The B2B Revenue Executive Experience
Episodes
Episode 70: Jonathan David Lewis on Factors That Hold Back Growth
19 Jun 2018
Contributed by Lukas
If you’ve ever been faced with a period of stagnation, it can be taxing trying to figure out what went wrong and why others are able to scale quickl...
Episode 69: Brian Higgins on Sales Performance Frameworks
12 Jun 2018
Contributed by Lukas
Ask ten different people what makes an ultra high performer so successful, and chances are you’ll get ten different answers. That’s why leveraging...
Episode 68: Jim Dolce on Challenges in a Dynamic Industry
05 Jun 2018
Contributed by Lukas
Dynamic industries – those that have gone through significant changes in recent years – have faced a unique set of challenges in sales and product...
Episode 67: Mike Reagan on Increasing Self-Awareness
29 May 2018
Contributed by Lukas
Inboxes fill up, task lists go unchecked – we all have times when we struggle with maintaining the balance between our personal and business lives....
Episode 66: Chloe Thomas on eCommerce and Online Trends
22 May 2018
Contributed by Lukas
In a new era of B2B buyers shifting towards eCommerce and online buying trends, we ask the question, “How can sales professionals and retailers be c...
Episode 65: Dorene Rettas on Data Protection in Sales & Marketing
15 May 2018
Contributed by Lukas
Data breaches, like the recent Facebook debacle, have put companies of all sizes under increased scrutiny when it comes to data privacy. New data prot...
Episode 64: Michael Dart on Understanding Retail Dynamics
08 May 2018
Contributed by Lukas
Turn on the news and you hear countless stories about store closings and forgotten malls – no doubt casualties in the evolution of retail. With ecom...
Episode 63: Linda Page on The Power of Coaching
01 May 2018
Contributed by Lukas
Good coaching empowers individuals, inspires teams and drives results. But it’s often undervalued because it's not always accessible and its importa...
Episode 62: Larry Levine on How To Remain Authentic
24 Apr 2018
Contributed by Lukas
Authenticity is one of the biggest challenges for salespeople in a profession that’s so laden with rejection that many fear it. Yet, authenticity is...
Episode 61: Mary Lombardo on When Things Go Wrong
17 Apr 2018
Contributed by Lukas
The sale is going well – at least you think you know where it’s going. Then suddenly things start falling apart. “I need to take this to my boss...
Episode 60: Gerard Compte on Authenticity in Prospecting
10 Apr 2018
Contributed by Lukas
Before you send that email – ask yourself, “Am I being authentic?” It’s easy to send the same generic email to everyone on your prospect list...
Episode 59: Jacob Baadsgaard on Results-Based Relationships
03 Apr 2018
Contributed by Lukas
Founders and CEOs often expect immediate results from new sales teams and employees. But that isn't always realistic, or sustainable. To find out why,...
Episode 58: Mark Holmes on Customer Experience "Chick-Fil-A" Style
27 Mar 2018
Contributed by Lukas
Any B2C company knows that customer experiences are a number one priority. What can B2B sales organizations learn from B2C customer experiences? More ...
Episode 57: Brian Burns on 5 Q1 Mistakes to Avoid
20 Mar 2018
Contributed by Lukas
In Q1 you’re setting the stage for your success in the coming year – at least, you should be. There are typical mistakes we see sales reps make a...
Episode 56: Jenny Adams on Driving Revenue Through Collaboration
13 Mar 2018
Contributed by Lukas
As executives grow their businesses, they often experience a lonely road of solitude and don’t think to reach out to others for support. We spoke wi...
Episode 55: Barbara Trautlein on Improving Change Intelligence
06 Mar 2018
Contributed by Lukas
The world is continually going through a great deal of transformations. Whether these are digital transformations or sales transformations, they all m...
Episode 54: Brian Burns on 5 Ways to Maximize Income
27 Feb 2018
Contributed by Lukas
“How do you plan to maximize your income?” We get asked this question a lot by sales leaders and coaches. We sat down with Brian Burns, host of...
Episode 53: Townsend Wardlaw on The Solution Sales Mindset
20 Feb 2018
Contributed by Lukas
Is fear influencing your career? Are you focusing on your customers’ problems instead of providing solutions? We spoke with Townsend Wardlaw, Linked...
