Grow b2b faster podcast

Our “GROW B2B FASTER” show lives up to its name: We interview top CEOs, Sales, and Marketing Leaders to uncover their strategies, hacks & tools to help your B2B company grow faster. This show is for you if you want to learn:

  • How to set up a successful growth strategy for your B2B business

  • How to use marketing to drive B2B sales

 
 

EPISODES

EP 72: How Recharge's Head of Demand Generation Successfully Drives Pipeline for the Company

Driving demand for your company at every stage of your marketing funnel?

Rodolfo shares how they do it at Recharge.

In today's episode, Rodolfo Yiu, Head of Demand Generation at Recharge shares with Sammy, how he and his team keep their pipeline healthy and full.

  • 1. How Rodolfo drives demand on top, middle and bottom of funnel for Recharge

    2. How Recharge is distributing its demand gen investments in paid search as a market leader

    3. Why Rodolfo still regularly listens in on his team's sales calls

EP 71: The New Way of B2B? - How Buynomics went after Billion Dollar Companies First Without Driving Aggressive Sales Tactics

Out with the old, in with a $20B deal?

Sometimes, not sticking to the known will skyrocket your B2B success:

In Buynomics' case, going against "common wisdom" in B2B, helped them secure a huge enterprise customer – as a seed stage startup!

Today, Sebastian Baier, Founder & MD at Buynomics, shares with Sammy how they did it.

  • 1. Why and how Buynomics successfully went after the biggest possible enterprise customer as a seed stage startup

    2. How Buynomics closed a €13MM Series A investment with a top U.S. VC in the current tough market environment

    3. The Buynomics playbook to leverage webinars to drive marketing and thought leadership

Shortcast: How to Grow Your Business Using a 4-Part Content Marketing Framework – with Brendan Hufford

Is content marketing dead?

These days, many businesses pump all their marketing budget into running ads. But are they getting better results than they would with organic growth strategies?

In today’s shortcast-episode, Brendan Hufford, Founder at Growth Sprints, chats to Sammy about misconceptions in B2B marketing and how he grows SaaS companies using his 4-part content marketing framework.

  • 1. Brendan's 4-part content marketing framework that sees the most success

    2. What B2B Leaders should stop doing to grow their business

    3. The 2 biggest misconceptions about B2B content marketing

EP 70 - Christian Kurtenbach - How Monta Leverages Ex-consultants to Drive Sales

Business environments are rapidly becoming more complex.

Now, skill stacks that focus on deeper and more multidimensional thinking are becoming hot commodities in sales.

But where are businesses finding salespeople with this unusual skill combination?

Find out in today’s episode with our host Sammy and guest, Christian Kurtenbach, Director of Enterprise Sales at Monta.

  • 1. The advantage of being a consultant first and then moving into enterprise sales

    2. How Christian leverages his consulting skills to drive sales

    3. Why you should consider inviting UX researchers into your sales meetings

    4. How the energy crisis is affecting the adoption and sales of electric vehicles

EP 69 - Pim Geurts - How to Build Your Own B2B Community

Promotional one-way communication won’t cut it with today’s ad-exhausted B2B customer.

Instead, you need to start building and nurturing long-term, meaningful relationships.

Find out how in today’s episode with Pim Geurts, Global Director of Strategic Alliances at o9 Solutions and our host, Sammy.

  • 1. What a B2B community is according to Pim

    2. How to build your own B2B community

    3. How to get your community members involved

    4. The value of B2B communities

    5. How to translate online communities to the offline world

Ep 68 - Johannes Füß - 300% Wachstum in 1,5 Jahren: Das Erfolgsrezept der B2B Sales-Organisation von EGYM Wellpass

Wie hat EGYM Wellpass mit ihrer B2B-Sales Mannschaft in 1,5 Jahren 300% Wachstum gemeistert?

EGYM Wellpass' Sales-Organisation ist von 20 auf 100 Mitarbeiter gewachsen – und das trotz der unsicheren Aussicht in der Fitnessbranche während der Pandemie.

Heute teilt Johannes Füß, Vice President Sales bei EGYM Wellpass, seine Erfahrungen, Best Practices und Erfolge mit Sammy.

  • 1. Auf welche Erfolgsschlüssel das B2B Sales-Team von EGYM Wellpass setzt

    2. Wie EGYM Wellpass ihre Sales-Methoden im Team & Salesforce verankert, um guten Forecast sicherzustellen

    3. Welche Herausforderungen EGYM Wellpass im Spagat zwischen SME- und Enterprise-Sales meistert

    4. Wie Storytelling & Fakten zu erfolgreichen Pitches in Deutschland beitragen

    5. Wie EGYM Wellpass über Webinare mit Bestandskundeneinbindung neue Kunden gewinnt

Ep 67 - Michelle Pietsch - How to Build the Right Sales Team from Seed Stage to Series B

Who are the people you need in your company for scaling from Seed Stage to Series B?

