Entrepreneurs in B2B Sales: Recent Episodes
Jan Kartusek
Entrepreneurs in B2B Sales is a series of interviews with the CEO's of multi-million dollar B2B companies, as well as top B2B sales experts and marketers on this planet to give you the information you need to succeed in B2B sales. The show is hosted by the founder of In Sales Academy - Jan Kartusek.
Josefina Saarinen is the Head of Sales Excellence & SME Sales at PostNord, which is a leading provider of parcel and logistics services to, from, and within the Nordic region.
In 2020, the Group had around 28,000 employees and sales of SEK 38.7 billion and in this interview we're going to dive deeper into their sales process and strategy.
Ulrika Gregorsson is the CEO of Copiax which is a Swedish security wholesaler that offers safety installers a complete range in the areas of mechanics, electromechanical, and electronics.
In this interview, you'll learn more about how they grew to 85 employees with a revenue of around 140 Million EUR, what was their digital transformation like, and much more.
Sverre Bjerkeli is the CEO of Protector Forsikring ASA which is a Scandinavian insurance company listed on the Oslo Stock Exchange.
The company delivers land-based insurance to the commercial and public sector, and they distribute their products through insurance brokers.
In this interview, you'll learn more about their distribution model, what is their competitive advantage and how the pandemic impacted their insurance business.
A few weeks ago I joined a Salesforce consultancy as a full-time Enterprise Sales Director.
Visit www.enehano.com
Steven Benson is the CEO of Badger Maps, which is the #1 app for route planning that enables field sales teams to manage their territory by combining Google Maps, data from their CRM, route optimization, schedule planning, and lead generation.
In this episode, Steven elaborates on term field sales, explains why the field sales process neglected by the software companies, shares how salespeople can cope with the frozen budgets of their prospects , and talks bout the post-COVID-19 future of the outside sales.
Show-notes: http://entrepreneursinb2bsales.com/steven-benson/interviews
Mark Rickmeier is a Chair Forbes Chicago Business Council and the CEO at Table XI, which is a UX design and custom software development firm with 16 years of experience building integrated web applications, mobile apps, and custom digital experiences.
In this episode, Mark explains how the usage of the word "just" helps to determine the right client fit, talks whereby CCR metrics help Table XI to diversify their client portfolio and discusses the importance of directories for the agencies.
Show-notes: http://entrepreneursinb2bsales.com/mark-rickmeier/interviews
Laura Schaack is a VP of Strategy at Majestyk Apps, which is a New York-based digital agency that builds digital technologies to enable the innovation of businesses looking toward the future.
In this episode, Laura is going to talk about her role as a VP of Strategy at the fast-growing agency, classify the efficiency of each of the lead generation channels, tell us about Majestyk Ventures, and share her vision for the next 2 years at Majestyk.
Show-notes: http://entrepreneursinb2bsales.com/laura-schaack/interviews
Dylan McKee is a Co-Founder of Nebula Labs, which is an engineering-driven Software House based in Newcastle that specializes in mobile app and platform development for startups, SMEs, and government organizations.
In this episode, Dylan talks about his background before co-founding Nebula Labs, explains how they balance recruiting and inflow of new projects, and shares why he prefers running an agency rather than working on a startup.
Show-notes: http://entrepreneursinb2bsales.com/dylan-mckee/interviews
Alex Collins is an Owner and Lead Designer at Ether Creative, which is one of Kent's leading creative agencies that specialize in all things digital and have exceptional taste in Graphic Design.
In this episode, Alex talks about his journey into the agency business, explains the individual approaches to 2 common client types, and shares how cms plugin development can drive a lot of leads for the agency service.
Show-notes: http://entrepreneursinb2bsales.com/alex-collins/interviews
Steve Grainger is an Owner of Enigma Interactive, which is an award-winning, Digital Development Agency helping its clients establish highly effective digital strategies based in the UK.
In this episode, Steve talks about specialized vs generalized agency in the software world, shares his lead generation strategy at Enigma, and explains how they keep prospects engaged throughout the entire sales cycle.
Show-notes: http://entrepreneursinb2bsales.com/steve-grainger/interviews
Luis Shemtov is a Co-Founder of Lunar Ventures, a Berlin-based seed fund run solely by R&D experts that invests in globally ambitious cryptocurrencies, blockchain, software, and algorithmic technology startups across Europe.
In this episode, Luis elaborates on the term deep technology startups, describes the due diligence process at Lunar Ventures upon investing in sophisticated tech companies, and explains the reasons why VC funds do not need to scale up.
Show-notes: http://entrepreneursinb2bsales.com/luis-shemtov/interviews
Tamas Feldman is the founder of Ameisenhaufen, which is a mid-size web & app development agency based in Vienna that delivers top-notch digital solutions for an affordable and fair price.
In this episode, Tamas talks about the most effective lead generation channels for the agency, explains the importance of building a single point of contact for all customer needs in the service industry and shares his vision for the future of Ameisenhaufen.