Episode 52: Paul Bickford on Secret Sauce of Sales Enablement
13 Feb 2018
Contributed by Lukas
The term “sales enablement,” is thrown around a lot and can mean different things to different sales professionals. We sat down with Paul Bickford...
Episode 51: Brian Burns on 5 Tips on Negotiating a Comp Plan
06 Feb 2018
Contributed by Lukas
A few weeks ago we discussed five things that make a great comp plan. It’s still early in the year and comp plans are a hot topic. Many sales reps d...
Episode 50: Dale Dupree on The Dreaded Phone
30 Jan 2018
Contributed by Lukas
As social networking online continues to evolve, less and less salespeople are comfortable picking up the phone and calling decision makers. Some may ...
Episode 49: Brian Burns on 5 Things That Make a Great Comp Plan
25 Jan 2018
Contributed by Lukas
It’s the beginning of the year and companies are beginning to roll out new comp plans. For salespeople, especially ultra high performers, comp plans...
Episode 48: Sean Campbell on Virtual Selling
23 Jan 2018
Contributed by Lukas
More and more organizations are implementing virtual selling as they reevaluate their travel budgets, cost of sales and changing desires of buyers. Se...
Episode 47: Brian Burns on 5 Ways to Stay Motivated in Sales
18 Jan 2018
Contributed by Lukas
Sales is a rollercoaster profession – everyone who’s been doing it for a long time knows there’s days where you feel like you’re on a treadmil...
Episode 46: Vince Koehler on the Power of Content Marketing
16 Jan 2018
Contributed by Lukas
You’ve no doubt heard the phrase “content is king,” but content alone is never enough. To be a successful content marketer, especially in the B2...
Episode 45: Brian Burns on 5 Things That Separate A Players From B Players
11 Jan 2018
Contributed by Lukas
With the onslaught of artificial intelligence and new technologies impacting the sales profession, the question is often asked: “Will people still b...
Episode 44: Mark Hunter on Barriers to Better Prospecting
09 Jan 2018
Contributed by Lukas
We wanted to kick off 2018 by talking about something on the top of everybody’s mind as they plan out the new year – prospecting. Time and time a...
Episode 43: Brian Burns on 5 Things to Look for in a New Sales Position
21 Dec 2017
Contributed by Lukas
It’s common for sales professionals to move around a lot. In fact, the average tenure of a sales executive is just 18 months. Brian Burns, host of T...
Episode 42: Jon Kondo on Using Sales Analytics Across the Entire Organization
19 Dec 2017
Contributed by Lukas
With a rise of big data, there are more and more opportunities for companies to leverage their analytics and drive different approaches to business re...
Episode 41: Barb Giamanco on Improving the Sales Experience
14 Dec 2017
Contributed by Lukas
Everyone is familiar with the phrase “customer experience.” But what about the experiences a customer has with a sale before signing on the dotted...
Episode 40: Todd Handy on Outsourcing Your Sales Efforts
12 Dec 2017
Contributed by Lukas
At some point, every company has to consider what type of a sales team they will use. Outsourcing sales can benefit companies by not only improving RO...
Episode 39: Brian Burns on 5 Things That Make a Demo Great
07 Dec 2017
Contributed by Lukas
Demos play a critical role in every sales process. Oftentimes, just being prepared to give a demo isn’t enough. Sales professionals need to be mindf...
Episode 38: David Bauders on Negotiation Training for Sellers in the Cognitive Era
05 Dec 2017
Contributed by Lukas
Sales training has long been viewed as a necessary evil, lacking a major component to success: negotiation training. We recently interviewed David Bau...
Episode 37: Jay Mays on How to "Own" a Room and Increase Your Presentation Skills
30 Nov 2017
Contributed by Lukas
Most of us fear public speaking. That’s a problem in client-facing professions like sales, where presentation skills can make or break relationships...
Episode 36: Lavon Koerner on How Psychometric Science Prompts Prescriptive Sales
29 Nov 2017
Contributed by Lukas
The industry of sales training has been revolutionized by the idea of prescriptive training. This industry has experienced many new developments in re...
Episode 35: Arun Lal on How Salespeople Can Utilize AI for Content Creation
21 Nov 2017
Contributed by Lukas
There are new tools out there to help sales reps cut down the amount of time it takes to find the right content, organize it, and put it into a pitch ...
