Revenue Growth Podcast: Recent Episodes
Darrell Amy
Are you looking for ways to recover revenue and accelerate growth? Welcome to the Revenue Growth Podcast with Darrell Amy, author of Revenue Growth Engine. This is the place for business owners, sales leaders, and marketing professionals to get ideas an inspiration to drive exponential revenue growth. Each week you’ll get actionable insights from the world’s leading marketing and sales thought leaders and practitioners.
What’s the secret to boosting your revenue through AI? Tune in as we dive into this fascinating topic with our guest for the day, Glenn Schmelzle, who carries with him a refreshing wave of optimism. In this intellectually stimulating conversation, Glenn and I navigate through the myriad avenues in which cutting-edge generative AI technologies, demonstrated in ChatGPT, could be harnessed to supercharge your sales and marketing game. Don’t miss this chance to catch a glimpse of how AI can be your ally in revenue growth.
Glenn Schmelzle (pronounced Sh-Melt-Slee) is a multifaceted individual – a marketing maven, devoted husband, enthusiastic hockey dad, and an ardent supporter of local communities. He was a pioneer in recognizing the immense potential of the internet for marketing, and efficiently harnessed it to generate a plethora of leads for his employers. Observing other businesses flounder in lead generation deeply concerned him, and this impelled Glenn to begin sharing his strategies through blogging in 2009. His unwavering conviction in reinvigorating the marketing funnel led him to establish Marketing What’s New agency in 2013, and launch forward-thinking initiatives such as GAFast4ward workshops. Not one to be limited by mediums, Glenn soon began voicing his insights and perspectives under the moniker Funnel Reboot - initially through a Twitter account and subsequently broadening the scope through a podcast. This platform fosters an inclusive dialogue, inviting marketers from all corners to participate and engage.
If you’re leading a sales team and aiming to skyrocket performance, it's time you acquaint yourself with Selling From the Heart. What sets Selling From the Heart apart is its refreshing take on driving sales. It zeroes in on rapidly establishing trust with clients and prospects by embracing authenticity. The upshot? Enhanced prospecting efficiency, elevated closing rates, and a surge in referrals. Learn more at www.sellingfromtheheart.net.
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If you want to grow your revenue you need to grow your network. Our guest today, Drew Sechrist, was one of the first employees at Salesforce. Now, he’s co-founder of Connect the Dots. The ideas he brings to us today will be powerful.
A cold email to Marc Benioff in 1999 landed Drew an account executive job at Salesforce, where he was employee number 36. Drew became the company’s highest-producing seller, then the highest-producing sales manager as Salesforce scaled from zero to more than a billion dollars in revenue.
As a young seller, leaders like Marc Benioff, Jim Steele, and Susan St. Ledger transformed Drew’s career by opening their networks and making warm introductions on Drew’s behalf. With that vision in mind, Drew co-founded Connect The Dots, to make that experience possible for anyone.
If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
Do you want more time, attention, and money from your prospects and clients? You will love this conversation with one of my all-time favorite authors, Joseph Pine, author of The Experience Economy.
Our guest today is Joseph Pine II. He is an internationally acclaimed author, speaker, and management advisor to Fortune 500 companies and entrepreneurial start-ups. He is co-founder of Strategic Horizons LLP, a thinking studio dedicated to helping businesses conceive and design new ways of adding value to their economic offerings.
In 2020 Joseph Pine and James Gilmore released a new edition of one of my all-time favorite business books, The Experience Economy: Competing for Customer Time, Attention, and Money. This book demonstrates how goods and services are no longer enough; what companies must offer today are experiences – memorable events that engage each customer in an inherently personal way. I'm not alone in being a fan of this book. The Experience Economy has been published in fifteen languages and was named one of the 100 best business books of all time by 800ceoread.
Joe is also a contributor to the Harvard Business Review. He co-authored a thought-provoking article in the January 2022 edition, "The New You Business." This article is packed with powerful ideas we will explore in our conversation today.
If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What's excellent about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
Do you need top executive-level talent in your organization but wonder if you have the budget to pull it off? Today’s guest, Ben Wolf, has a very compelling alternative idea to share. Ben helps small- and mid-sized entrepreneurial business owners break through when they're hitting the ceiling. He’s the host of the podcast: Win Win Podcast. He’s also the author of the book, "Fractional Leadership: Landing Executive Talent You Thought Was Out of Reach"
Fractional Leadership shows you step-by-step how to land the experienced, been-there-done-that executive talent you thought was out of reach. If you’re ready to step up your game in marketing, sales, or other executive positions but can’t hire a top-dollar executive full-time, a fractional leader can help you bridge the gap. Today, Ben will talk with us about how to make this happen.
This episode is brought to you by the Breakthrough Sales Leader’s Retreat. If you are a sales leader get ready to breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. I and Larry Levine will be joined by Dave Sanderson and our special guest, Holly Dowling, to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com.
Learn how to turn mundane case studies into compelling case stories. Today’s guest, John Livesay, is known as The Pitch Whisperer. John shows sales teams how to turn mundane case studies into compelling case stories to win more new business. From John’s award-winning career at Conde Nast, he shares the lessons he learned that turn sales teams into revenue rockstars.
John’s new book, The Sale Is in the Tale, is a business fable set in Austin, TX, is about a sales representative whose old ways of selling are not working anymore. The reader accompanies the rep on his journey and learns how to use storytelling and strengthen their soft skills to improve their professional and personal relationships.
In this episode you’ll discover how to tell compelling stories that capture attention, get to the heart, and get results! Get a pen and notepad out for this one as you are about to learn some powerful strategies!
This episode is brought to you by the Breakthrough Sales Leader’s Retreat. If you are a sales leader get ready to breakthrough to the next level of success and fulfillment by creating an authentic sales culture. Get the mindset, skillset, and toolset at the Breakthrough Sales Leaders Retreat, on October 20, 2022. myself and Larry Levine will be joined by Dave Sanderson along with our special guest, Holly Dowling, to create a powerful event. Learn more and register at www.breakthroughsalesretreat.com.
One of the most overlooked sources for revenue growth is winning back lost customers. Get ready to discover smart ways to win back lost customers to find new revenue as Dan Pfister coaches us today.
Dan Pfister, is the founder of WinBack Labs. He believes there's GOLD buried in your lost customers. Winning back lost customers offers a tremendous opportunity to scale revenue at a very low cost. The average customer win-back campaign generates $485K and costs less than $5K to execute.
If you have a sales role or have a sales team at your company make sure they know about the 2022 Trust Building Challenge. From September 12-16 we will be coached by some of the world’s leading experts on how to build trust with prospects and clients. We all can benefit from more trust! To learn more and register go to www.trustbuildingchallenge.com. You can come live each day or get the recordings. That’s www.trustbuildingchallenge.com.
If you are responsible for driving growth in your business but have run out of levers to pull, you are frustrated with dead-in-the-water marketing ideas and have sales that just never seem to get closed, then you are going to enjoy this conversation with Sean M. Doyle.
Sean is the author of Shift: 19 Practical, Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task. He is principal at FitzMartin Inc, a leading consultancy focused on sales marketing and management, sales and marketing technology services, and revenue operations. Over a 25+ year career and more than 5,000 client engagements, Sean has amassed unmatched expertise in helping B2B companies sell more to their most profitable customers.
Today’s episode is brought to you by the Breakthrough Sales Leader’s Retreat coming October 20th to Fort Worth Texas. If you are a sales leader, or you know one, you don’t want to miss this event. I’ll be joined by an incredible team of coaches including Larry Levine and Dave Sanderson. You’ll get the mindset, skillset, and toolset to build an authentic selling culture to grow sales. You’ll leave with a 100-day Breakthrough Plan so you can build your team, develop your culture, and grow your sales. Learn more and register at www.breakthroughsalesretreat.com.
Are you struggling with prospects and clients that are unreceptive to you and your value proposition? You’re in the right place. Our guest, Tom Stanfill, author of the book, Unreceptive, coaches us on how to create receptivity!
Customers’ willingness to work with sellers to evaluate their solutions has declined by 120% in the last three years. The success rate in getting meetings with new prospects is less than 2%. In this environment, Tom believes the only way to guarantee success in sales is to acquire a new mindset and skill set so we can stop selling and start focusing on creating receptivity.
If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
Do you want to become one of the elite sales professionals in the top 1%? You are in the right place! Today’s guest, bestselling author, Anthony Iannarino shares powerful ideas from his latest book, Elite Sales Strategies.
Anthony, is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sales. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results. He’s also the author of the new bestseller, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative.
Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and build Revenue Growth Engines®. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.
We’ve all heard the line that 50% of our marketing is working, we just don’t know which 50%! Our guest today has answers. Mark Stouse is the CEO of Proof Analytics, a marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics that shows marketing and sales true business impact and financial worth. The company's 'Proof Business GPS' guides through the whole marketing lifecycle, and provides a complete picture of a company's marketing efforts. Their solution enables planning, budgeting, and optimization of marketing in all channels.