Show-notes: http://entrepreneursinb2bsales.com/tamas-feldman/interviews
Ryan Floyd is a founding Managing Director of Storm Ventures, which is a Silicon Valley-based VC firm that invests in infrastructure, B2B SaaS, networking, digital technology, networking equipment, and industries.
In this episode, Ryan talks about the 20-year journey of Storm Ventures, breaks apart the challenges and advantages of B2B and B2C focused startups, and shares his tips on writing a stand out email to an investor.
Show-notes: http://entrepreneursinb2bsales.com/ryan-floyd/interviews
Janic Frölicher is a Founding Partner at BackBone Ventures, which is a Swiss-based VC firm that focuses on pre-seed, seed, and early-stage investments in the area of innovative ICT, FoodTech, and disruptive technologies.
In this episode, Janic talks about a due diligence process at BackBone Ventures, shares his tips on writing a stand out email to an investor, and explains when should founders raise funding and bootstrap their startups.
Show-notes: http://entrepreneursinb2bsales.com/janic-frölicher/interviews
Karl Mulligan is the CEO of Appify Digital, which is a leading mobile app development and consultancy agency specializing in providing digital product development services.
In this episode, Karl talks about his background before joining the agency world, explains the reasons for scaling down Appify Digital from 35 to 2 only to employees, shares the current operational model of Appify, and reveals the benefits of keeping company small in the agency business.
Show-notes: http://entrepreneursinb2bsales.com/karl-mulligan/interviews
Andrew Yates is the Founder and CEO at Artesian, an A.I. powered client intelligence and sales surveillance solutions for B2B sales teams.
In this episode, Andrew talks about the core value proposition of the Artesian, describes the types of clients that use the customer intelligence platform, and explains how Artesian complements current sales software and automates the prospect research for B2B companies.
Show-notes: http://entrepreneursinb2bsales.com/andrew-yates/interviews
Jeremy Chan is the Founder and Senior VP at The Jonah Group, a software consulting firm that designs and builds high-performance custom solutions with an emphasis on great user experience, robust architecture, and perfect fit.
In this episode, Jeremy talks about The Jonah Group's solution-focused approach in custom software development, shares his opinion on the effectiveness of content marketing and lead nurturing for their industry, describes the organic growth strategy of his firm, and explains how investing in the sales process can boost the growth.
Show-notes: http://entrepreneursinb2bsales.com/jeremy-chan/interviews
Chuck Pettid is the CEO of the Republic Crowdfunding Portal, which is an investment platform where everyone can invest as little as $10 in cutting-edge startups.
In this episode, Chuck talks about the vision behind the Republic Crowdfunding, explains the value proposition of their platform for founders and investors, describes how they handle the invested funds, and shares why they do not allow every startup to participate in their crowdfunding.
Show-notes: http://entrepreneursinb2bsales.com/chuck-pettid/interviews
Fiaz Mohammed is the CEO and President at Griffon Webstudios Inc, which is the fastest-growing digital marketing company in New York offering the best SEO, Website Design & Mobile App Development services.
In this episode, Fiaz is going to talk about the journey of his company, talks about social selling as the most effective lead generation technique, and tells how they promote their social media content to prospects in different sectors.
Show-notes: http://entrepreneursinb2bsales.com/fiaz-mohammed/interviews
Timothy Dick is a Managing Director at Startup Capital Ventures, a venture capital firm focussed on early-stage, capital-efficient companies, that require relatively small amounts of capital to achieve success.
In this episode, Tim talks about the influence of his engineering background on his VC career, mentions his investments into the largest public matchmaking service Match.com, shares about the primary investment sectors for Startup Capital Ventures, explains the lifecycle of the fund, reveals the factors that he looks for in startups.
Show-notes: http://entrepreneursinb2bsales.com/tim-dick/interviews
Mike Maynard is the Owner and Managing Director at Napier, a European B2B Technology PR agency that uses market insight to design and implement creative campaigns, which drive their clients’ commercial success.
In this episode, Mike talks about how Napier helps companies sell highly technical products to technical decision-makers, describes the best content types throughout different sales funnel stages, discloses the most efficient content distribution channels, shares his opinion on the effectiveness of customer stories and makes predictions for marketing technologies in ABM and Automations spheres.
Show-notes: http://entrepreneursinb2bsales.com/mike-maynard/interviews
Marc Fischer is the CEO & Co-Founder at Dogtown Media, which is a mobile technology studio that partners with founders and Fortune 500 companies to turn app ideas into thriving businesses.
In this episode, Marc talks about his app development background, describes IoT Development as one of the favorite services in Dogtown Media, shares the marketing techniques that allowed to partner with the United Nations, explains the importance of SEO for the agencies, reveals the mHealth products built inhouse, and discusses the regulations in the healthcare industry.
Show-notes: http://entrepreneursinb2bsales.com/marc-fischer/interviews
Alon Hillel-Tuch is Managing Partner at Stacked Capital, which is a New York-based venture capital firm investing in early-stage, post-seed companies, including venture accelerators, incubators, seed funds, as well as direct investments.