Episode 34: Scott Santucci on How Sales Enablement Can Turn Your Sales Org Upside Down
14 Nov 2017
Contributed by Lukas
Throw away your 57-step sales guidebook and keep it simple, stupid. In the most recent episode of the podcast, Chad sits down to talk to Scott Santucc...
Episode 33: Julie Thomas on The Difference Between a Sales Methodology and a Sales Process
07 Nov 2017
Contributed by Lukas
There are those out there who don’t understand the difference between a sales process, a true framework, and more tactical types of training. If you...
Episode 32: 5 Ways to Make Your Deals Larger with Brian Burns
02 Nov 2017
Contributed by Lukas
Sales professionals are interested in making their deals larger, increasing the revenue gains and hitting quota with fewer deals. The challenge - few ...
Episode 31: Joe Apfelbaum on How to Optimize the B2B Digital Marketing Funnel
31 Oct 2017
Contributed by Lukas
There’s a lot of talk out there about how to understand value from the buyer’s perspective. New companies are trying to engage with prospective cl...
Episode 30: Bret Rachlin on How and Why B2B Buyers Buy
26 Oct 2017
Contributed by Lukas
The number of people talking about how B2B buyers have changed and are more informed today are legion. The question now becomes how do you understan...
Episode 29: Matt Lockhart on Business Transformation: Pitfalls, Benefits, and the Cutting Edge
24 Oct 2017
Contributed by Lukas
Change is inevitable. Whether you’re working for a small business, or a company of forty thousand people, at some point you’re going to go through...
Episode 28: Bryan Kramer on Why the Future of Sales and Marketing Belongs to Humans—Not Robots
17 Oct 2017
Contributed by Lukas
Lately, we’ve spent a lot of time talking to people about the future of AI. Today, we want to take a look at the other side of the coin: human to hu...
Episode 27: 5 Things Sales Managers Want From Their Teams
12 Oct 2017
Contributed by Lukas
Sales Managers are often faced with ever-increasing challenges, only one of which is making sure the team is delivering the results the company demand...
Episode 26: Jeff Koser on The Power of the Voice of the Customer
10 Oct 2017
Contributed by Lukas
When you look at your best prospects and customers, they should be just as distinctive as zebras. That was the idea behind Jeff Koser’s book Selling...
Episode 25: What Sales Executives Need To Hear To Improve Results
05 Oct 2017
Contributed by Lukas
Peter Philpott is a Managing Partner with Value Prime Solutions and has been a sales executive for over 30 years, running successful teams at Kodak be...
Episode 24: Gabe Larsen on The 5 Key Components of a Cadence
03 Oct 2017
Contributed by Lukas
A lot of people are fascinated by genetic structure. This is true whether that’s literal genetic material like the human genome or more metaphorical...
Episode 23: Leverage Your Sales Process for Differentiation with Brian Burns
28 Sep 2017
Contributed by Lukas
Everyone is looking for ways to differentiate in sales, but often miss the one place that is closest to home, their own sales process. Chad Sanderso...
Episode 22: Jiri Marousek on How Building a Capable Internal Team Equals More Revenue
26 Sep 2017
Contributed by Lukas
You’ve seen plenty of companies focused on pushing sales organizations hard to generate more revenue. There’s often a focus inside companies to ge...
Episode 21: The Impact of AI on Sales and Marketing with Justin Williams
21 Sep 2017
Contributed by Lukas
Artificial Intelligence or AI is a hot topic in sales and marketing today, but few in the field have the experience or exposure to provide a great dea...
Episode 20: Eric Berggren on Customer Value: Why Organizations Fail to Get It Right
19 Sep 2017
Contributed by Lukas
Every successful business needs to sell something at a price where they can make enough money. If they can’t, they’re going to go out of business....
Episode 19: 3 Things Sales Executives Need To Hear, But Are Ignoring with David Shatz
14 Sep 2017
Contributed by Lukas
Sales executives face challenging jobs with ever increasing numbers, so it is no wonder it is easy to lose sight of the things which can truly increas...
Episode 18: Kevin Dorsey on 3 Tips for Creating a Sales Culture that Sells
12 Sep 2017
Contributed by Lukas
Businesses are complicated entities with a lot of moving parts, any of which are indispensable to making sure that things run smoothly and that the re...
