one that ultimately leads to commoditization and irrelevance.
People don't buy because you're similar to the competition! Learn HOW you can generate new ideas for being uniquely and valuably DIFFERENT!
Get Steve's book on Amazon: https://amzn.to/3yGwgQN.
This is the #1 most asked question of both Steve Miller and Dave Loomis, so what tips and advice do they actually share with clients?
Steve and Dave both share several powerful tactics that have worked, BUT then challenge each other to PLUS the tool. In other words, when Steve gives and idea, Dave then adds even MORE value to the tool. They are improving on each other's ideas!
How about that?
Go listen NOW!
According to Wikipedia, Elliott Jaques first introduced the concept of culture in the organizational context in his 1951 book, The Changing Culture of a Factory.It's 71 years later* and people still debate the value and importance of corporate culture. Should it be important? Should it be deliberate? And what does it have to do with marketing, branding, and sales people?
Steve Miller found out that Dave Loomis has a great deal of experience working with B2B companies on their culture, so he decided to ask Dave to share his thoughts!
*We know this because Steve was born in 1951.
...Where You're Doing Both at The Same Time And Resources And Time Are Limited.
Phew! That's a LOOONG title, but it's actually a question submitted to us by loyal listener/BFF, Jake.
Jake, we feel for you, and we can safely say both of us have been in that exact position! We wish we'd had two wizen, white-haired guys (mostly Steve...Dave, not so much) with big-time experience who could have helped.
This is for you, Jake.
Remember, you can send in your questions, too! Just send them to podcast@theadventure.com.
Net Promoter Score (NPS) has now been around for 21 years. According to Wikipedia, originally developed by Fred Reichheld as a research instrument, the primary objective of the net promoter score methodology is to infer customer loyalty (as evidenced by repurchase and referral) to a product, service, brand, or company on the basis of respondents' responses to a single survey item.
But can ONE singular survey question predict the future success of your company. Our intrepid reporters, THE Dave Loomis and Kelly's Dad, Steve Miller, debate the possibility.
Should YOU use the NPS?
What's the deal with sales and marketing departments hating each other? Is this some sort of Capulets vs McCoys or Montagues vs the Hatfields historical blood feud thing.
C'mon, gang, we're all on the same team, right?
And yet, the battle between salespeople and marketing people continues today. Why is that? What's going on with these two?
Listen as Steve and Dave share their personal experiences with companies that had this problem. Why does it happen? And how did our intrepid duo get their clients sales and marketing departments to play nice-nice?
In some form or other, all of us make efforts to understand the needs of the customer.
The reality, though, is too many companies only give a half-hearted effort...just enough learning and listening to turn a conversation back to the sale at hand. Those companies fall into the trap where the customer marketing landscape is represented by a one-way dialogue for engaging prospects.
Voice of the Customer, or VOC, is a powerful way to truly hear what your customer wants you to hear, ultimately connecting with them as a true partner in problem solving.
In this episode, Steve Miller takes advantage of THE Dave Loomis's extensive experience in using Voice of the Customer. You're going to love this conversation!
Think about it. Superbowl is the only sporting event that owns a day of the week.
Anticipated by millions (billions?) every year, there are two entertainment components during the final NFL game of the season - the game, and the commercials.
This year a 30-second commercial cost $7 million to broadcast. That does not include production, folks! Expectations are high for these and the viewing public gets great enjoyment over debating which commercial was the best!
The Dave Loomis and Kelly's Dad, Steve Miller don't want to be left out of the fun, so here's their opportunity to share opinions about the USA Today's Ad Meter top ten, as well as a couple of examples they liked, as well.
What did YOU think of the commercials this year?
In a survey of 2400 sales and marketing executives a few years ago, Steve Miller learned two important statistics:
- The average small-to-medium size B2B business gets 48% of their business from referrals.
- Only 26% of these businesses have a formalized referral marketing program.
What's wrong with this picture? Listen to Steve and THE Dave Loomis talk about why this happens and how to fix it.
We've talked about the importance of segmentation before. But if you really want to step up your game to the next level, you need to know and understand your targets far better than your competition.
What are some of those steps you can take to achieve that? THE Dave and Steve share their thoughts.
In our last episode, we started talking about the importance of storytelling for B2B marketers. We ended by planning to share in this episode actual client stories...why they're so important...why they can be so powerful...and how great stories of customer experiences can clearly separate your company from the competition.
You might not realize Dave and Steve have separate businesses. In one sense, they're actually competitors. But after first meeting, they were both struck by how much fun they had talking about marketing and branding. So in the spirit of coopetition, they started this podcast.
In one recent conversation, the question came up -- how do they each begin a new client relationship? What specifics steps do they take to get to know a new client and how do they begin the plan of attack that will work for them?