An award-winning B2B CMO and CCO, Mark is one of the first leaders to connect all types of marketing investment to revenue, margin, and cash flow impact in complex, long-cycle companies. In 2014, he was named Innovator of the Year for his pioneering work by U.S. marketing leaders.
If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
For my marketing friends, do you ever feel overwhelmed? Our guest today knows how to create a lot of marketing impact with a small amount of time.
Sarah Noel Block is the founder of Tiny Marketing. For seven years, she was a marketing team of one for five companies…simultaneously. To pull this off, she built a system that allowed her to expand my bandwidth without expanding my budget. Did it work? Check out these results: She increased organic search traffic by 1,696%, using SEO and content marketing strategy. She achieved an 80% email open rate with a 22% click-through rate for 63% CTA conversion! She also created a 1,702% increase in social media followers. If you want to get results on a tiny budget, you’re going to enjoy this conversation.
Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.
We are in the midst of the biggest migration of human capital in history as key contacts at your client and prospect companies get promoted or change jobs. The way you handle this could create incredible sales opportunities for you, or, it could be a massive threat.
Today you’re going to get to know one of the world’s foremost experts in relationship signal intelligence and social selling, Jamie Shanks, the CEO of both Pipeline Signals and Sales for Life. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your current and target accounts for relationship connections, competitive Intelligence, and compelling events like job changes, allowing companies to buy back their sellers' time so they can focus on selling, not researching. At Sales for Life, Jamie and his team have trained over 250,000 sales and marketing professionals, in dozens of industries.
Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.
Today you’re going to get to know one of the world’s foremost experts in customer service, John DiJulius. You’ll discover how you can succeed in the relationship economy.
John is an authority on world-class customer service. He’s the Chief Revolution Officer of The DiJulius Group, a customer experience consulting firm that helps clients to become the brand their customers cannot live without while making price irrelevant.
John is a keynote speaker, international customer experience consultant, and best-selling author of four books, including The Relationship Economy. John has worked with world-class companies like the Ritz-Carlton, Lexus, Starbucks, Chick-fil-A, as well as our friends at Entrepreneurs Organization and YPO!
Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.
Public relations tactics like press releases can be a powerful way for businesses of all sizes to grow—even ones that have not traditionally thought about PR as a viable strategy. Our guest, Mickie Kennedy is an expert at helping small businesses, authors, and startups increase their visibility and credibility. While working in the public relations field, he came face to face with customers that wanted to use press releases due to their effectiveness at bringing in business, but could not afford to pay the extremely high startup fees that most agencies charged.
Realizing that small businesses desperately need a press release service they can afford, Mickie founded eReleases to give small businesses access to the media and a national newswire – all with a personal touch.
Today Mickie is going to coach us on how we can take advantage of PR strategy to increase our visibility and credibility. We’ll discover how to get regular local media coverage without spending a dime. And you’ll learn how to make your Unique Selling Proposition irresistible to the media!
If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
Today we’re going to talk about selling to an unsellable generation. Right now buyers are more skeptical than ever, quickly putting up walls when they are triggered by sales professionals that don't understand the behavioral science behind effective communication. In today's marketplace, it is critical to rethink the way we communicate so that we can gain attention and build trust.
Our guest, Jeremy Miner, will apply the latest behavioral science concepts to coach us on the way we need to approach selling in today’s skeptical world. Jeremy Miner is the Chairman of 7th Level, a Global Sales Training company that was ranked #1,232 of the fastest-growing companies in the United States by INC magazine. He believes that the single most effective way to sell anything to anyone in 2022, is to be a problem finder and a problem solver, not a product pusher.”
During his 17-year sales career, Jeremy was recognized by the Direct Selling Association as the 45th highest earning producer, out of more than 100 million salespeople - selling anything, worldwide! His earnings as a commission-only salesperson were in the multiple 7-figures, EVERY year.
Jeremy’s unique brand of sales training pioneers the use of behavioral science and human psychology, reflective of his deep studies in the subject from Utah Valley University. Jeremy is the host of the podcast, Closers are Losers, and his new book, The New Model of Selling Selling to an Unsellable Generation is coming out this fall.
Learn more about Jeremy's Group: www.salesrevolution.group/
Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.
How can you accelerate sales revenue in a dynamic and rapidly-changing marketplace? Our guest, Doug C. Brown is a highly acclaimed Sales Revenue Growth Expert and international bestselling author of the book Win-Win Selling: Unlocking Your Power for Profitability by Resolving Objections. In this episode, you'll discover key areas to optimize to grow sales revenue. Doug shares what he looks for in sales teams that are underperforming. He also gives some practical insights that will get you thinking differently about growth in today's marketplace.
He has coached, consulted, and advised thousands of people in business as well as companies including Enterprise-Rent Car, Nationwide, Intuit, Proctor and Gamble, CBS television, and others. During this period, Doug created over 35 companies. Today, his mission is to help companies grow their sales revenue and to have better-performing sales teams.
Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.
Today you’re going to learn about new ways to leverage technology to boost sales productivity while improving client interactions. Right now it's critical that we enable our sales teams to be productive. At the same time, reps need to be able to have consistent interactions with prospects and clients that are both authentic and personalized.
To help us with this, we’re going to talk with Joel Stevenson, CEO of Yesware, a leader in sales productivity software. He’s an expert in helping businesses become more efficient and productive in the way they interact with clients and prospects.
Over the years, Joel has developed a keen understanding of how technology can be used to improve productivity in vastly different environments and business types. From solopreneurs to the banking industry, Joel has valuable tips and advice for all.
In this episode, we refer to this fantastic report: Sales Engagement Data Trends for Sales Managers.
If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
If you want to drive consistent sales results you need sales playbooks. Relevant sales playbooks give your sales team the resources they need to move deals through the pipeline. Today we’re going to talk about creating effective sales playbooks and how to add a marketing twist.
Mark Colgan is an entrepreneur and revenue leader responsible for increasing revenue across a small portfolio of companies where he leverages his 13 years of experience in B2B Sales, Marketing, and Recruitment.
Mark currently splits his time as Co-founder of Speak On Podcasts, mentoring B2B Startups via GrowthMentor and ScaleWise, The Product Onboarders, and coaching 100’s of SDRs through his Outbound Prospecting course via The Sales Impact Academy.
Mark currently lives and works from Lisbon, is addicted to traveling and exploring new cultures and places. You’ll often hear him saying “Por qué no?” (why not?) to anything that sounds fun or gets the heart racing like wing walking, skydiving, and paramotoring.
Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.
Today we’re going to talk about how to create engaging content based on research with over 1 million people. You’re going to get practical ideas to enhance your content and those your engagement with clients and prospects in our conversation with Ben Worthen, founder of Message Lab.
The difference between great content and mediocre content can result in a massive swing between 70% engagement and 15% engagement. In this conversation, we discuss how to create compelling content. You'll go inside the mind of one of a journalist turned marketer to get fresh ideas on how to create content that people actually want to read. At the end of the episode, we unpack a fictional scenario to understand the core components of good content.
Our guest today, Ben Worthen, is CEO of Message Lab, an award-winning agency that combines journalism, data, and design to craft content and create experiences that get real results. Ben developed his storytelling and investigative savvy working as a journalist for 13 years, winning many national awards for news and feature-writing. In 2007, he joined The Wall Street Journal, where he covered the tech industry and wrote more than 50 Page One stories. His current and former clients include Facebook, Google, GoDaddy.
A special thanks to this episode’s sponsor, Selling From the Heart, and the 2022 Authentic Selling Challenge. If you have a sales team and want to get the year off to an incredible start, make sure to enroll yourself and your reps in the 2022 Authentic Selling Challenge. It runs every day from January 17-21 from 12-1 Eastern. We’ll be coached by incredible leaders like Jeffrey and Jennifer Gitomer, Heather Monahan, Carson Heady, Morgan Ingram, and Revenue Growth Podcast alumni Scott Schilling! You don’t want to miss this. To register for free to go www.authenticsellingchallenge.com. If you can’t come live each day, no worries. The sessions will be recorded.
Today we’re going to talk about technology! Specifically, what is in your marketing and sales tech stack. I look forward to introducing you to Dan McGaw author of Build Cool Sh*t: A Blueprint to Creating a Marketing Technology Stack.
Dan is the founder and CEO of McGaw.io, a company that focuses on helping marketers get the most out of their technology stack. He is the founder and CEO of Effin Amazing, a marketing technology and analytics agency, and the creator of UTM.io, a campaign management, and data governance tool. Dan has decades of experience in digital marketing, technology, and analytics.
In this episode, we discuss the importance of aligning your marketing and sales tech stack. Dan shares the two biggest blind spots companies have regarding their tech stack. We also discuss what's ahead for sales and marketing technologies in 2022. You're going to get a lot out of this conversation!
