The Big 3 of B2B Leadership: Recent Episodes
Mike Faherty
We bring you the best in B2B thought leadership from world-class entrepreneurs and business leaders. They will share their insight on professional development, organizational growth and market expansion.
Title:
Where do sales come from with Sky Cassidy
Podcast Summary:
In this episode, CEO of MountainTop Data, Sky Cassidy shares his philosophies on getting ahead in business and how Super Mario is his favorite metaphor for personal accountability. We also discuss the mistakes businesses make when building their sales databases, and prospecting via email. Sky's experience working at and with start-ups and leading his own business has taught him a lifetime of powerful lessons that he shares freely in this fun conversation.
How to connect with Sky:
tds.mountaintopdata.com
https://www.linkedin.com/in/sky-cassidy-967163b/
PODCAST INFO:
WATCH this podcast on our website: https://www.prosalesconnection.com/podcast
Youtube: https://www.youtube.com/playlist?list=PLDlfKzkrumHwt1q9Y720-gxkBt9MoTHUj
RSS FEED: https://thebig3.podomatic.com/rss2.xml
Apple Podcasts: https://podcasts.apple.com/ie/podcast/the-big-3-of-b2b-leadership/id1529323879
Podmatic: https://www.podomatic.com/podcasts/thebig3
Spotify: https://open.spotify.com/show/45R2vACiQbgzVa45b50Zvj
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly90aGViaWczLnBvZG9tYXRpYy5jb20vcnNzMi54bWw
Deezer: https://www.deezer.com/us/show/4476277
IHeartRadio: https://www.iheart.com/podcast/100359463/
PlayerFM: https://player.fm/series/the-big-3-of-b2b-leadership
Audacy: https://www.audacy.com/podcasts/the-big-3-of-b2b-leadership-178270
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b2b #b2bmarketing #sales #salesdevelopment #B2BMarketingStrategies
In this episode Sales Trainer and Consultant, Wendy Weiss, owner of Salesology, discusses how she came to be known as the Queen of Cold Calling©.
A former ballet dancer, Wendy believes everything she knows in life and business she learned in ballet class. From warmups to rehearsals, she shows her clients how to perform at their best and close all the sales they need. Wendy shares some of her strategies for building a strong sales team that can keep their sales pipelines full through highly effective prospecting. Wendy's experience helping company's build world-class sales and sales development teams is fascinating. Listen to this interesting conversation about the power of B2B sales prospecting with Wendy Weiss.
To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
How to connect with Wendy: www.gosalesology.com https://www.linkedin.com/in/wendyweiss/
PODCAST INFO:
Podcast Website: https://www.prosalesconnection.com/podcast
RSS FEED: https://thebig3.podomatic.com/rss2.xml
Apple Podcasts: https://podcasts.apple.com/ie/podcast/the-big-3-of-b2b-leadership/id1529323879
Podmatic: https://www.podomatic.com/podcasts/thebig3
Spotify: https://open.spotify.com/show/45R2vACiQbgzVa45b50Zvj
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly90aGViaWczLnBvZG9tYXRpYy5jb20vcnNzMi54bWw
Deezer: https://www.deezer.com/us/show/4476277
IHeartRadio: https://www.iheart.com/podcast/100359463/
PlayerFM: https://player.fm/series/the-big-3-of-b2b-leadership
Audacy: https://www.audacy.com/podcasts/the-big-3-of-b2b-leadership-178270
In this episode Sales Trainer and Consultant, Wendy Weiss, owner of Salesology, discusses how she came to be known as the Queen of Cold Calling©.
A former ballet dancer, Wendy believes everything she knows in life and business she learned in ballet class. From warmups to rehearsals, she shows her clients how to perform at their best and close all the sales they need. Wendy shares some of her strategies for building a strong sales team that can keep their sales pipelines full through highly effective prospecting. Wendy's experience helping company's build world-class sales and sales development teams is fascinating. Listen to this interesting conversation about the power of B2B sales prospecting with Wendy Weiss.