Today's guest is part of the reason Datadog (1bn valuation), Drift (1bn valuation) and Dooly ($300m) scaled so fast!

And now, Michelle Pietsch, Founding Partner at Minot Light Consulting, shares her best practices & insights with us. She chats with Sammy about her approach to building successful go-to-market strategies, and aligning teams to one goal.

  • 1. How start-ups succeed in the Seed Stage with founder led sales

    2. Whom to hire while scaling from Seed Stage to Series B

    3. Best practice hiring processes to identify the right fit in a new sales development rep

    4. How to achieve a 30% conversion rate through webinars and podcasts

    5. What metrics Michelle uses to track Minot Light Consulting’s success, and unifies her team around revenue

Ep 66 - Shawn Green - How B2B Partnerships Create an Ecosystem of Value for Your Business

When should you start building a B2B partnership ecosystem? Immediately!
According to Shawn Green, Go-To-Market Advisor at Upflow and Chassi, there isn’t a better time to start finding key partners than the present.

In today’s episode with Sammy, he explains how building a partner ecosystem from the start helps you score those crucial first customers for your startup.

  • 1. The right time to start building a partner ecosystem.

    2. Shawn’s advice to anyone who wants to start a partnership program.

    3. The 3 stages of CEO involvement in a growing startup.

    4. The main characteristics of a successful CEO.

    5. How to set up and utilize a customer advisory board to determine product-market-fit.

Ep 65 - Carrie Kelly - How to Influence Your Whole Sales Pipeline with Marketing

Take a guess. Who is the most important stakeholder in your marketing strategy? The answer is simple — it’s your customers!

In today’s episode, Carrie Kelly, Chief Marketing Officer at Cyderes, explains how getting close to your customers will help you execute effective marketing interventions that really influence your sales pipeline.

  • 1. How to influence the sales pipeline with marketing

    2. Which metrics you should track to measure the impact of your marketing strategy

    3. Which content pillars work best for your sales pipeline and tips for creating them

    4. The power that in-person events and unique experiences can hold for your business

    5. Why your company should have an analyst relations strategy

Ep 64 - Johanna Fagerstedt - From small startup to global scale-up – the keys to growth through marketing

Marketing is not only a means to an end: It's the endgame.

How does Quinyx leverage their marketing to build successful communities & drive growth? Johanna Fagerstedt, CMO at Quinyx, shares with Sammy, how they do it.

  • 1. Why marketing doesn’t stop after winning a customer

    2. How Quinyx uses an annual community event to build thought leadership and create content

    3. Best practices for setting up a successful community event

    4. How Quinyx uses their "Customer Happiness Survey" to build strong client relationships and get valuable feedback

    5. Why LinkedIn is the most important social media channel for your B2B business and how to leverage it successfully

Ep 63 - Massimo Pernicone - Driving Growth & Fueling Sales with the Right Sales Tools

Technology can bring the best out of you as a salesperson – If you let it.

Today, our host Sammy is talking to Massimo Pernicone, Director at BTS, about how sales tools can help your B2B business grow.

  • 1. What problems companies face when introducing new tech for salespeople

    2. How to get your salespeople on board when adopting new sales tools

    3. What mistakes to be aware of when introducing new tools & how to avoid them

    4. How to choose the right sales tool for your company needs

    5. What to look out for when looking for a consulting company to help you implement your tools

Ep 62 - Bill Glenn - 40% Growth Each Year: Why Social Media is a Growth Accelerator for ExtraHop

How can you use social media to win leads, grow your B2B business and support sales?

Bill Glenn, VP of Marketing at ExtraHop, has answers – and shares them with Sammy in today's GROW B2B FASTER episode.

  • 1. Why social media plays a critical role for ExtraHop’s marketing and sales

    2. What role communities and in-person events play for ExtraHop’s marketing

    3. Why building in-house influencers is a win for the company

    4. How to use use cases to win clients in B2B

    5. How ExtraHop supports their channel partners with marketing

Ep 61 - Bill Staikos - Building Successful Communities & Leveraging Thought Leadership for B2B Growth

How can you build active communities as a B2B company?

Bill Staikos, Senior VP at Medallia, talks to Sammy about his experience in community building, what leverages Medallia's community, and how his personal brand on LinkedIn plays into it.

  • 1. Why and how Medallia invests in their client led community & community events to drive growth

    2. How B2B companies can start building active communities

    3. Who to hire to be successful with community building

    4. How Bill sets his focus for content topics for thought leadership

    5. Bills framework to create content consistently on LinkedIn

Ep 60 - How Can You Leverage Your Own Podcast to Win Clients? - Sammy Gebele on Peers over Beers with Chris Detzel

Creating connections + Giving value = Community-led growth

  • 1. How to leverage a podcast show to drive growth and create content

    2. How Sammy builds communities

    3. What KPIs to use to track community growth success

    4. Why meetups work for building strong connections

Ep 59 - Shannon Katschilo - Making Sales Fun: How Shannon Wins Leads on an Executive Level & Grows a Strong Sales Team for Zoomin Software

Value without trust won't win you leads. But how do you add one to the other?