A special thanks to this episode’s sponsor, Selling From the Heart, and the upcoming 2022 Authentic Selling challenge. If you have a sales team and want to get the year off to an incredible start, make sure to enroll yourself and your reps in the 2022 Authentic Selling Challenge. It runs every day from January 17-21 from 12-1 Eastern. We’ll be coached by incredible leaders like Jeffrey and Jennifer Gittomer, Heather Monihan, Carson Heady, Morgan Ingram, and Revenue Growth Podcast alumni Scott Schilling! You don’t want to miss this. To register for free go to www.authenticsellingchallenge.com. If you can’t come live each day, no worries. The sessions will be recorded. Go to www.authenticsellingchallenge.com and get your tickets now!
If you want a fresh perspective on your revenue growth you're going to enjoy today's conversation with Andrew Gershfeld. He's an entrepreneur who turned to be a venture capitalist after selling his company online couponing company to a larger eCommerce group. His main expertise is in consumer internet services, eCommerce, b2b SaaS, and virtualization. As Andrew shares what VC companies are looking for when it comes to growth, you'll get ideas that will help you enhance your strategy for 2022 and beyond.
If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
What trends are shaping inbound marketing in 2022? Our guest today is Ben Sailer. He is a skilled writer and marketer with deep expertise in content strategy, search engine optimization, marketing analytics, project management, and more. He is the Inbound Marketing Director at CoSchedule, a provider of agile software products that help marketing teams get organized and achieve greater results.
In this conversation, we discuss what we learned in 2021. We look ahead to 2022 and talk about how inbound marketing continues to evolve as it grows in importance.
Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.
Do you have a strategy for 2022? Whether you lead a company, lead a sales team, or manage a sales territory, you need a strategy--especially in these turbulent times.
Today you're going to learn about the powerful and practical VOLTE strategy model from my friend, Simon Hares. He’s the Founder and Managing Director at SerialTrainer7. He's developed a wealth of experience having trained thousands of sales professionals and leaders. The VOLTE model is a tool you can use to help set yourself up for success in 2022 and beyond!
Simon is also a curator of knowledge, having read hundreds of books in sales, marketing, and leadership. When you follow him on LinkedIn you’ll get to know Simon’s book garden where he features his favorite books. Just this past year, Revenue Growth Engine made it onto the garden path! Simon is the co-author of The B2B Sales Tips Guidebook, coming out in November.
If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
Our guest today is Grady Gibbs. He’s going to bring a fresh perspective to the Revenue Growth Podcast. He helps healthcare companies engage more doctors. He also helps doctors sell more products and procedures. In his work at Evolve Medical Consulting, he helps medical practices improve patient outcomes while growing revenue. Grady cohosts The Docpreneur Power Hour.
Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.
Let's be honest, most corporate videos are terrible. They all look and sound the same, beginning with predictable scripts like, "In a world where..." All of this becomes white noise as the videos we are so proud of get ignored.
Our guest today believes there is a better way. Guy Bauer is the Founder and Creative Director of Umault, an agency that makes wildly creative B2B video marketing campaigns people actually want to watch. Guy has been making commercial videos for over 20 years and is the author of Death to the Corporate Video: A Modern Approach that Works. He’s going to coach us on how to simplify a complex B2B sales message. We’ll also talk about the biggest mistake that B2B marketers make with video.
Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.
What do you need to let go of to allow you to grow faster? Today guest, Paul Higgins, coaches us through the process of letting to grow.
After a career with legendary companies like Coca-Cola, Paul helped create a tech consultancy which he sold to a Google partner. Today, he helps tech consultants and cloud partners to scale to either exit or have someone run it for them. If you want to scale your business, you’re going to enjoy this conversation with Paul.
We are now Live on Video, so feel free to subscribe to our Revenue Growth Podcast Youtube Channel.
A special thanks to this episode’s sponsor, Selling From the Heart. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
What's the number one killer of successful businesses? Our guest, Len Herstein, believes that success can be deadly in business, leadership, and relationships. He's the author of the book, Be Vigilant!: Strategies to Stop Complacency, Improve Performance, and Safeguard Success. In this conversation, Len talks about how to overcome complacency in business by being vigilant. He gives us practical steps we can take to ensure we sustain our success.
Today’s episode is brought to you by Convergo, a team helping entrepreneurial companies develop and implement revenue growth plans. If you want to accelerate your growth while building processes that allow the growth to be sustainable, you’ll want to meet the team at Convergo. Just go to www.convergo.co to learn how other entrepreneurial companies are growing faster.
How can you accelerate growth while making it predictable? Processes! This week we're joined by Lobsterpreneur and Certified EOS Implementer, Dan Zawacki. He scaled a startup business delivering fresh lobstergrams from $0 to $15 million. He now helps top companies implement the Entrepreneurial Operating System (EOS) to scale with excellence. Dan shares relevant stories from the lobster business, explaining how defining, documenting, and doing sales and marketing processes drive sustainable growth.
A special thanks to this episode’s sponsor, Convergo. If you want to grow your business faster, you need a revenue growth plan. Convergo is a team of sales and marketing coaches that helps entrepreneurial companies create and execute sales and marketing plans to grow faster. To learn more visit www.convergo.co.
We’ve got a great episode lined up for today with my friend, Ethan Beute. He’s the author of Rehumanize Your Business and the new book that was just released yesterday, Human-Centered Communication, A Business Case Against Digital Pollution.
Ethan is the Chief Evangelist a BombBomb, one of my favorite communication tools. He is passionate about helping people communicate, connect, and convert in a more personal and human way. He wakes up every day excited to make things and to make things more effective.
We talk about the incredible danger of digital pollution. We explore the damage that this pollution causes to companies, brands, and sales professionals. Then we discuss how the principles of human-centered design can be used to make our marketing and sales communication much more effective while being less destructive.
Get access to the Human-Centered Communication book and resources at www.bombbomb.com/book.
A special thanks to this episode’s sponsor, Selling From the Heart. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
Are you struggling to differentiate from your competition? Do you find it challenging to hold margins? Maybe the key is telling your story more effectively. That's what today's guest, Marc Gutman believes. He's the host of the Baby Got Backstory podcast and the founder of Wildstory, a brand strategy studio for companies that want to outmaneuver their competition. Starting his career in screenwriting with Academy Award-winning director Oliver Stone, Marc now helps companies drive results by blending storytelling, psychology, and design to help brands outmaneuver their competition.
In this episode, we discuss how the story creates a competitive advantage. Marc shares practical ways you can use your story. He also provides some tools on his website: www.wildstory.com.
Make sure to register for the 2021 Trust Building Challenge: www.2021trustchallenge.com.
A special thanks to this episode’s sponsor, Selling From the Heart. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
Frustrated with your sales and marketing technologies? Get clarity, ideas, and encouragement from today's guest, Kevin Snow. In his work helping multiple companies optimize their sales and marketing technology, Kevin knows what works and what doesn't. We discuss the best practices he's seeing for companies that are growing. We also introduce two ideas that are critical for success. The conversation ends with a peek into the future of sales and marketing tech.
Kevin Snow is the Founder/CEO of Time On Target, an army veteran, an entrepreneur, a sales expert, and a serious technology geek. His expertise is helping businesses take their sales and marketing automation processes to a higher level. His knowledge, skills, and understanding of communication and technology are getting real results for the businesses he works with. Kevin knows how to integrate digital technology with your sales process in an authentic, professional way. He’ll show you what you’ve been missing in terms of ensuring an effective system of outreach, and trust-building.
Make sure to register for the 2021 Trust Building Challenge: www.2021trustchallenge.com.
A special thanks to this episode’s sponsor, Selling From the Heart. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to drive sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
Need more results from your website? Today's Guest, Michael "Buzz" Buzinski, shares the rule of 26. This simple three-part strategy has helped companies quickly increase the effectiveness of their websites by 100%.
Michael Buzinski, CEO of Buzzworthy Integrated Marketing, is a life-long entrepreneur, digital marketing thought leader and author. Dubbed a “visionary marketer” by the American Marketing Association, Michael’s sole mission is to help entrepreneurs avoid the time drain and frustration of managing profitable digital marketing campaigns.
In this episode, Buzz makes a special offer. Purchase a Kindle digital copy of The 26 Rules book and email him a snapshot of your order. When you do, he'll mail you a signed paper copy of the book! His email is buzz@buzzworthy.biz.
Make sure to register for the 2021 Trust Building Challenge: www.2021trustchallenge.com.
A special thanks to this episode’s sponsor, Convergo. If you want to grow your business faster, you need a revenue growth plan. Convergo is a team of sales and marketing coaches that helps entrepreneurial companies create and execute sales and marketing plans to grow faster. To learn more visit www.convergo.co.
If you want to grow your business, grow your network. Whether you are a sales professional, marketing leader, or business owner, you’re going to appreciate the perspective of our guest today, Scott Schilling. You'll learn how to leverage the power of your network and the heart of service to explode your results.
A master networker, Scott helps others grow their businesses, increase their bottom line and ultimately live a far more fulfilled life. Scott is a keynote speaker, world-class trainer, and incredible coach. He’s the author of multiple sales books including his latest, THAT SUCKS WHAT NOW?: Real-World Solutions for Getting Through What You're Going Through.