In this episode, Alon talks about the influence of his background as an entrepreneur on his VC career, describes Stacked Capital strategy on co-investment, breaks down their portfolio, explains the favor behind investing in business-focused rather than consumer-focused startups, shares about the importance of pursuing the right KPIs early on and gives advice for founders trying to raise an early-stage round.
Show-notes: http://entrepreneursinb2bsales.com/alon-hillel-tuch/interviews
Nicolas Vandenberghe is a Co-Founder and CEO of Chili Piper, which is a suite of automated scheduling tools that offer a simple way for prospects to book a meeting or start a phone call immediately after submitting a form on a website.
In this episode, Nicolas talks about the Idea behind Chili Piper, explains how their scheduling tools increase the conversion rate, makes a distinction between their collaborative inbox tool vs Hubspot, describes a bullseye strategy, and shares how this strategy enabled Chili Piper to bootstrap.
Show-notes: http://entrepreneursinb2bsales.com/nicolas-vandenberghe/interviews
Felix van de Sand is a Co-Founder and Managing Director at COBE, a multidisciplinary digital agency that specializes in customer experience design, UI/UX, and software development. They combine a user-centered design approach with its own User Experience Identity Method (UXi).
In this episode, Felix is going to talk about his background in design, share his strategy of preserving common organizational structure during expansion, touch the main challenges of managing offices in two different locations, describe the ideal type of client, and share his vision for the future of his agency.
Show-notes: http://entrepreneursinb2bsales.com/felix-van-de-sand/interviews
Peter Craddock is a Co-Founder and Managing Director at Shoreline Venture Management, which is an early-stage venture fund established in 1998 and focused on enterprise software and medical technology.
In this episode, Peter is going to talk about his work as a VC, explain the importance of investing in the industries you understand, tell about the due diligence process at Shoreline Venture, disclose the critical mistakes founders make when raising funds, and share his vision for the future of the early-stage investments.
Show-notes: http://entrepreneursinb2bsales.com/peter-craddock/interviews
Lee Gladish is the former Co-Founder at Reply.io and the current CEO at AirborneApp, which is the industry's first sales engagement application purpose-built for Agencies.
In this episode, Lee talks about his journey into sales, shares the importance of common values, mission in the company, tells his vision for the future of the sales engagement space, and explains the unique value AirborneApp can provide to agencies worldwide.
Show-notes: http://entrepreneursinb2bsales.com/lee-gladish/interviews
Julian Ereth is the Executive Director at pragmatic_apps, which is a Stuttgart based digital agency that is focused on building and running individual business solutions.
In this episode, we are going to discuss the most effective marketing channels for pragmatic_apps, talk about the best pricing strategy, and discover how to scale the agency but maintain the same company culture.
Show-notes: http://entrepreneursinb2bsales.com/julian-ereth/interviews
Jasper Masemann is Principal at Holtzbrinck Ventures, which is one of the largest and most experienced independent European early-stage venture funds. They invested in over 160 companies, including unicorns like Zalando, Delivery Hero, HelloFresh, Flixbus, SumUp, Scalable Capital, and many others.
In this episode, Jasper talks about his work as a VC at Germany’s most iconic VC firm, breaks down his early-stage investments, shares great tips for founders that are seeking funding, and reveals the things that he looks for in startups.
Show-notes: http://entrepreneursinb2bsales.com/jasper-masemann/interviews
Saksham Sharda is the Creative Director at Outgrow.co, which is a platform that lets marketers build & launch interactive calculators that boost customer engagement and lead to higher conversion.
In this episode, we are going to dive deep into the value that interactive content provides for customers, how online calculators can increase the conversion rates for companies, and how to integrate Outgrow with other sales and marketing software.
Show-notes: http://entrepreneursinb2bsales.com/saksham-sharda/interviews
Anna-Lisa Natchev is the Vice President of Marketing and Sales at Analyste, which is market-leading cash management & treasury solutions to SME’s and large enterprises, globally.
In this episode, we are going to dive deep into the cash management & treasury solution that Analyste provides for companies of all sizes, which channels they use for effective inbound marketing, and why they do not offer free trials of their products.
Show-notes: http://entrepreneursinb2bsales.com/anna-lisa-natchev/interviews
Chad Pytel is the CEO of thoughtbot, which is a team of expert design and development consultants that bring web and mobile products from validation to success.
We are going to discuss the development of a common belief system in thoughtbot, how open sharing of expertise helps his agency to build a relationship with clients and the developer community.
Show-notes: http://entrepreneursinb2bsales.com/chad-pytel/interviews
Bas Godska is a Founder and General Partner at Acrobator Ventures, which is the world's first growth hack venture fund targeting early-stage tech startups in CIS, CEE and Benelux.
In this episode, we are going to discuss how his extensive background helped to create the world's first growth hack venture fund, unique bottom-up investing strategy, and his advice for the founders looking to raise money.