In 1978 Judge Ziglar, brother of Zig, wrote a book titled, Timid Salesmen Have Skinny Kids.Overcoming fear is one of the toughest obstacles for all salespeople - not just newbies, but even those who've been around for years. It can be the difference maker when faced with making cold calls... getting in the door with a tough to reach decision maker... asking for the order... getting rejected... and asking for the BIG order.
Before Kay Miller became the world's #1 muffler salesperson, she had her own bouts with overcoming fear. But she did and ultimately won the top prize for Walked Exhaust, the world's largest muffler manufacturer.
Join THE Dave Loomis and Steve Miller, better known as Kelly's Dad, as they interview Kay about how to get through fear to make more and bigger sales. They'll also learn about Kay's upcoming new book, Uncopyable Sales Secrets: How to Create an Unfair Advantage and Outsell Your Competition, now available for preorder on Amazon.
There are two common B2B marketing mistakes.
The first is seeing the entire industry you're in as targets. "Everybody needs our product!"
The second and more prevalent is to recognize you have different targets, but all your communications and messaging are the same.
Big mistake.
One of the keys to successful marketing is "message to market match." That means your messaging to target segment A is different from your message to segment B.
In this episode, THE Dave Loomis and Steve Miller, better known as Kelly's Dad, not only why clear segmentation is important, but how you can develop specific messaging for each group.
For a gazillion years marketers have followed the 4P's - Product, Price, Promotion, and Place.
Actually, a better word for Place is "distribution." HOW do you go to market.
In this episode, Dave and Steve talk about why Place is often underused and the pros and cons of many of the common approaches.
If you've seen the excellent movie, Dr. Strangelove, then you know what an ICBM is.
In a recent episode of B2BMSP, THE Dave Loomis made a funny comment using the ICBM (Intercontinental Ballistic Missile) as an analogy for powerful, highly-focused marketing. We thought it was so good we decided to do an episode on what ICBM Marketing might look like.
Listen as Dave and Steve excitedly share several ideas and examples on how you can be much more effective using a form of ICBM MARKETING.
ABM, or Account-Based Management, is a hot, shiny object right now.
This is not to say you shouldn't be using "ABM" as an important strategy, just recognize the fact it's not new. In fact, it's probably been around since the dawn of sales and marketing.
THE Dave Loomis and Steve Miller, better known as Kelly's Dad, prefer to define the ABM acronym as "Account-Based Marketing," because that's really what it is. ABM is a very important strategy you should be implementing!
What is ABM, and how can you maximize its value to your business? Listen to this week's episode now!
Knowing your customers and targeted prospects is crucial to your success. But how well do you REALLY need to define them? Do you need to develop in-depth personas or avatars, as so many experts say you should.
Listen to THE Dave Loomis and Steve Miller, better known as Kelly's Dad, share their own perspectives on the importance of understanding who your target is and how deep you need you really need to go while developing your marketing strategy.
Studying the Buyer Journey has been around for years, but there have been significant changes since the Internet and COVID arrived. For example, SiriusDecisions (now part of Forrester Research) found that 67% of the buyer’s journey was done digitally. They reported their findings in 2013! In Forrester's Predictions 2022 report they state:
Persistent digital engagement will become the norm, with 70% of marketers adopting an “always on” digital engagement strategy in 2022. The stakes are high — 17% of B2B buyers said that the competence demonstrated during the buying process was the most significant driver of purchase choice, far ahead of the relationship with the sales rep (5%) or customer references (6%).How are you handling the buyer journey in your business? How well do you understand the buyer journey or how to use it for your business to be more successful? The buyer journey has stages or cycles that you take your customer through before, during, and after purchasing.
In this episode of the B2B Marketing and Sales podcast, Steve Miller and Dave Loomis talk about the buyer journey, its four stages, and how to successfully establish it in your marketing strategy.
Dave explains the four stages of the buyer journey and why he believes it’s a recurring cycle that takes the customer from awareness to experience and back again through the retention process. Steve explains the importance of talking to your customers differently as you consider their different buyer journeys.
Listen in to learn the importance of ensuring your buyer isn’t just aware of your business but also takes the action to build a relationship with you.
What You Will Learn in this Episode:
· [2:06] The four stages/cycles of the buyer journey; awareness, consideration, purchase, and experience.
· [5:30] The trade fair booth analogy – how to impact your customer before they come in to buy and after they buy.
· [10:40] The nurturing stages of the buyer journey – the middle stages that can often be overlooked.
· [13:29] How to specifically target customers based on their individual buyer journeys.
· [15:18] How to talk to your customers differently while considering their different journeys.
· [16:48] Don’t leave your customers at the awareness stage, ensure they take the next step towards building a relationship with you.