A special thanks to this episode’s sponsor, Selling From the Heart. If you have a sales team and you want to boost results, you need to get to know Selling From the Heart. What’s great about Selling From the Heart is how it takes a different approach to driving sales. The goal is to build trust quickly with clients and prospects through authenticity. The result is more effective prospecting, higher close rates, and more referrals. Best of all, the Selling From the Heart methodology works with your existing sales model. To learn more, visit www.sellingfromtheheart.net and make sure to listen to me and my co-host Larry Levine each week on the Selling From the Heart Podcast!
When it comes to revenue growth, we like to talk about sales tactics and marketing strategies. However, all the strategies and tactics in the world will be ineffective if there is a low level of leadership. Today we're joined by Jeremie Kubicek, founder of GiANT Worldwide and author of 5 Voices: How to Communicate Effectively with Everyone You Lead and The 100X Leader: How to Become Someone Worth Following. We discuss the importance of leadership when it comes to driving growth. For those who are struggling to get their teams to buy into the growth mindset, Jeremie shares strategies to bring them along. We also discuss how to create a culture of growth.
In the episode, Jeremie shares some powerful resources which you can access here: giantcoach.com/revenuegrowth
A special thanks to this episode’s sponsor, Convergo. If you want to grow your business faster, you need a revenue growth plan. Convergo is a team of sales and marketing coaches that helps entrepreneurial companies create and execute sales and marketing plans to grow faster.
To learn more visit www.convergo.co.
What if you could make sure your sales reps are talking with prospects about relevant topics? Today’s guest shares how artificial intelligence is changing the game of sales by making conversations more relevant. Harry Hardman is the Senior Vice President of Sales at Sales Talk Technologies, a company that helps sellers maximize their effectiveness through conversational intelligence and sales effectiveness. He’ll share how artificial intelligence empowers sales development reps to say the right thing to the right prospects. We’ll explore the power of AI to make salespeople and marketing teams more efficient and effective. Today’s topic is at the front lines of innovation and revenue growth.
If you run your business with the Entrepreneur’s Operating System presented in the book, Traction, you are going to enjoy this conversation with an integrator. Even if you don’t use EOS, you’ll appreciate our guest’s perspective on how to make revenue growth consistent and predictable. Our guest for this episode is Bill Poole. He is my business partner at Convergo, a team that helps entrepreneurial companies develop and execute plans to accelerate revenue growth. Bill and I run our business using the Entrepreneurial Operating System outlined in the book, Traction by Gino Wickman. In this model, our business has two core leadership positions: visionary and integrator. As the visionary, I’m looking toward the future, developing new business models, and building alliances. As the integrator, Bill is less concerned about the future and more aware of what’s happening today. His role is critical for execution. Today, Bill is going to share how he thinks about revenue growth from the perspective of an integrator. Whether or not you use the EOS system to run your business, I think you’re going to get a lot from this conversation.
With many economies reopening, sales and marketing professionals need to strategically adjust their approach. Today's guests, Larry Levine and Nigel Green believe that companies need to consider their approach rather than going back to what they did before the pandemic. You'll enjoy this provocative discussion recording on-site at the Outbound Conference.
How do you align sales and marketing? You need a framework! Today I share how the Revenue Growth Engine Framework can help you get sales and marketing aligned to drive results. Companies that want to create sustainable revenue growth need to align marketing and sales. How do you do this? Today, I’ll share how the Revenue Growth Engine can be applied as a framework to align sales and marketing. We’ll be joining a session I shared at the recent Sales and Marketing Alignment Challenge. You’ll discover practical ways to get sales and marketing working together to drive net-new business and cross-sell more to ideal clients. To follow along, you may want to download the Revenue Growth Engine model. Just text the word revenue to 21000 to get a printable copy along with other resources.
How do you successfully launch into five new international markets during a pandemic? What if the key is building a community? How could this apply to you and your business? Today we’re going to hear from Forbes 30 under 30 in Russia winner, Dasha Kroshkina. She shares how she is starting and scaling businesses using community. Dasha believes that the way to launch and scale a business is through creating community. She shares how she built communities to launch StudyFree in five international markets during the pandemic. You’ll learn why she believes that the community IS the product. You’ll also discover best practices for launching and scaling a community.
In order to drive revenue sales reps need to quickly build credibility with prospects and clients. Today’s guest, C. Lee Smith coaches us on strategies to build credibility to maximize sales. Lee is the author of SalesCred: How Buyers Qualify Sellers. You’ll get a window into what buyers are thinking and how you can position yourself to succeed. Lee offers great of actionable strategies that you can use. So, grab a pen and a notepad and get ready to learn from Lee after a word from our partners.
Strategy is useless without execution. Today’s guest, Simon Severino, believes that companies can get more done and drive more revenue by looking at business in 90-day sprints. Get ready to be inspired and challenged as Simon shares his strategy sprint methodology. He believes that companies should look at their revenue operations as a series of 90-day sprints. He’ll share how he advises companies to execute over 90 days with 12 weekly sprints and 3 core metrics. You’ll learn about the daily, weekly, and monthly habits that drive success.
I'm becoming more and more convinced that one of the most powerful ways to drive revenue is by strategically improving your customer experience. Today we talk with one of my favorite thought leaders, Carla Johnson. She’s the author of Experiences, The 7th Era of Marketing, a playbook for creating a meaningful client experience. She’s also the author of a new book coming out in June, Re:Think Innovation: How the World’s Most Prolific Innovators Come Up with Great Ideas that Deliver Extraordinary Outcomes. This conversation brings a fresh perspective to how we can think about client experience as a driver of growth. You’ll learn how you can differentiate, add value, and drive revenue by improving the customer experience. We discuss the power of stories as components of the experience. We’ll also explore the power of innovation to create value.
Whether you are in sales, marketing, or run a business, you need momentum. Today’s guest, Mark Schaefer, author of Cumulative Advantage, shares proven strategies for building momentum for your business against all odds. How do we build momentum as we emerge from the challenges of the pandemic? Few people are better positioned to answer this question than Mark Schaefer, author of Cumulative Advantage and The Marketing Rebellion. In this excerpt from his session at the Sales & Marketing Alignment Challenge, Mark shares how we can create momentum for your business. You’ll learn about the power of the seam, how to recognize opportunities and how to capitalize on them.
Jeb Blount has been at the epicenter of sales and marketing alignment. Today he shares his perspective on how sales and marketing teams can work together to drive revenue growth. To maximize revenue growth we need to ensure our sales and marketing processes are aligned. Today, you’re going to hear an excerpt from a session with Jeb Blount, author of Fanatical Prospecting, Virtual Selling, and many other great sales books. Jeb shares stories and insights from his experiences working as the sales liaison in the marketing department for a large company. He also brings insight from the companies he now serves as the founder of Sales Gravy. This is an interesting and provocative conversation packed with challenging ideas. A special shout out today to the Outbound Conference. I’ll be speaking at this powerhouse event in June along with Jeb Blount, Mark Hunter, Meridith Elliott Powell, Mike Weinberg, Larry Levine, and many more thought leaders. You can get $100 off your ticket when you use the code alignment 100 at www.outboundconference.com.
Sales and marketing technologies must be aligned to optimize revenue growth. Today you’re going to get a practical plan to help you align your technologies from Darryl Praill, CRO for VanillaSoft. With both a sales and marketing background, he brings rich insight into how to align technology to drive revenue. In this session, Darryl shares a list of tech categories around which you can align. His take on this may be different than you expect. I think you’re going to want to grab a pen and notepad for this.
We live in an experience economy where the company with the best experience enjoys tremendous competitive advantage. How can you turn your customer experience into competitive advantage? Jon Langford coaches us on the the critical components of an incredible customer experience. One of the most important areas of sales and marketing alignment is around customer experience. This can be a powerful source of competitive advantage if your experience is amazing. The opposite can be true as well. Today we’re going to enjoy Jon Langford’s session on Customer Experience at the 2021 Sales & Marketing Alignment Challenge. In his previous role as a Disney Institute instructor, Jon helped organizations discover how to create memorable experiences. Today, Jon helps businesses and nonprofits enhance their client experience to maximize results. He’ll coach us on how top companies create memorable experiences by making them consistent, personable, and memorable. We’ll learn about how we can turn mundane moments into incredible opportunities.
Does your company message resonate with your ideal clients and prospects? Are marketing and sales saying the same thing or are they confusing the market? And how can get aligned? Today, we’re coached by Jim Karrh, author of The Science of Customer Connections on how to align our message. Jim is the co-host of the 2021 Sales and Marketing Alignment Challenge. He’s also the author of The Science of Customer Connections: Manage Your Message, Grow Your Business. Jim will coach us the the three areas we need to consider to make sure our message is effective and aligned.