Episode 17: Brian Burns on 5 Key Elements to Build a Next Generation Sales Team
07 Sep 2017
Contributed by Lukas
Sales has become an increasingly dynamic profession - from AI, to the evolving use of social media, to ever more complex decision making from buyers. ...
Episode 16: Tim Matthews on The Challenges of Demand Generation and Goal Setting
06 Sep 2017
Contributed by Lukas
In this episode we were able to sit down with Tim Matthews, VP of Marketing for Imperva and syndicated blogger and author of The Professional Marketer...
Episode 15: Mostafa El-Bermawy on The 4 Pillars of Effective SEO
29 Aug 2017
Contributed by Lukas
Mostafa El-Bermawy is VP of Marketing at Workzone, but “SEO” probably belongs somewhere in his title, too. Mostafa has been doing SEO for about ei...
Episode 14: Daniel Miller on How to Make Your Email Marketing More Effective Immediately
22 Aug 2017
Contributed by Lukas
Email is always a hot topic, and we all know that outreach is a critical component of effective prospecting. But just because we realize the importanc...
Episode 13: Audelia Boker on Sales Is Rapidly Becoming More Digital (Here’s How to Stay Ahead of the Trend)
15 Aug 2017
Contributed by Lukas
Lots of companies are trying to map customer journeys across channels, but that may be unnecessary. The customer journey is becoming more and more dig...
Episode 12: Alex Rosemblat on The Importance of Having a Well-Trained Sales Team
08 Aug 2017
Contributed by Lukas
Imagine a wall. If you have an untrained sales team, and you say, “Go, go, go,” they will inevitably keep running into the wall and bouncing off. ...
Episode 11: Cindy Kennedy on 3 Key Components of Customer Service in Sales
01 Aug 2017
Contributed by Lukas
“The most important and most valuable service you can provide is an excellent experience.” - Cindy Kennedy, District Manager for Corus360 Customer...
Episode 10: Mark Kosoglow on Why Sales Reps Shouldn’t Select Their Own Accounts
25 Jul 2017
Contributed by Lukas
“The more complex you make the sale, the less success you’re going to have. As Mark Kosoglow, VP of Sales at Outreach.io, puts it, “humans suck ...
Episode 9: Juliana Slye on The Challenges of Marketing and Selling to the Public Sector
18 Jul 2017
Contributed by Lukas
In Juliana Slye’s long career throughout the private and public sectors, two things have stuck with her more than anything: “It’s not about me,...
Episode 8: Brian Turner on Why Revenue Should Be Used as a Trailing (Although Critical) Indicator of Business Health
11 Jul 2017
Contributed by Lukas
“Revenue should not be your leading indicator.” Come again? That’s the claim made by Brian Turner, General Manager with Slalom. Brian says that ...
Episode 7: Mark Shank on What “Digital Transformation” Really Means Today
27 Jun 2017
Contributed by Lukas
Digital transformation isn’t Mark Shank’s favorite term. Yet, he recognizes that it’s widely used, and so he uses the term to speak the language...
Episode 6: Mike Moore on Generating Revenue in a Digital Agency
20 Jun 2017
Contributed by Lukas
We’ve seen a lot of consolidation of digital agencies over the years, with many getting bought up by “the Big Four.” Today, independent agencies...
Episode 5: Tod Caflisch on The Minnesota Vikings Fan Experience (and Where It’s Headed)
13 Jun 2017
Contributed by Lukas
Tod Caflisch has been in pro sports IT for almost 30 years, so he’s seen the incredible transformation in the fan experience at sports venues. In co...
Episode 4: Mark McKinney & Steve Fedorko on “My Client Is the Devil:” How to Stop Complaining and Get a Better Perspective"
06 Jun 2017
Contributed by Lukas
There’s never a shortage of people complaining about their clients. You can get stuck in that kind of thinking, but there is another way of looking ...
Episode 3: Les Trachtman on Why Founders Often Make Terrible CEOs
29 May 2017
Contributed by Lukas
Quite commonly, founders make terrible CEOs. They often have a difficult time segregating their personal relationships with their founding teams from ...
Episode 2: WTH is the The B2B Revenue Executive Experience?
29 May 2017
Contributed by Lukas
There are some great podcasts out there on sales enablement. They have fantastic advice on how to accomplish certain goals and strategies, as well as ...