To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
How to connect with Wendy: www.gosalesology.com https://www.linkedin.com/in/wendyweiss/
PODCAST INFO:
Podcast Website: https://www.prosalesconnection.com/podcast
RSS FEED: https://thebig3.podomatic.com/rss2.xml
Apple Podcasts: https://podcasts.apple.com/ie/podcast/the-big-3-of-b2b-leadership/id1529323879
Podmatic: https://www.podomatic.com/podcasts/thebig3
Spotify: https://open.spotify.com/show/45R2vACiQbgzVa45b50Zvj
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly90aGViaWczLnBvZG9tYXRpYy5jb20vcnNzMi54bWw
Deezer: https://www.deezer.com/us/show/4476277
IHeartRadio: https://www.iheart.com/podcast/100359463/
PlayerFM: https://player.fm/series/the-big-3-of-b2b-leadership
Audacy: https://www.audacy.com/podcasts/the-big-3-of-b2b-leadership-178270
In this episode Management Consultant and Entrepreneur, Karl Maier, discusses how to lead your business through fast growth without everything breaking.
Karl has decades of experience leading the operational side of fast growing companies. He has taken the systems he has leveraged in those experiences and developed a business management software that helps leaders organize, prioritize, execute with confidence. Karl shares some of his strategies for building a strong leadership team and finding natural board operators that get things done. Karl's passion for business and operational excellence make this podcast a must listen for any B2B company leader that is looking for ways to improve profitability without touching the sales and marketing function.
How to connect with Karl: www.abunden.com or https://www.linkedin.com/in/karlkmaier/
To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
In this episode Management Consultant and Entrepreneur, Karl Maier, discusses how to lead your business through fast growth without everything breaking.
Karl has decades of experience leading the operational side of fast growing companies. He has taken the systems he has leveraged in those experiences and developed a business management software that helps leaders organize, prioritize, execute with confidence. Karl shares some of his strategies for building a strong leadership team and finding natural board operators that get things done. Karl's passion for business and operational excellence make this podcast a must listen for any B2B company leader that is looking for ways to improve profitability without touching the sales and marketing function.
How to connect with Karl: www.abunden.com or https://www.linkedin.com/in/karlkmaier/
To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
In this episode Sales Consultant and fractional VP of Sales, Mike Dowhan, discusses what makes a winning sales organization and some of the common mistakes company owners and CEOs make when building a sales organization. Mike shares some of his strategies for recruiting and selecting sales people to join a team and what he looks for in the existing sales people when he joins an organization to turn around sales.
Mike's insight and practical advice make this podcast a must listen for any B2B organization that is looking for ways to improve sales performance. Listen to this fun conversation about my favorite topic, sales growth, with Mike Dowhan.
To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
How to connect:
www.bedrocksales.com
https://www.linkedin.com/in/mikedowhan/
In this episode, ActionCOACH founder, Brad Sugars, discusses how the systems we use in our life and our business drive our achievement. We dive into Brad's personal development routines, his thoughts on managing vs. leading people, and some powerful concepts for B2B business growth. Finally, Brad shares some thoughtful lessons from the business transformations he has witnessed during the pandemic. Listen to this fast-paced avalanche of business insight and growth strategies with the business coach category creator, Brad Sugars.
To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
How to Connect: bradsugars.com
In this episode, entrepreneur and growth advisor Jenny Vance discusses the impact that an effective sales development team can have on a B2B company's growth.
Jenny shares her strategy for hiring SDRs to produce above-average results for fast-growing companies.
Finally, Jenny outlines some key areas she investigates with her clients to determine where the biggest and quickest impact areas and return on investment will come from. Listen to this insightful conversation with Sales and Marketing Advisor Jenny Vance.
To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
In this episode, managing partner Clay Spitz of the super-fast growing fractional CMO company, Chief Outsiders, discusses the role of a CMO in B2B companies. We also discuss the common characteristics of successful CEOs and business leaders that are ready to accelerate their business growth. Finally, Clay breaks down the marketing framework Chief Outsiders uses to methodically build a growth plan for companies. Listen to this insightful conversation with Business Executive and CMO Clay Spitz. To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
In this episode, business valuation expert and firm owner Anthony Cardiel shares his thoughts on how to maximize your company’s value. We also discuss why companies select a valuation firm and the best time to engage a valuation service. Finally, Anthony explains the major drivers of company value and what to do if you have only 90 days to increase the value. To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
In this episode retail sales expert and thought leader, Bob Phibbs, the Retail Doctor shares his thoughts on the future of retail and how a well-trained and emotionally connected sales team in retail is the killer app. Bob is known all over the world as the Retail Doctor and he has trained 100's thousands of retail sales associates over the last 25 years. We also discuss how he has leveraged LinkedIn to build an audience of over 350k followers. We are excited to bring you one of the sales world's most influential speakers and trainers, CEO and Author, Bob Phibbs. To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast.