Show-notes: http://entrepreneursinb2bsales.com/bas-godska/interviews
Michael Custers is a Chief Marketing Officer at SD Worx, which is a leading European payroll service provider that helps its clients to harmonize the entire management of international employment.
In this episode, we are going to discuss the competitive advantage of SD Worx services versus services that small local payroll companies provide, how cloud technologies lead to faster adoption of payroll software among all types of companies, and more.
Show-notes: http://entrepreneursinb2bsales.com/michael-custers/interviews
Nick Ellison is the founder and managing director of Purr, which is a digital technology consultancy that offers onshore web, app, and mobile development services.
In this episode, we are going to discuss the transition of Purr, from a web and app development agency into a wider group of companies, why the British agency stays competitive for offshoring developers, and how Nick plans to turn internal job management software into a product for other agencies.
Show-notes: http://entrepreneursinb2bsales.com/nick-ellison/interviews
Simon Shah is the Chief Marketing Officer of Redwood Software, which is a global workload automation Software as a service (SaaS) platform.
In this episode, we are going to discuss how their products automate report distribution and job scheduling, what allows them to compete with big-name enterprises, and how to balance short term demand generation and building brand awareness.
Show-notes: http://entrepreneursinb2bsales.com/simon-shah/interviews
Dermot Daly is the founder of Tapadoo, which is a mobile app development agency founded in 2009 just after the release of the iOS SDK. Since then, they have become Ireland's leading developers of mobile applications.
In this episode, we are going to discuss Tapadoo's strategy of approaching the prospect before they need their service, why cross-platform technologies harm the product quality, and what are 3 reasons for companies to choose an agency for building the 2nd version of their app.
Show-notes: http://entrepreneursinb2bsales.com/dermot-daly/interviews
Anne Gherini is a VP of Marketing and Partnerships atAffinity, which is a relationship intelligence platform helping professionals leverage their networks to achieve their business priorities.
In this episode, we are going to discuss the patented technology that differentiates them from the traditional CRMs, how do they market their innovative solution to customers, and why they used Series B funds mostly on communications data engineering.
Show-notes: http://entrepreneursinb2bsales.com/anne-gherini/interviews
Marius Mathiesen is the CEO of Shortcut, which is a leading mobile app development agency in the Nordics with more than 90 employees.
In this episode, we are going to discuss how the Scandinavian company competes with offshoring developers, why cross-platform technologies harm the product quality, and what is the best way to generate sales for an app development agency.
Show-notes: http://entrepreneursinb2bsales.com/marius-mathiesen/interviews
Mark Walker is the CRO of Attest, the world's leading consumer growth platform that makes client research simple and accessible.
In this episode, we are going to discuss how their SaaS solution enables companies to engage directly with over 100 million consumers and what are the ways they use Series A investment for the long term Brand Building.
Show-notes: http://entrepreneursinb2bsales.com/mark-walker/interviews
Paul Crowe is the CEO of Intersect, which is a product development company based in Canada that delivers large and complex software deployments for the fortune 100 and well-funded start-ups.
In this episode, we are going to discuss how they got into the position of delivering the software products for large enterprises, what differentiates them from the service providers with big names and how they are balancing recruitment.
Show-notes: http://entrepreneursinb2bsales.com/paul-crowe/interviews
Michael Benjamin is a CMO of Office Freedom, which is a world’s first commercial property agent that matches businesses with their ideal workspace.
In this episode, we are going to discuss the additional value Office Freedom provides for its clients, the transformation of the company over the years and the most effective online marketing channels in the commercial real estate industry.
Show-notes: http://entrepreneursinb2bsales.com/michael-benjamin/interviews
Richard Rutter is a Co-Founder and Managing Director of Clearleft, which is one of the most respectful and influential independent digital design consultancies in the UK. Wired Magazine named Richard and his co-founder as two of the 100 most influential people in the UK digital sector.
In this episode, we are going to discuss what made Clearleft one of the most influential design agencies in the UK, what kind of value they provide for clients that have designers in-house and what type of marketing is the most effective for design agencies.
Show-notes: http://entrepreneursinb2bsales.com/richard-rutter/interviews
Pia Meling is a Vice President of Sales and Marketing at Massterly, which is the first company in the world set up to operate zero-emission, autonomous vessels.
In this episode, we are going to be talking about Massterly's vision behind building autonomous maritime logistics. How do government regulations affect their business? Which sales strategy do they use to reach the right people in their industry? And how long does the sales cycle take?
Show-notes: http://entrepreneursinb2bsales.com/pia-meling/interviews
Nino Chanev is a Chief Marketing & Business Development Officer at game development company XS Software. The company created blockbuster titles Lady Popular & Khan Wars, with over 50 million registered players.
In this episode, we're going to discuss why did XS Software bring game publishing in-house, how did the mobile gaming industry change and how does he markets new gaming projects?
Show-notes: http://entrepreneursinb2bsales.com/Nino-Chanev/interviews
Jacobo Koenig is the CTO and founder of Binary Mango, which is a mobile app development agency working with innovative founders to solve some of the most interesting problems.