Yes, we all know pricing is extremely important. But how do we actually go about setting our prices?
In a recent study of manufacturing companies, their #1 challenge was price pressure from customers. But why is that? Join top marketing and branding experts, THE Dave Loomis and Kelly's Dad, Steve Miller, as they discuss helping clients develop the best pricing for maximum profits.
PayPal and ZipRecruiter both use direct mail to promote their services.
Amazon recently mailed its second annual 100-page four-color catalog of holiday gifts for kids.
And Facebook just published a four-color four full page insert in the Sunday Seattle Times.
These are major online companies, folks, using offline marketing tools to attract new prospects and customers.
If these guys think offline is STILL a viable tool, then why are there so many "gurus" vehemently advising businesses to shift all their marketing dollars to digital?
The Dave Loomis and Steve Miller, better known as Kelly's Dad, agree online is very powerful, but...are you ready...so is offline. Listen to this episode of The B2B Marketing & Sales Podcast and find out why you need to look at the whole online/offline picture when building your marketing and branding strategy!
When you've been around marketing as long as we have, you WILL have failures.
THE Dave Loomis and Steve Miller, better known as Kelly's Dad, share their biggest failures...why they happened...and what we can all learn from them.
How humanly connected is your marketing team and strategy? To build long-term relationships with your marketing team and customers, you have to humanize your company and people. Always remember that the people you’re marketing to are humans, not avatars.
In this episode of the B2B Marketing and Sales podcast, both Steve Miller and Dave Loomis share their insights on the value of human-to-human connections in any B2B marketing scene.
Dave discusses the importance of connecting people through digital transformation, connecting marketing influencers, and providing logical evidence required in sales. Steve, on the other hand, explains the value of creating genuine connections no matter how minor they seem.
Listen in to learn the value of human-to-human connection in B2B in generating personal and authentic business referrals.
What You Will Learn in this Episode:
· [2:28] The role of human to human in B2B marketing plus the three myths in B2B marketing.
· [7:17] The importance of creating personal connections in B2B and building long-term relationships.
· [12:11] Make the effort to connect with people before you start conducting business.
· [15:48] How human-to-human connections will lead to personal and authentic referrals.
· [17:40] The value of minor connections that might seem insignificant at first.
· [20:31] Don’t forget about human connections even as you embrace digital transformation.
THE Dave Loomis and Kelly's Dad, Steve Miller bring in their third presenter/partner, Kay Miller, to talk about SALES.
Kay is an expert on Uncopyable Sales. As the first woman ever hired for outside sales by Amerock, a division of Anchor Hocking, she built her formidable sales career by emphasizing long-term relationships over one-time deals. Kay was later hired by Walker Exhaust, a division of Tenneco and the largest automotive muffler manufacturer in the world. While there, she was named Walker’s Salesperson of the Year, an accolade that earned her the nickname “Muffler Mama.”
Kay has been a top sales performer ever since and now speaks and consults to help others maximize their sales success using the Uncopyable Sales philosophy.
Kay's first book, Uncopyable Sales Secrets - Make More Sales, Grow Your Netwokr, and Become a Top Earner, will be published in May 2022.
COVID sucks. We all know that.
Without rehashing the bad stuff that happened, your intrepid marketing and branding cognoscenti were still able to help their clients make measurable progress, and in some cases, even succeed beyond anything done pre-COVID.
What was their advice? Listen to episode #7 right now.
What mistakes are you making as a B2B marketer? There are many mistakes that you could be making unknowingly as a B2B marketer, and that could be costing your business largely.
In this episode of the B2B Marketing and Sales podcast, we have Steve Miller and Dave Loomis each share some of the mistakes they believe most B2B marketers are making.
How would you approach competing with yourself if you worked for the competition? For you to understand competition and be able to outdo them, you must first understand your business and what you can do differently.
In this episode of the B2B Marketing and Sales podcast, both Steve Miller and Dave Loomis share their insights on how you should handle the competition as a startup.
- THE Dave Loomis and Not-The-Rockstar Steve Miller interview John Jantsch, author and founder of the best selling book, "Duct Tape Marketing," about his new book titled, "The Ultimate Marketing Machine: 5 Steps to Ridiculously Consistent Growth."
- Did you know that your branding is your promise to the market? How then do you live up to your promise?
In this episode of the B2B Marketing and Sales podcast, Steve Miller and Dave Loomis define branding and how you can make your branding strong.
- What's the difference between B2B and B2C marketing? Are they really different? Do they follow different rules? What are similarities and how can you use them to help your B2B efforts?
- In the first episode of The B2B Marketing & Sales Podcast, Dave & Steve share their respective definitions of marketing and what listeners can expect to gain from future episodes.