As the market continues to shift, the needs of your ideal customers are shifting as well. Who are your ideal prospects and customers? What do they want? Today’s guest, Mark Hunter coaches us on how to develop an ideal customer profile. Today we're going to feature Mark’s session from the 2021 Sales & Marketing Alignment Challenge on the topic of Ideal Customer Profiles. Defining your ideal customer is a great activity for sales and marketing to discuss for alignment. With the changes during the pandemic, your ideal customer may have changed. There is also a good chance that their needs have changed as well. Marketing and sales can work together to define the ideal customer profile and determine the needs. This forms a foundation for the right prospects and the right message. Mark gives us a comprehensive list of questions we can explore together to define our ideal client. This session is practical and will help you get clarity! Learn more about the Sales & Marketing Alignment INTENSIVE, six guided sessions to help you achieve tighter sales & marketing alignment!
How do you set your business up to thrive in uncertain times? You need a flexible strategy. Today we’re joined by one of my favorite business strategists, Meridith Elliott Powell. She’ll share some strategy tools that will help you align marketing and sales so you can win in today’s changing world. Sales and marketing need to be aligned around a common strategy. But how do you set a strategy in such a dynamic marketplace where the future feels very unpredictable. Today we’re going to hear Meridith Elliott Powell’s session on strategy from the 2021 Sales & Marketing Alignment Challenge. Meridith is a business growth, sales, and leadership expert. Drawing on the habits of companies that have survived and thrived over the past 100 years, she shares strategic lessons that are powerful guides for us today. In this session, she gives us two very practical tools that we can use to align our strategy. These are tools that sales and marketing can use to course-correct over time, identify opportunities, and maximize results. Get the Entire Set of Recordings from the 2021 Sales and Marketing Alignment Challenge
What’s happening when it comes to the critical areas of sales and marketing alignment? In today’s episode, Douglas Burdett and Kathleen Booth share fresh insights on what’s working—and what needs to change. We’re just wrapped up the 2021 Sales and Marketing Alignment Challenge! If you missed it, no worries. You can catch all of the recordings at www.2021alignmentchallenge.com or text the word alignment to 21000. Today we’re going to hear a segment from the 2021 Sales & Marketing Alignment Challenge. You’ll meet two experts with fresh and relevant insights as to what’s working and what’s not working when it comes to sales and marketing alignment. Douglas Burdett is the host of The Marketing Book Podcast where he has interviewed over 300 authors. He also is the founder of Artillery, helping manufacturers with complex sales grow revenue. This gives him on-the-ground experience at the intersection of sales and marketing. Our second guest is Kathleen Booth. She is the host of the Inbound Success Podcast where she takes a deep dive into all topics related to inbound marketing and selling. She also serves as the VP of Marketing at clean.io, giving her fresh perspectives on what’s happening in the world. You’ll also meet the co-host of the 2021 Sales & Marketing Alignment Challenge, Jim Karrh. You’ll remember him from a previous episode of The Revenue Growth Podcast. Jim is the author of The Science of Customer Connections. In this conversation, we talk about the current state of marketing and sales alignment. We explore best practices. We also talk about what’s broken.
One of the best ways to create differentiation that drives revenue is by building a remarkable customer experience. When you look at the resume of today’s guest, Jon Langford. you’ll find he has worked with many organizations, including the Disney Institute. Jon will coach us on three ways to build a powerful customer experience. Last week we spoke with Joey Coleman, author of Never Lose a Customer Again. Today we’re going to continue the conversation about customer experience with our guest Jon Langford. He believes that customer experience is the key way to create differentiation that drives revenue. Jon’s resume includes working with Disney and the Disney Institute. He’s also helped both for-profit and nonprofit organizations improve their customer experience. In this conversation, you’ll learn about the three core elements of creating a customer experience that drives revenue. You’ll be challenged to take action to create a remarkable customer experience in your organization.
Depending on the industry you serve, research shows that between 20 and 70 percent of new customers decide to cancel their agreements during the first 100 days of the relationship! How do we fix this? Our guest today, Joey Coleman, shares how companies are creating remarkable customer experiences to not only reduce cancellations but also drive revenue growth. Joey Coleman is the author of what has become one of my all-time favorite business books, How To Never Lose a Customer. In this episode, you’ll discover why customer experience may be the best place to create competitive differentiation. You’ll learn about the critical importance of the first 100 days when you land a new customer. And you’ll find out how other companies are creating remarkable customer experiences that not only improve retention but also drive more revenue. Make sure to join the 2021 Sales & Marketing Alignment Challenge.
The core technology supporting sales and marketing is CRM. What are the current trends in CRM? What should you be thinking as you plan your CRM strategy? What’s next and what do you need to know? There’s nobody better to answer this question that the pioneer of CRM software himself, Jon Ferrara. He co-founded Goldmine CRM over 30 years ago. Today, he continues to innovate as the founder and CEO of Nimble. In this discussion you’ll hear about what’s new in the CRM space. We’ll talk about the core purpose of CRM and how many organizations have gotten distracted from this core purpose. We’ll also explore how critical it is to ensure that there is a single point of truth that shares customer information across marketing, sales and operations. Join the 2021 Sales & Marketing Alignment Challenge
Revenue Marketing is a hot topic in organizations that depend on marketing to play a critical role in driving results. Today we’re joined by Mark Emond to explore the current trends in revenue marketing and how they can impact your success. Mark's team just completed the 2021 Revenue Marketing B2B Benchmark Report. What they learned is fascinating. Whether you work in sales or marketing, you’re going to find this conversation interesting. The findings of this research are very compelling, challenging us to think about how marketing and sales need to work together to drive the end goal: increased revenue.
As we move into 2021, a make or break year for many businesses, it’s critical that sales and marketing work together to drive revenue results. Today, we’re joined by Jim Karrh for a powerful discussion of ways sales and marketing can align their efforts. Jim is the author of The Science of Customer Connections, is passionate about helping companies align their sales and marketing efforts. He’s also the co-host of the 2021 Sales & Marketing Alignment Challenge. In our conversation today we’ll discuss six key points of sales and marketing alignment. Learn more about the 2021 Sales & Marketing Alignment Challenge.
If you are looking for ways to accelerate your growth, you’re in the right place. Today, Mark Thompson, Co-founder of PayKickstart shares eight practical ways companies can accelerate growth. 2021 is a make or break year for many businesses. Right now we need to optimize every aspect of our sales and marketing strategies. Our guest today, Mark Thompson, brings us powerful ideas to accelerate growth by maximizing revenue per client. As an avid entrepreneur and the co-founder of PayKickstart, Mark continually looks for ways to help companies optimize their revenue potential. No matter what industry you come from, you’re going to find some practical growth ideas in this conversation. From up-selling and cross-selling to jump starting deals stuck in the funnel and reactivating former clients, this conversation is packed with practical strategies that will get you thinking about new ways to maximize your revenue per client. To go along with this episode, check out the special report: 8 Ways to Instantly Increase Customer Lifetime Value.
Do you have deals stuck in your sales funnel? Are you struggling to open doors inside your target accounts. You’re going to enjoy our conversation today with Kristina Jaramillo about the personalized approach to Account Based Marketing. Kristina is the President of PersonalABM.com. She shares with us what do to with accounts that get stuck in the funnel and don’t close. We’ll take about how sales and marketing can help prospects break free of the status quo. She’ll also share some real-world success stories of how a personalized ABM approach is helping companies win. We’ll also explore the power of social networks inside ABM.
With 65% of sales professionals saying they are planning to look for a new job this year, it’s time to think about our recruiting and sales management processes. As we emerge from the challenges of 2020 it is critical that organizations hit their goals in 2021. Much of this depends on having a winning sales team. Today, we’ve invited Mark Perlo to the podcast. He helps companies transform their sales teams to hit their revenue goals. Mark will share recent statistics that show that almost half of sales people plan to look for a job in the next few months. This means that companies have an opportunity to find and onboard new talent. They also need to protect their A-players. We’ll talk about how to recruit top performers. We’ll also explore the fundamentals of crafting a 90-day onboarding experience that not only helps your new reps but also reinforces and improves your existing reps.
Revenue Operations is a term that we hear more and more often these days. What is Rev Ops and how could you think about it in the context of your business? Whether this is a new term for you or you have a Rev Ops role at your company, I think you’re going to enjoy my conversation with Patrick Thorp, Head of Delivery for Sales for Startups. He helps startup companies create and execute strategies to scale. Together, we discuss ways that companies can align marketing, sales, and customer success to drive revenue growth. We explore the role of Rev Ops and who would be a good fit for this position.
Many people have forecast the rise of artificial intelligence in sales. Today we hear from an innovator who has developed a way to use artificial intelligence to customize messaging based on the psychological profiles of individual prospects. Our guest, Anne Cheng is the founder at Supercharge Lab where they are using artificial intelligence in some very creative and powerful ways to drive sales. Anne began wondering if artificial intelligence could be used to solve the problem. She came up with a strategy to scans the internet for a prospect’s online voice. Then her team created a profiling engine that matches prospects with customized messages that are targeted at the individual prospect’s personality. This increases the likelihood of responding from less than 2% to more than 25%! This is a fascinating conversation that will give you a window into the rapidly evolving world of artificial intelligence related to revenue growth.
2020 has been a year like none other. Today we take a tour of reflection through some of the best conversations on the Revenue Growth Podcast. You’ll hear from J.J. Peterson, Matt Dixon, Chris Gingrasso, and Meridith Elliott-Powell and more as we reflect on the lessons from this past year.