He partners with established companies and startups to transform the way things work and we're gonna dive deep into his agency business setup as well as a taboo subject of mental health within the founder's community.
Show-notes: http://entrepreneursinb2bsales.com/Jacobo-Koenig/interviews
Francois de Bieis a Senior Marketing Director at Total Corbion, which is a global leader in the production of biobased and biodegradable PLA polymers.
In this episode, we're going to discuss the current status of the biotech industry, what are the differences in marketing a traditional product vs software, which marketing channels are the most effective for these types of companies and how does the sales process look like in Total Corbion?
Show-notes: http://entrepreneursinb2bsales.com/Francois-de-Bie/interviews
Kristina Flickinger is a Marketing Director at Kallik, which is a labeling enterprise that provides regulated industries with definitive, end-to-end label management platform they can trust.
In this episode, we're going to discuss how does Kristina markets Veracity platform to big enterprises, which digital solutions do they use for marketing and what's her take on ABM in 2020.
Show-notes: http://entrepreneursinb2bsales.com/kristina-flickinger/interviews
Richard Kacerek is the CEO of Empire Elements, which is a web and mobile app development agency based in London that specializes in the development of progressive web applications and mobile apps.
In this episode, we're going to discuss the way he positions his company, which strategy does he use to acquire more projects, why does not he believe in the power of a niche, and why is he doing content marketing by himself?
Show-notes: http://entrepreneursinb2bsales.com/richard-kacerek/interviews
Daniela Zuin is the CMO of Blue Prism Cloud- a public software corporation that develops robotic process automation software for enterprises.
In this episode, we're going to discuss her transition from Thoughtonomy to Blue Prism Cloud, how do they execute account-based marketing programs, and how it is she aligning sales and marketing teams to target various types of enterprises.
Show-notes: http://entrepreneursinb2bsales.com/daniela-zuin/interviews
Jack Reamer is a founder of an email marketing agency emailsthatsell.com and Jeremy Chatelaine is the founder of QuickMail.io a platform for email outreach & follow-ups.
In this episode, we're going to discuss the cold email in 2020. How to get a healthy response rate, what do they think about GDPR and how to differentiate yourself when you sell a product versus a service through emails.
Show-notes: http://entrepreneursinb2bsales.com/Jack-Reamer-Jeremy-Chatelaine/interviews
Jacob Simkovich is the Head of Marketing of Primis, a leading video discovery platform that enhancing websites by helping users discover engaging video content.
In this episode, Jacob is going to walk us through the lead generation process and funneling leads into sales opportunities. Also, he will give us insight into the sales structure in Primis and what is his take on content marketing.
Show-notes: http://entrepreneursinb2bsales.com/jacob-simkovich/interviews
Mark McDermott is the CEO of ScreenCloud which is a dynamic digital signage content management solution. He is also a co-founder of a Codegent an award-winning digital product studio.
In this episode, we're going to discuss the growth through acquisitions, the takeoff of Screencloud, strategic goals for 2020 and the most useful business apps that not many people know about.
Show-notes: http://entrepreneursinb2bsales.com/Mark-McDermott/interviews
Maciej Gałkiewicz is the CEO at Ragnarson which is an agency that specializes in building web apps for startups and guiding them through the MVP development.
In this episode we're going to discuss how he found a niche for his agency, builds systems around the company and why he believes that time & material pricing is the best option for startups building MVPs.
Show-notes: http://entrepreneursinb2bsales.com/maciej-Galkiewicz/interviews
Steve Tongish is the Chief Marketing Officer at IQGeo which is the world’s leading provider of mobile geospatial software that enables digital transformation for service and network operations.
We're going to discuss how he markets their enterprise software in verticals such as Telco or Energy, why is their churn rate very low and how they execute ABM or outbound campaigns to target their key accounts.
Show-notes: http://entrepreneursinb2bsales.com/steve-tongish/interviews
Vadim Rusakov is the CEO at NXI Global which is a software development company that solves challenges like increasing complexity in projects, lack of personnel, and a high number of external service providers.
In this episode, he's going to walk us through his sales process and share with us what problems do they solve for busy enterprise project managers, how they generate leads and how is he planning to stay innovative in the complex software development vendors space.
Show-notes: http://entrepreneursinb2bsales.com/vadim-rusakov/interviews
Michael Rhoden is the VP Global Marketing at MineBest, which is a technologically advanced infrastructure company specializing in cryptographic computing activities.
In this episode, we're going to discuss why did they pick Kazachstan and China for their hosting facilities, what is the future of BItcoin and how they use events to generate demand for their services.
Show-notes: http://entrepreneursinb2bsales.com/michael-rhoden/interviews
Recently I joined a product development agency called Cleevio with the HQ in Prague. Why? I explain this in this episode.
Visit www.cleevio.com for more information.
Daniel Levanon is the Marketing Director of Gimmonix, which is a travel tech company that helps travel businesses to increase revenue and boost efficiency.