In this episode, sales thought-leader and prolific business author Jeb Blount shares his thoughts on the future of selling. How virtual reality technology, video platforms, and social media will change the way salespeople engage with prospects and customers in the future. We also discuss what investments any serious professional salesperson should be making in 2021 to remain relevant and increase the chances of blowing out their quota. Finally, Jeb explains why he wrote his latest book, Virtual Selling, which he started writing before the pandemic. Listen to this fast-paced and insight-rich conversation with Sales Gravy CEO and best-selling business author Jeb Blount.
To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
Connect with Jeb!
Websites: https://salesgravy.com/, https://jebblount.com/
LinkedIn: https://www.linkedin.com/in/jebblount/
In this episode, we dig into some of the most powerful lessons learned as Zennify scaled the business from three founders to over 120 employees. We discuss segmenting the market to differentiate, using culture as a competitive advantage, and how strategic partnerships bring credibility and opportunity to a growing business. Listen to this fast-paced conversation with CEO and Co-Founder, Manvir Sandhu of Zennify.
LinkedIn: https://www.linkedin.com/in/manvir-sandhu-zennify/
Zennify: https://www.zennify.com/
To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
There are some who believe that to have consistent success as a sales professional, one must have the right personality. They believe that being an extrovert is a prerequisite to sales achievement. In this episode, Troy Elmore of Sandler Training explains how each personality type has innate advantages and disadvantages as it relates to the interpersonal nature of the sales process. We discuss common mistakes salespeople make that inhibit their success as well as a discussion on what makes a great sales leader. Hint, it might not include being the best salesperson!
To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
How to connect:
LinkedIn: https://www.linkedin.com/in/troyelmore/
Sandler Training: https://www.iss.sandler.com/
Email: telmore@sandler.com
Twitter: @SandlerTrainers
Mergers and Acquisitions are a tricky business. When well-executed, it can be one of the fastest routes to growth available to a strong business.
In this episode, Andy Harris, a serial hired-gun CEO and now adviser, talks about the M&A strategy and how he makes the tough decisions that have led him to consistently amazing exits.
Andy is also passionate about personal growth through mentoring, no matter who you are or where you are in your life journey. We discuss his passion-project of building a best-in-class mentorship program at the University of Arizona (Bear Down!) Enjoy this insightful discussion with Andy Harris!
To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast
Connect with Andy!
LinkedIn: https://www.linkedin.com/in/andyharris4/
STS Capital Partners: https://stscapital.com/
When the economy struggles and commercial business gets hard to find, the Federal government is usually increasing their spending to nudge the economy along. Having a portion of your business coming from contracts with the Federal Government is just smart business. The process is challenging and time-consuming, but not impossible. In this episode, we hear from Tim Brown, a consultant with 30 years' experience inside government contract offices. He walks us through what it takes to win your first Federal contract and how to build a growth strategy using this special market. You owe it to your company to listen to this conversation.
How to connect:
LinkedIn: https://www.linkedin.com/in/timothy-brown-aa0b5117a/
Website: http://www.mcallisterbrown.com/
Email: tbrown@mcallisterbrown.com
Has educational technology delivered on its promise of increased student achievement? Are software and curriculum developers leading the transformation we hoped for? Today we meet with Diana Richie, an EdTech thought leader. Diana has led sales and marketing organizations at big tech companies and scrappy start-ups alike. Her decades of experience leading growth efforts for some great companies have informed her interesting perspective on the K12 education market. We were excited to discuss her thoughts on the state of the K12 customer as they struggle to navigate the pandemic and other significant challenges.
How to connect:
LinkedIn: https://www.linkedin.com/in/dianarichie/
Website: https://www.advancingglobaledu.com/
Is social selling really different from traditional selling? According to our guest this week, Chris Kenton, CEO of Social Rep, there are some significant differences, but the fundamentals are very much the same. We go deep into content marketing over social media, and Chris shares game-changing strategies for engaging prospects on social media with both the Geek and the Guru approach.