Do you want your revenue growth to be more predictable? You are in the right place. Today Marylou Tyler, author of Predictable Prospecting and co-author of Predictable Revenue joins us to share ideas on how to drive growth in the new year. You’ll hear her fresh take on Ideal Customer Profiles. We’ll also explore the importance of being very intentional about our messaging, especially was we head into a “new normal” where the outcomes buyers want may shift. Plus, you’ll get to hear about Marylou’s interesting journey from beginning as an engineer, helping set up some of the world’s largest call centers to the cutting edge work she does today.
RG Podcast Reuben Dreidger 2021 is a make or break year for most businesses. We need to have clarity on what aspects of our marketing and sales are timeless principles and what are current practices that can and maybe should be changed. Today you will get coached by Reuben Dreidger as we set ourselves up for success in the new year. Just as we need to optimize our revenue growth engines, we also need to optimize our teams. Reuben is the founder of Coaches Creating Impact. He is a catalyst for coaching inside organizations across North America. Coaches bring an outside perspective, helping you differentiate between what are timeless principles and current practices. We discuss how we can get clarity on what can change and what shouldn’t as we move into this important new year.
Data privacy is a new field with limited information and a massive impact. As business owners, marketers, and sales professionals, we need to understand how data privacy trends impact our businesses. Today, I’ve invited Dean Shapero, a data privacy expert, to share the how data privacy regulations are changing and how we need to prepare. Dean is the founder of Invisit.io, an organization that helps companies navigate the minefield of changing data privacy regulations. You’ll learn about the latest data privacy trends related to marketing, including a change that Facebook made just recently that signals future potential changes in regulations that could impact your business. We’ll talk about trends and how you can prepare. This may not be the most fun topic we address this year. However, it might be the most important. Resources Need a fresh perspective on how to set revenue goals for 2021? Webclass: How To Set Revenue Growth Goals in an Uncertain Market
An increasing number of companies are adding the Chief Revenue Officer position to align marketing and sales with the goal of driving revenue growth. Today, Daryl Praill talks about his experience as a CRO and what it takes to be successful in this position. Daryl recently transitioned to the CRO position at Vanilla Soft. In this conversation he shares what he’s learned in this transition. We talk about how to develop your career to succeed in a CRO position. We also explore what’s changed and how you can set yourself up for growth in the new year. Daryl Praill is pure dynamite and you’re going to get a lot out of this conversation. Special Announcement: How To Set Revenue Growth Goals In An Uncertain Market As we’re releasing this podcast, it is the first week of December. Most companies are setting revenue goals for the new year. Many companies set growth goals based on the trend of the previous few years. However, for most companies who experienced declines in 2020, the revenue trend is not your friend. So how do you set goals in this uncertain environment? Next Wednesday, I’ll be leading a live class on How To Set Revenue Growth Goals In and Uncertain Market. Join me live on Wednesday December 9 or catch the recording after the fact. You can find the link at the top of our page at https://www.revenuegrowthengine.net/webclass-goals.
We’ve got to get it done in 2021. This will be a make or break year for many businesses. Today, Seth Greene shares strategies to accelerate growth in the new year. As the CEO of Market Domination, LLC, he helps professional services companies generate new clients. Seth shares how LinkedIn offers new levels of potential for companies that sell in the B2B space. We’ll talk about the power of direct mail. And, we’ll share a model for using podcasts to grow.
Have you felt the pressure of uncertainty in your business, the economy, and the world at large. What if uncertainty could actually be turned into competitive advantage? Today Meridith Elliott Powell will coach us on how to thrive in uncertainty. By the end of today’s episode, I think you’ll be convinced that you can thrive in uncertainty. Meridith is a certified strategist that helps leaders and business owners decrease their stress and increase their results by working smarter in today's economy. Meridith is the author of several great books, including the new book coming out in January, Thrive, Turning Uncertainty Into Competitive Advantage. She’ll challenge you to redefine your vision in the midst of the changes around us. She recommends a cadence that will help you identify and capitalize on changes in your industry and marketplace. You’ll learn all of this and more. I also would like to give a special shout out to Douglas Burdette, host of the acclaimed Marketing Book Podcast. We had a great discussion on growth strategy. He’s a fantastic interviewer. If you want ideas to grow, look for my conversation with Douglas on the Marketing Book Podcast.
If you want to drive revenue growth, you need effective sales leadership. What should sales leaders be focusing on in this uncertain environment to keep deals flowing through the pipeline? In today’s episode, sales management expert, Kevin Davis shares powerful ideas on how sales leaders can accelerate results. He is the founder of TopLine Leadership and the author of The Sales Manager’s Guide To Greatness. He is also the creator of the new Online Sales Management Training Course. Kevin shares the core areas the need to be top-of-mind for sales leaders. We’ll explore what part of the pipeline that sales managers should be focused on. We’ll also explore the concept of a sales forecast vs. a buying forecast. He’ll talk about the area of the buying cycle that managers should coach towards.
If you want to grow revenue you need to build trust with your prospects and clients. How do you do this in a post-trust world where buyers are highly skeptical? James Jacobi shares powerful ideas that will help you grow. Today’s guest, James Jacobi, helps small to mid-market companies with coaching for their executives and Sales Leaders, and assist them to build and lead a digital business model that can grow and scale. James is the author of Radical Integrity, 7 Breakthrough Strategies for Transforming Your Business, Sales, and Life. In a marketplace where buyers have a low level of trust with companies and sales reps, James challenges us to make sure our message is both authentic and relevant. He unpacks what it means to have radical integrity in today’s marketplace. He shares a powerful idea on to work with your ideal clients to develop a strategy to get attention with your prospects. You’re going to get a lot out of this conversation so grab a pen and a notepad and get ready to learn from James after a word from our sponsors.
Need to get attention with prospects or to build an amazing experience for your clients? On today’s episode you’ll discover a strategy that smart companies use to get amazing open rates. Today, I’m excited to introduce you to Nick Runyon, fellow Forbes contributor and the CMO at PFL.com. Nick is an accomplished executive with 20 years of experience in developing and implementing marketing strategies that drive fast and scalable growth. As CMO of PFL, he is responsible for guiding global brand strategy and awareness as the company continues to pioneer and lead the new Tactile Marketing Automation category. How do you generate amazing open rates on a campaign? Nick shares real world stories about how companies are using dimensional mail to get through to prospects. You’ll hear about ways that tech companies get through the clutter with creative direct mail tactics. If you sell to companies with buying teams , you’ll learn how to deliver a message to the buying team so it’s not corrupted in translation as it passes through the organization. You’ll also discover several interesting use cases for dimensional mail.
Text messaging is a powerful communication channel with 98% of messages being opened and read within 10 minutes. SMS expert, Matt Baglia joins us today to talk about how businesses can use SMS to grow revenue. Matt is the CEO at SlickText.com where he leads a team whose Mission is to connect the world through text messaging. He’s been deeply involved in SMS and text messaging strategies in both the business to consumer and the business to business space. All of us can think about how our local coffee shop or restaurant uses text messaging. Today we discuss how text could be used in the B2B environment. Matt shares some use cases. We’ll discuss when to click send, and when to not. You’ll learn how to set proper expectations with those who opt in. We also explore how text can be used in a sales context.
Digital processes are critical for productive sales forces in today’s environment. How do you streamline your processes? Today we'll explore some powerful ideas that will help you sell more effectively. When it comes to questions about process automation and CRM, I can’t think of anyone better to learn from than today’s guest, John Golden. He’s the Chief Strategy and Marketing Officer of Pipeliner CRM. He’s also the host of the Sales Pop podcast. Earlier in 2020 when sales forces scattered to home offices, sales teams that had already thought through their processes and automated them were set up to succeed in the new environment. Other companies that had not invested the time to digitize their process felt the pain of trying to accomplish things in a distributed environment. Whether your team is just beginning the work of digitizing or if you were an early adopter of sales process automation, you’ll appreciate John’s perspective on what needs to be done to streamline your sales operations. You’ll learn why some companies are paralyzed by making sales technology decisions and what to do about it. Check out the new Revenue Growth LIVE show, Tuesdays and Thursdays at 12:00 p.m. Eastern | 9:00 a.m. Pacific. Facebook click Join! YouTube click Subscribe!
In today’s world of virtual meetings, text messages, and cold, impersonal emails, how do we bring the human factor back into our client and prospect relationships. Our guest today, Stephen Pacinelli, is the co-author of Rehumanize Your Business and I think you’re going to love what he has to share. Stephen is the Chief Marketing Officer at BombBomb where he is an advocate for helping businesses integrate one-to-one videos into every aspect of their organization. You will learn about practical ways companies are using asynchronous video to improve their client experience, something that is core to the revenue growth engine. This conversation is packed with practical ideas.