Daniel is going to share a few insights about Gimmonix and how they execute ABM and email campaigns, what’s their tradeshow marketing like and how is he trying to align sales and marketing.
Show-notes: http://entrepreneursinb2bsales.com/daniel-levanon/interviews
Vitali Yermakou is the co-founder of Smartym Pro which is a bespoke full-cycle software development company specialized in Mobile, Web, and Blockchain, based in Belarus.
Vitali is going to share a few insights from running his agency, he's also going to describe the most common steps in their sales process for running complex software engineering projects and how they try to be positioned as experts rather than an offshoring agency.
Show-notes: http://entrepreneursinb2bsales.com/vitali-yermakou/interviews
Valma Tikkakoski is the Head Of Marketing Operations at Ravelin Technology which is an award-winning fraud detection platform for online merchants and the payments industry.
Valma is going to provide us with insights about how she had to rebuild their ICP and buyer personas, why they decide to execute ABM and why they keep the SDR function under marketing.
Show-notes: http://entrepreneursinb2bsales.com/valma-tikkakoski/interviews
Levi Witbaard is the Marketing Director at OBI4wan, which is a company that specializes in AI-driven tools and services for reputation management,customer engagement, chatbot technology, and media insights.
Levi is going to share with us the insights about how he transitioned the company from a purely outbound driven growth to inbound, which now covers more than 80% of their leads.
Show-notes: http://entrepreneursinb2bsales.com/levi-witbaard/interviews
Diane Perlman is the CMO of Blis which is the global leader in real-world intelligence that specializes in understanding real, human behavior.
Diane is going to share with us the insights about when should a startup bring on an experienced CMO such as herself, why are events the best marketing channel for Blis and how are they building thought leadership around their brand in the Ad Tech industry.
Show-notes: http://entrepreneursinb2bsales.com/diane-perlamn/interviews
**Dmitry Raidman is the CEO of Cybeats** which develops an integrated security platform to secure and protect high-valued connected devices from cyber-attacks.
Listen as Dmitry talks about why he loves outbound sales, how they educate the market, what kind of email campaigns do they execute and what does their sales process looks like!
Show-notes: http://entrepreneursinb2bsales.com/dmitry-raidman/interviews
This episode was originally posted on my YouTube channel, where I'm going to share with you a framework that I use for testing new business ideas. What do you think about this?
Go to http://entrepreneursinb2bsales.com/ and sign up for our newsletter. Connect with Jan Kartusek: Twitter @JanKartusek
Francois de Bodinat is **CMO at ZeroLight**, the omnichannel platform providing advanced 3D/VR/AR real-time visualization solutions for the automotive industry.
Listen as Francois talks about how they digitize experience at the point of sale in dealership, why they picked consultative selling as their approach to sales and why are trade-shows and LinkedIn their most important marketing channels.
Show-notes: http://entrepreneursinb2bsales.com/francois-de-bodinat/podcast
This episode was originally posted on my YouTube channel, where I talk about different ways that your company can build thought leadership in your industry and I'll reveal one specific channel that is underutilized almost for every B2B company.
Go to http://entrepreneursinb2bsales.com/ and sign up for our newsletter. Connect with Jan Kartusek: Twitter @JanKartusek
This episode was originally posted on my YouTube channel, where I talk about Frank Underwood's character from the show: House of Cards, and what are the parallels between B2B sales and Frank's negotiating tactics.
Go to http://entrepreneursinb2bsales.com/ and sign up for our newsletter. Connect with Jan Kartusek: Twitter @JanKartusek
Mark Ash is the CEO of Pure360, which is the UK martech scale-up company that provides, all-in-one AI marketing platform and a Customer Success Team to their clients such as PayPal, Hastings Direct, or Occam.
Listen as Mark talks about how they execute a successful ABM program, how they drive adoption of their software and how do they keep their churn low by having a huge customer success department.
Show-notes: http://entrepreneursinb2bsales.com/mark-ash/podcast
This episode was originally posted on my YouTube channel, where I share with you my thoughts on the typical B2B marketing stages and explain the term "full-funnel" marketing and how it relates to sales.
Go to http://entrepreneursinb2bsales.com/ and sign up for our newsletter. Connect with Jan Kartusek: Twitter @JanKartusek
Urska Blagojevic is a Marketing Director at Whisbi, which is a Conversational Marketing platform to Capture, Qualify & Convert conversational leads for enterprises like Verizon and Hyundai, who want to boost assisted and/or unassisted sales.
Listen as Urska talks about how they execute a successful ABM program and how are they aligning sales and marketing teams at Whisbi.
Go to http://entrepreneursinb2bsales.com/urska-blagojevic/podcast to grab your show-notes from this episode. Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
**Kathryn Lye** is a VP of Marketing at **Speechmatics**, which is a technology company based in Cambridge, England, that develops automatic speech recognition software based on recurrent neural networks and statistical language modeling.
Listen as Kathryn talks about how they go about marketing at Speechmatics after raising Series A and how she's scaling up the company.