Connect with Chris!
LinkedIn: https://www.linkedin.com/in/chriskenton/
Instagram: https://www.instagram.com/chrispkenton/
Website: www.socialrep.com
Growth requires intention. In fairness, it requires a lot of things. However, over the last 40 years, John Whaley has discovered that most owners make growth way harder than it needs to be.
In this episode, we talk with John Whaley, Project-based Business Development Leader, about how to move from the Quarterback of the team to Coach. Then from Coach to General Manager and ultimately to Owner. There are specific steps and a mindset adjustment required to consistently "level up." Is your business a passion project or an investment vehicle?
Sometimes our biggest breakthroughs take time. Like, enough time to run across the state of Texas! That is exactly what Jason Arcemont did in 2014. He came away from that experience knowing that he was the only thing holding himself back. Jason is a visionary leader and serial entrepreneur having built businesses across several verticals from a wind farm service company to one of the country's fastest-growing PPE manufactures. In this episode, we trace Jason's business journey and explore how his "servant heart" is at the core of his business growth strategy.
Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonarcemont/
https://jasonarcemont.com/
Now might be the best time ever to dig deep to understand your customers. In this episode, John McTigue, the Customer Journey Maestro, shares his thoughts on why every business should have detailed customer journey maps. These maps are foundational to your business and can unlock insight into your customer's experience with your company, customer retention opportunities, and even new business development. Learn what resources are available to help you, and some of the common mistakes business leaders make when creating customer journey maps.
How to connect:
www.customerjourneymaestro.com
https://www.linkedin.com/in/jmctigue/
Great leaders have secret powers that help them rise above the noise and lead from the front. Some of these powers are obvious to you and some need to be discovered. In this episode, Gadi Pollack, founder of Hero's Leadership Journey, shares how his pivotal experience on the battlefield and subsequent visits with his mentor 40 years later, uncovered the secret to finding one's 5 Core Leadership Powers. Many leaders use high-achievement to cope with their past trauma, but there is a better way to live. Join us for this powerful conversation.
Connect with Gadi on LinkedIn: https://www.linkedin.com/in/gadipollack/
Entrepreneurs usually start businesses because they are exceptionally talented at a technical part of their business, not because they are talented at running a business. This is where Mark Henderson Leary comes into the picture.
Mark has a passion for helping entrepreneurs and business leaders bring order to their organizations and supercharge their potential! In this episode, Mark shares his insight on what makes a great leader, creating a culture for growth, and the art and science of sales.
Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhleary/
https://www.leary.cc/
https://www.leary.cc/podcast
Matt Register is an entrepreneur and investment banker in Houston, Texas. His deep operational expertise has allowed him to successfully lead a number of turnarounds and transactions for his clients. When it comes to saving a business, it can be hard to know where to start. But with a plan, the path to a successful outcome is not as daunting as you might think. Matt shares his insight on business and the lessons he learned in the military that have informed his unique approach to business.
Connect with Matt on LinkedIn: https://www.linkedin.com/in/mattregister/
https://www.cfaw.com/houston/people/matt-register.html
Some fights are worth taking on. In this episode, we're talking with Jane Henry, CEO and founder of SeeHerWork, about how she has turned her passion for inclusion in the workplace into a revolutionary business. She shares why she shifted her focus from helping Fortune 50 companies as a management consultant at her fast-growing consulting firm to bringing safety equipment to women in the industrial sector. Listen to this episode to learn more about her amazing entrepreneurial journey!
Connect with Jane on LinkedIn: https://www.linkedin.com/in/janehenry/
https://seeherwork.com/
https://seeherwork.com/collections/lead
Susan Graye is an Award-Winning Global Talent Acquisition Leader. She has helped companies like Compaq and Hewlett Packard Enterprise take their Talent Acquisition programs to the next level. When it comes to building the human capital inside your business, it can be hard to know where to start. Susan shares her insight into building teams, mentoring, succession planning, and inspiring an inclusive culture.
Connect with Susan on LinkedIn.
https://www.linkedin.com/in/susangraye/