Are you ready to grow like a pro? Get ready to learn from someone who has taken not one, but two companies into the Inc 500. Our guest, Andy Goldstrom, knows what it takes to drive growth. Andy is business strategist and growth expert who helps business leaders focus on the right pursuits with the right tools and methodologies to scale their businesses and grow rapidly. He’s the managing partner of Midcourse Advisors. He teaches in the Entrepreneurship and Innovation Institute at Georgia Tech. And, he’s the author of Grow Like a Pro, Lessons from a 2X Inc. 500 Executive. In this episode we explore what it takes to grow in this challenging and fluid environment. You’ll want to pay close attention as Andy highlights the pitfalls and mistakes that companies often make during times like this. We talk about what’s working. We also explore why owners should prepare their company for an exit—even if you’re not planning on selling.
Want more results from your digital marketing? Our guest, Ryan Mason knows what it takes to create success. Today, we are going to talk about what’s working in digital marketing. Ryan Mason, knows digital marketing. He was recently named by Yahoo as one of the Top 12 Entrepreneurs to Watch in 2020, is the savvy Founder & CEO behind Luxe Brand, Americas leading luxury shoelace provider, of which has been featured on Good Morning America, NFL Network, Foot Locker stores, and on over 30 athletes and celebrities; and BizBuzz, providing integrated marketing automation software and services for over 250 small and medium-sized businesses. In each of these roles, Ryan is known as a disruptive force with an eye for setting new standards of excellence, and he never shies away from the opportunity to tackle new and interesting challenges. Ryan believes that people, process, and platform are the key elements to building a powerful business and he's here to share the benefits of that approach with others. Today you’re going to get practical ideas to for your marketing playbook. You’ll also discover the the top blind spots most companies have when it comes to their marketing.
Do you need to reignite your sales team? You are in the right place! Today you’re going to hear from sales development leader and legend Joe Pici . You will leave challenged and inspired to focus your efforts on the critical aspects your sales team needs to execute. Today we are going to get focused on action! My friend Joe Pici is laser focused on helping companies recover revenue by booking more appointments and closing more deals. It’s no wonder Joe was recognized in 2020 as the leader of the world’s best sales development program. When you meet him in a few minutes you’re going to understand why. Joe is going to discuss the importance of discovering your smoking hot fastball and throwing it over and over again. We’ll talk about focusing your message and then executing consistently.
Are you happy with the results you are getting from sales training? This week’s guest, best-selling author and my good friend Larry Levine, suggests that it might be time to rethink your sales development strategy. Larry is the international best-selling author of Selling From the Heart: How Your Authentic Self Sells You. Larry is also my co-host on the Selling From the Heart Podcast. Having coached and training high performance sales professionals and sales leaders inside both the Fortune 500 enterprise space and local businesses, Larry has a rich perspective on what’s working and what isn’t when it comes to developing sales reps. In our discussion today, we talk about how the limited results from traditional approaches to sales training have led to some companies not even investing in their sales team. We explore the drawbacks of the latest trend toward video training. Then, Larry offers a third alternative that is helping companies get results. The new approach he suggests is already working for some companies and may make sense as a template for companies that need to develop their sales teams in this challenging sales environment.
When it comes to revenue growth, good intentions won’t get you anywhere. What you need is consistent action. Put another way, you need great habits. Alex Goldfayn is all about helping companies develop habits that lead to growth. As the author of The Revenue Growth Habit and the hot new release, 5-Minute Selling, Alex believes that sales and marketing people succeed by implementing good habits? What are the good habits? We’ll talk about them in this episode. You’re about to get a lot of great ideas so grab a notepad and pen and we’ll hear from Alex after this announcement from our sponsors.
Do you feel stuck when it comes to revenue growth? Today’s guest, Craig Lemasters, is here to help us get back on the road to growth. He’s the author of the soon-to-be-released book, Unstuck, How To Unlock and Activate the Wisdom of Others. In our conversation, he shares practical advice about how you can get your sales moving forward. Craig comes from the c-suite. As the CEO of a publicly traded company, he led a 100 year old organization through the process of digital transformation. Best of all, Craig’s passion is sales and marketing. As Craig says in the podcast, the product of experience and knowledge is wisdom. That’s exactly what you’re going to get today. We’re going to experience some wisdom from his new book, Unstuck, How To Unlock and Activate the Wisdom of Others. I know you’re going to find these ideas both inspirational and practical. So, grab a notepad and we’ll get to know Craig after a brief word from our sponsors.
Virtual selling is a new reality for most sales teams. So w hat’s working and what’s not working in virtual sales? David Shaby of the RAIN Group joins us to talk about the research they have done with buyers and sellers related to virtual selling. Dave is the author of the new book, Virtual Selling, How to Build Relationships, Differentiate, and Win Sales Remotely. At the onset of the COVID Crisis, Dave and his team got to work surveying over 500 buyers about virtual selling. What they learned is fascinating. In this conversation we’ll discuss the biggest gaps in virtual selling and what smart organizations are doing to close the gaps. We’ll also learn about what works well.
Have you ever driven a car that is out of alignment? One wheel pulls to the left while the other shimmies to the right. It’s hard to stay on the road and it’s certainly hard to accelerate. Today, we’re joined by author and coach, Chris Gingrasso. We’re going to explore a powerful framework for aligning your company around ideal clients so you can go faster—and grow faster. Right now, I’m excited about the opportunity we have to redefine our companies around the type of clients we want to attract. As I help organizations develop revenue growth strategies, I’m seeing leadership teams get together and collaborate in ways that I’ve never seen before. Perhaps it was the huge pivots they had to do together at the beginning of the crisis that unlocked this new openness to ideas. What I’m witnessing are leadership teams that are aligning to create a better future for their companies. Alignment is key. When a vehicle is aligned, it stays on the road and can accelerate quickly. Similarly, when your company is aligned with marketing, sales, finance, and operations pointed at the needs of ideal clients, the stage is set to accelerate growth. Our guest today, Chris Gingrasso is the leader of the W.O.W. Factor movement and head editor of the the W.O.W. Factor book where you will find an inspirational word for each week, 52 chapters written by thought leaders. He has deep experience in sales and marketing. He now is a sales leader in a large company owned by Warren Buffet. Chris believes that alignment is critical. Not only do we need to align marketing and sales, operations and finance should be part of the process as well. In this conversation you’ll discover a powerful paradigm to get your company aligned so you can grow faster.
If you want to grow revenue you need to consider your brand. A strong brand reduces friction while a weak brand may be eroding your trust. How do you build a strong brand? My friend, Arjun Sen is a branding expert. When I have questions about branding, this is who I call. Arjun is going to share what it means to build an authentic brand. We’re talking about way more than a new logo or the corporate color set. Instead, we’ll explore the key pieces of a brand that builds trust and helps accelerate your growth. Arjun is known as the Brand Whisperer. When you hear what he has to say, you’ll quickly realize that this is the perfect name for him. Arjun was the Vice President of Marketing & Operations at Papa John’s, where he was part of the core team that built their online business, now worth more than $1 Billion a year and led the 3,000-restaurant chain to 4-years of record growth. Arjun also held Sr Marketing positions at Boston Market, Pizza Hut and Jillian's Entertainment. Today Arjun Sen is the President of ZenMango, where he helps brands like DISH Network, Walgreens, DaVita, and Tiger Woods Inc. take the next big step to Win Big. He’s a fellow C-Suite Network Advisor and the host of Secrets to Win Big podcast on the C-Suite Radio Network. Today we are going to talk about your brand. Get ready to take some notes and write down some action items.
Are you marketing backwards? Our guest today, Adam Kipnes, makes the case that many businesses are doing just that, putting their product before the desired outcomes of their prospects. Whether you lead a marketing team, are involved in sales, or lead a company, as you listen to this episode, you’ll get ideas that will help you grow your revenue. Adam is the author of How To Make More Money In Your Business: 8 Strategies You Better Start Using Today! He’s also the host of the Entrepreneur’s MBA podcast on C-Suite Radio. Adam is passionate about helping companies deliver the right message. He believes that many companies are marketing, and selling, backwards. In this episode we’ll explore what this means and how to solve the problem. The end result will be greater resonance with your prospects and greater revenue for your company.
If you want to grow your business, you need to not only generate inbound leads, you also need to make sure they get properly introduced into the sales process. Sadly, many companies fumble the ball on inbound leads. Today’s buyers are online looking for answers to their questions and solutions to their problems. Inbound marketing capitalizes on this opportunity by attracting active buyers and converting them to leads. Unfortunately, while many companies invest significant amounts in inbound marketing, they often do not have a good process to engage leads once they come in. Our guest today, Luigi Prestinenzi, brings valuable insight to this issue. In addition to hosting the Sales IQ podcast, Luigi is a sales enablement specialist and trainer that helps companies navigate these challenges. While automation is important, Luigi shares why it is important to integrate the human touch early into the lead engagement process.