Go to http://entrepreneursinb2bsales.com/kathryn-lye/podcast to grab your show-notes from this episode. Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
This episode was originally posted on my YouTube channel, where I share with you my thoughts on a discovery call process which is your first initial meeting with a prospect.
Often times this step in your sales process has the biggest drop in conversions because salespeople or founders are unable to conduct a problem analyses or discover hidden goals of the prospect.
I'm going to show you the structure that I use and teach everybody else who's involved in B2B sales on how to conduct the problem analysis.
Go to http://entrepreneursinb2bsales.com/ and sign up for our newsletter. Connect with Jan Kartusek: Twitter @JanKartusek
**Tim Addison** is a CMO at **Safetica Technologies**, which is a European data loss prevention software vendor from the Czech Republic.
Listen as Tim talks about what’s their foot in the door offer in their sales process for the customers who are not aware of their problems or how do they generate leads for their sales team.
Go to http://entrepreneursinb2bsales.com/tim-addison/interviews to grab your show-notes from this episode. Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
This episode was originally posted on my YouTube channel, where I share with you some ideas on how to grow your company exponentially by building a brand and not just focus on lead generation.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/ and sign up for our newsletter. Connect with Jan Kartusek: Twitter @JanKartusek
Jan speaks with Nathan Bethell, the Marketing Director of PTI Smarter Venues, which delivers technological and commercial expertise to the Sports and Entertainment industry in the UK and Ireland.
Listen as Nathan compares his experience of growing a generalist tech company vs a niche tech company and why is picking a niche the most important part of your sales and marketing strategy.
Go to http://entrepreneursinb2bsales.com/nathan-bethell/interviews to grab your show-notes from this episode. Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
This episode was originally posted on my YouTube channel, where I share with you 5 steps to consider before you start experimenting with strategies to either generate leads or brand awareness such as cold emailing, LinkedIn ads, FB or SEO.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/ and sign up for our newsletter. Connect with Jan Kartusek: Twitter @JanKartusek
Jan speaks with PJ Taei the Founderof a video monetization SaaS company that helps content creators distribute their content safely and profitably, online or through over-the-top (OTT) devices - Uscreen.
Listen as PJ talks about how to grow your personal brand and become a thought leader in your niche by monetizing videos through Uscreen Membership platform.
Go to http://entrepreneursinb2bsales.com/pj-taei/podcast/ to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
This episode was originally posted on my YouTube channel, where I share with you the system on how to fix the issues below:
- Why you shouldn’t hire a senior sales rep and expect them to generate leads
- Why you shouldn’t hire a person without any sales experience to close your deals
- Why you can’t hire a junior person to generate leads without the process
- What are the only 2 proven ways to build your sales team from scratch
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/ and sign up for our newsletter. Connect with Jan Kartusek: Twitter @JanKartusek
Jan speaks with Mark Olding the CMO at an industrial automation company from Italy, Exor International.
Listen as Mark talks about what's the difference between a CMO and a marketing manager, what are the unique marketing challenges in the industrial automation space and what's his 5-year marketing plan for the company.
Go to http://entrepreneursinb2bsales.com/mark-olding/podcast/ to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
This episode was originally posted on my YouTube channel, where I share with you some ideas around strategy when doing B2B marketing and sales and why are most companies concerned with small details such as new tools, but lack a comprehensive strategy to acquire and retain new clients.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/ and sign up for our newsletter. Connect with Jan Kartusek: Twitter @JanKartusek
Jan speaks with Zdenek Pejcel the CEO at mooza inspire which is a Salesforce Gold Consulting Partner company from Prague.
Listen as Zdenek talks about when is the right time to implement Salesforce in your organization, how did he transition from an AE at Salesforce into running a consultancy in the Salesforce ecosystem and why did Salesforce change his life?
Go to http://entrepreneursinb2bsales.com/zdenek-Pejcel/podcast to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
This episode was originally posted on my YouTube channel, where I share with you some ideas on how to pick a niche for your B2B product or service company.
If you run marketing or sales for a B2B business you've probably heard about the concept of picking a niche. But do you really have a niche?
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/ and sign up for our newsletter. Connect with Jan Kartusek: Twitter @JanKartusek
This episode was originally posted on my YouTube channel, where I share with you some ideas on how to fix your lead generation conversions.
Whether you're a marketer or a salesperson this episode is for you.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/contest and sign up for a free cold email audit. Connect with Jan Kartusek: Twitter @JanKartusek
This episode was originally posted on my YouTube channel, where I share with you some ideas on how to fix your mental health and stop obsessing over your business goals.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/contest and sign up for a free cold email audit. Connect with Jan Kartusek: Twitter @JanKartusek
Jan speaks with Tom Williams the CEO at Dealpoint
Listen as Tom talks about how to sell more effectively and faster when doing enterprise sales by being more transparent with your buyers and how his software Dealpoint help B2B sales reps do this.
Go to http://entrepreneursinb2bsales.com/tom-williams/podcast to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
This episode was originally posted on my YouTube channel, where I share with you some ideas on how to fix the current situation in the agency businesses:
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Most agencies get about 90-100% of their deals through referrals.