One of the most effective ways to grow business is by referrals. The challenge is that most sales professionals do not have a referral process. Our guest today, Mike Garrison, is a true expert in generating referrals, helping financial advisors generate a predictable stream of referrals for their business. Whether you own a business, lead a sales team, or work in marketing, you are going to benefit from the ideas in this episode! Mike Garrison is the founder of Values Based Mindset and co-author of Truth or Delusion, Busting Networking’s Biggest Myths. He’s a true expert in the area of referral selling, working with high performance financial advisors helping them build businesses with better results and less regret. In this episode, we get into the nitty gritty of referrals. We’ll address questions like, “Why are sales people are hesitant to ask for referrals?” You’ll discover the true value of referrals. We’ll also discuss the three people involved in each referral and which one has the most amount of risk.
What does it take to drive sales growth? Today’s guest, Bernadette McClelland, author of The Art of Commercial Conversations, believes that businesses need to consider three critical factors: strategy, science, and psychology. We’re going to take a deep dive today into ideas that are practical, profitable, and powerful. Today’s conversation is not about quick fixes. Bernadette McClelland believes that companies need to look a little bit deeper, doing the core work that will set up future success. Black swan events are opportunities to invest in ourselves and our teams so that we can make sure we are building on a solid foundation, becoming anti-fragile. What kind of work do you need to do? As leaders, how can we do this in a remote environment? We’ll talk about it in this episode. So, grab a pen and notepad and get ready to learn.
If you want to grow revenue one of the key roles is the job of the Sales Development Representative or SDR. How is the SDR role evolving during the current economic crisis? What can we learn that will help us grow revenue? This week we’re joined by James Buckley, Director of Sales Execution & Evolution with JB Sales. Don’t let the title fool you. James is a practitioner that also trains. In addition to helping teams of SDR’s maximize their success, James works every day in the SDR role himself. What does this mean? Today, you’re going to get fresh, relevant information. James discusses the tension between quantity and quality when prospecting. He explores some of his latest experiments with using platforms like video to prospect. He talks about ways SDR’s can be unique in today’s down economy. You’re going to appreciate the practical nature of this conversation. Grab a pen and a notepad and let’s join this conversation with James Buckley.
In a world of sameness and price pressure, how can you differentiate yourself and your company from the sea of competition? Lee Salz joins us today with powerful ideas on how to differentiation. He’s the author of the one of the best seller, Sales Differentiation:19 Powerful Strategies to Win More Deals at the Prices You Want. Sales Differentiation is jam packed with practical ideas that apply to both marketing and sales ideas that are fresh from the field. As the CEO of Sales Architects, a leading sales management strategy firm, Lee helps companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. Whether you own a company, work in sales, or specialize in marketing, you’ll benefit from these ideas on how to differentiate.
Have you ever wondered why two salespeople can leave a training program and one is a high performer while the other struggles? Our guest today has the answer to this question and more. Merit Kahn is the founder of Merit-based Business and the creator of the Merit Method for Sales Mastery. Merit is an expert in bringing the science of emotional intelligence to sales teams and leaders. She’s an author, a contributor to the Sales Experts Channel and a fellow advisor at the C-Suite network. She’s passionate about helping salespeople master their mindset, mechanics, and motion.
Want to accelerate your revenue growth? Try focusing your sales team on ideal clients—the type of clients that can really move the needle. Our guest today, Nigel Green, has a lot to say on this topic. He’s the Author of Revenue Harvest, A Sales Leader’s Almanac for Planning the Perfect Year. This has become one of my favorite sales management books. Nigel has over 15 years of experience leading sales and marketing for Fortune 500 companies, mid-market companies, and startup. With this diverse experience, whether you are in sales, marketing, or own a company, you are going to benefit from the insights Nigel shares. In the Revenue Growth Engine book, I talk about accelerating growth by attracting Ideal Clients. These are the types of clients that can move the needle for you because they can buy everything you sell. How do you set up your sales team to land more ideal clients and expand your business inside these clients? In this conversation, Nigel Green shares his recommendations on how companies can move from geographic territories to account-based territories. This conversation is packed with great ideas. Grab a pen and notepad and let’s learn from Nigel Green, author of Revenue Harvest.
Have you been wondering how salespeople are REALLY doing during the past few months of the COVID Crisis? Today, we have some very encouraging data from Jim Benton. He’s the new CEO of Chorus.ai, a sales enablement company that helps sales teams capture and share their best talk tracks to create quote crushing A players. He has real-time data about sales activity, sales effectiveness, and c-suite involvement in sales conversations. And, spoiler alert, the data from the last 60 days is surprisingly good.
This week we’re going to get super-practical. If you’re in sales, you’ve always dealt with challenges and objections. This is certainly true now that we are in the middle of an economic crisis. How do you sell in this environment? To give some clarity, we’re joined by my friend, Andrea Waltz. She is the author of the best-selling book, Go For No, Yes Is the Destination and How To Get There! You’re going to get a lot from this episode so grab a pen and notepad and let’s join this conversation with Andrea.
In today’s conversation we are going to explore the critical role of sales management. Rene Zamora is the author of Part Time Sales Management. He helps companies solve the sales management dilemma faced by small companies where the owner needs to play the role of a sales manager. Rene identifies five core elements of sales management and builds them into a practical system. These ideas are great for small businesses and are also very applicable to anyone in a full-time sales management position.
This week we’re joined by Jim Kahrr, author of The Science of Customer Connections. He is passionate about helping businesses manage their message so they can grow. In the Revenue Growth Engine book, I talk about how the fuel for your growth engine is a message that is focused on your ideal clients and the business outcomes they want to achieve. Jim’s ideas will help you reshape your message and ensure that everyone in your organization is saying the same thing.
At some point, every sales person and marketer feels like they are being pulled into the commodity trap with increasing pressure on margins. Amy Franko, author of The Modern Seller: Sell More And Increase Your Impact In The New Sales Economy, shares relevant lessons she learned from her experience in the computer industry. You'll discover new ideas to help you succeed as we explore the five attributes of successful modern sellers.
In today’s economic uncertainty right now it’s more important than ever to be able to clearly articulate value. Today’s we’re going to take a deep dive into how to create and communicate value. Today, we are going to talk about value with my new friend, Mark Boundy. Mark is the author of Radical Value. He’s a fellow member of the C-Suite Advisors. Most of all, he’s passionate about helping companies understand and articulate their value proposition.
Last week Matt Dixon, co-author of The Challenger Customer, presented data that showed there are an average of 6.8 decision makers and influencers in a B2B buying team. This week, Carson Heady, Senior Enterprise Account Representative for Microsoft, takes it a step further. He works in sales environments where not only are there teams on the buyer side, there are also teams on the seller side. He shares field-level strategies to maximize team selling effectiveness. Carson is the best-selling author of The Birth of a Salesman Series and widely regarded as a top sales influencer.
How do we sell in an economic downturn? The closest example in recent history is the 2008/2009 crisis. During that time, Matt Dixon and Brent Adamson wanted to find out why some reps were succeeding while many failed. This research led to the Challenger Sale and then, The Challenger Customer. These books are packed with insights on the type of sales reps (challengers) and the corresponding type of buyer (mobilizers) that will drive the most results. In this episode, you'll hear Matt's perspective on what salespeople and marketers should be considering as we work to recover and grow revenue.
Boil business down to its most basic level and you have two things: people and processes. While marketing and sales teams are usually great with people, they are often like the wild west when it comes to process. To help, I've invited David Veech to the conversation. David is a systems analysis and process improvement expert. From his time as an officer in the US Army to teaching at The Ohio State University and consulting with many companies as part of the C-Suite Advisors Team, he brings deep expertise that can benefit your marketing and sales team. He teaches organizations how to obliterate obstacles, accelerate innovation, and elevate performance by teaching leaders how to love, learn, and let go.
One of the fastest ways to accelerate your growth is to sell to ideal prospects, the type of companies that are a great fit for your business. Mark Hunter, The Sales Hunter, clearly explains how to build an Ideal Client Profile in his book, High Profit Prospecting. Today, you'll learn about the power of focusing your sales and marketing efforts on ideal clients along with helpful tips to get started.
Right now isn't a time to press pause, it's time to pivot. This is true of how you do business. It's also true for your message across your entire sales funnel. To help us with this, we're joined today by J.J. Peterson, co-author of Marketing Made Simple and Chief of Teaching and Facilitation at StoryBrand. You'll leave this episode with a clear vision for how to shift your message. You'll learn about the 5-stage sales funnel model beginning with a powerful one-liner that clearly explains how clients benefit from what you do. J.J. shares his research about story-based marketing. He also gives a beautiful overview of the StoryBrand framework. This is an episode you'll want to bookmark and come back to!
This week we're joined by my friend, Jeff Bajorek. He helps people rethink the way they sell. He is the Host of The Why and the Buy Podcast. You'll get strategies to refocus your sales tactics going forward. You'll also be inspired to keep moving forward.
Welcome to the Revenue Growth Podcast hosted by Darrell Amy, author of Revenue Growth Engine. This short episode will give you an idea of what you can expect from our weekly conversations with sales and marketing thought leaders. To help you get ideas and motivate you to take action, we’ll be talking with amazing thought leaders in sales, marketing, operations, and technology. Connect with Darrell LinkedIn Twitter Instagram
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