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They can’t predict their cash-flow
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They depend on partners who give them “small” deals with low margins
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Most inbound leads are unqualified
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/contest and sign up for a free cold email audit. Connect with Jan Kartusek: Twitter @JanKartusek
Jan speaks with David Hoffeld Science-Based Sales Trainer also a best-selling author of "The Science of Selling".
Listen as David talks about how he helps companies align their sales behaviors with how the brain naturally forms buying decisions.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/david-hoffeld/interviews to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
This episode was originally posted on my YouTube channel, where I share with you all the tools me and my agency use for our clients, to generate leads from the cold email campaigns that we run for them.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/contest and sign up for a free cold email audit. Connect with Jan Kartusek: Twitter @JanKartusek
This episode was originally posted on my YouTube channel, where I share with you two stories about recent client acquisition, that broke my sales process to pieces.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/contest and sign up for a free cold email audit. Connect with Jan Kartusek: Twitter @JanKartusek
Jan speaks with Alexander Brix one of the co-founders of Accordium which is a leading video sales platform for Enterprises.
Listen as Alex talks about how to use Accodium in your B2B sales process on all stages of the funnel from the initial outreach, to follow-ups, proposal and closed deals.
Who should I interview next? Please let me know on Twitter or in the comments below.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/alexander-brix/interviews to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
Jan speaks with İlkay Özkısaoğlu, B2B business development consultant helping innovative industrial SME companies that target OEM companies. He specializes in creating a full-cycle industrial B2B sales strategy for these companies.
Listen as İlkay also talks about how to enter the biggest market in Europe - Germany.
Who should I interview next? Please let me know on Twitter or in the comments below.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/ilkay-ozkisaoglu/interviews to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
Jan speaks with Pedro Cortés, SaaS consultant helping companies turn more visitors into customers through better messaging and positioning.
Listen as Pedro talks about how should SaaS companies explain their what their product does on the website and why are their visitors not converting.
Who should I interview next? Please let me know on Twitter or in the comments below.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/pedro-cortes/interviews to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
Jan speaks with Greg Dickinson, the founder of Omedym, a Digital Buyer Enablement platform that helps buyers buy and fixes the broken "request a demo" process.
Listen as Greg talks about where companies lose over 85% of their leads in their sales process, and how is his startup Omedym able to fix this problem.
Omedym is a really awesome product and I'm a big fan. Who should I interview next? Please let me know on Twitter or in the comments below.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/greg-dickinson/interviews to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
Jan speaks with Andy Paul, the owner of TheSalesHouse.com, a sales training company.
Listen as Andy talks about sales training and some issues in the industry. Why is it broken? What’s wrong with it? Why do some companies focus on adding on top of their funnel, rather than optimizing their process in the middle or at the end by completing sales training?
He’ll also talk about his program and how they help companies, and how you can become a great salesperson no matter what your background is.
Who should I interview next? Please let me know on Twitter or in the comments below.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/andy-paul/interviews to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
Jan speaks with Kotryna Kurt, the co-founder of Linkedist. Kotryna is a LinkedIn advertising and personal branding marketer.
Listen as they talk about how you can build your brand on LinkedIn both as a person and as a company. They’ll also talk about how you can build brand awareness around your company page using your employees, and how you can use LinkedIn ads in your marketing and when you should use them.
Who should I interview next? Please let me know on Twitter or in the comments below.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/kotryna-kurt/interviews to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
Jan speaks with Andrei Zinkevich, a B2B marketer and consultant for many companies with complex sales cycles.
Listen as we talk about full funnel marketing and what it means, going from the pre-awareness stage up until retention. We’ll also talk about lead nurturing programs and why you’re missing out on 97% of your target market if you’re just doing outreach.
He’ll also talk about how you can move deals forward if you have stalled deals, how you can generate more demand, and how to set up better compensation plans for both your sales and marketing teams so that you can align them both.
Who should I interview next? Please let me know on Twitter or in the comments below.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/andrei-zinkevich/interviews to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
Jan speaks with Baptiste Jamin, the CEO of Crisp, a customer messaging software.
Listen as he talks about how he was able to grow Crisp to over 100,000 users, why optimizing your product is so important before launching, and the successful marketing, sales, and customer support platforms they use within the company.
Who should I interview next? Please let me know on Twitter or in the comments below.
Did you enjoy this episode? If so, leave a short review and subscribe to Entrepreneurs in B2B Sales on iTunes.
Go to http://entrepreneursinb2bsales.com/baptiste-jamin/interviews to grab your show-notes from this episode.
Connect with Jan Kartusek on Twitter @JanKartusek or @B2BSalesPodcast
In this episode, I step back for a while and have a look at the previous 3 months of running this podcast.
It's a been a good ride and I just wanted to connect more with you guys who listen to these episodes and share my thoughts on the future of this podcast, why I started it, announce the winner of an audit as well as read a few reviews to you.