  • 1. How putting the fun back in sales helps you build trust and up your sales game

    2. Why impersonal ‘spray and pray’ tactics are not the way to go

    3. Shannan’s magic bullet for winning leads on an executive level

    4. How to identify the “closers” in B2B sales

    5. How to win key people for your B2B sales team in strong competition

Ep 58 - Steve Baumgartner - 30% Growth Each Year: How Steve Sets up B2B Enterprise Sales Processes & Leverages Channel Sales for Maximum Success at inriver

How does inriver set up their sales machine and drive a steady 30% growth each year?

  • 1. How to set up B2B enterprise sales processes with your sales teams to keep clients engaged

    2. How sales works with partner teams and marketing for effective channel management

    3. How inriver uses sales enablement content to drive customer growth

    4. Steve’s take on different sales methodologies in B2B for for enterprise complex sales

Ep 57 - Monika den Os - Monika's Secret Sauce to Finding Great Content & How She Uses it to Generate Leads

How does Monika create & leverage her key content to drive growth at Bizzdesign?

  • 1. How Monika creates her key content piece for the whole year

    2. Monika’s best kept secret to driving valuable leads

    3. How Bizzdesign’s community program helps them drive sales

    4. How Bizzdesign leverages LinkedIn to get laser focus on their target audience

    5. Why connecting the work of your marketing & sales teams will ensure meeting pipeline goals

Ep 56 - Steve Kline - First 100 Days as CRO – How Steve Planned and Started his CRO Position for Fast Impact at ENGIE Impact

How did Steve plan his first 100 days as the new CRO at ENGIE Impact to achieve maximum impact?

  • 1. Steve’s roadmap to starting as a new CRO at ENGIE Impact

    2. How to define a profile for hiring the best new talent to enhance your team

    3. How to structure your sales team for maximum success

    4. How your company culture influences your team

    5. How to find mentors to help you and your business grow

Ep 55 - Ira Sharp - Framework: How Ira Sharp Established Himself as a B2B Industry Thought Leader while working for Phoenix Contact USA

How did Ira Sharp establish himself as a B2B industry Thought Leader while working for Phoenix Contact USA?

  • 1. What framework Ira used to establish himself as an industry thought leader on LinkedIn

    2. How to expand your network and reach on LinkedIn outside of your company contacts

    3. How building thought leadership helps you attract talent

    4. How to enable your employees to establish thought leadership

    5. What tools can help you bring high quality to your LinkedIn content

Ep 54 - Scott Leese - 2 to 200 in Under 2 Years: How Scott Scaled Up his Sales Team by Posting on LinkedIn & Grew to 84,000 Followers and Content with 1,000s of Likes

How Scott scaled his sales teams from 2 to 200 in under 2 years by posting on LinkedIn – where he now has 84,000 followers and content with 1,000s of likes.

  • 1. How Scott scaled up his sales team on LinkedIn to 200 and established thought leadership on the platform

    2. What resources helped Scott build his own community on LinkedIn

    3. How to leverage LinkedIn as a B2B sales leader

    4. The right timing and process to publish books for your target personas

    5. How to enable your team to create reach and post valuable content on LinkedIn

Ep 53 - Oliver Wedell: +50% growth as a $1 Billion Company - how does MongoDB pull it off?

There's a Reason why MongoDB Manages to Retain Growth of Over 50% as a $1 billion in annualized revenue company in the Tech Market.

  • 1. How being an open source company helps MongoDB accelerate growth and sell more

    2. Why a focus on demand generation in B2B sales is the way to successful sales

    3. Why direct sales is Mongo DB’s main way of winning clients as a B2B tech company

    4. How MongoDB successfully leverages LinkedIn for their sales pipeline generation

    5. How MongoDB tackles the challenges of qualifying opportunities by using MEDDIC

Ep 52 - Justin Welsh is cracking the LinkedIn Code: $2m revenue in 2 years, posts with 1,000s of likes & comments - and 0$ spent on marketing

How did Justin get to $2m in revenue in 2 years on LinkedIn, and create content that has 1,000s of likes & comments?

  • 1. How to build a successful LinkedIn community as a B2B business

    2. How to find your niche and create attention for your business on LinkedIn

    3. How to create content that works on LinkedIn

Ep 51 - Mark Wilchynski - Eliminating 'Bad Deals' and Revamping Your Company Culture for B2B Growth

Don't you wish you could sniff out a 'Bad Deal' before you went all in?

  • 1. How to spot and get rid of potentially 'bad deals' – and bring more quality to the deals you’re after

    2. How to build a framework for a sales organization that works

    3. How clear feedback in your teams can lead to substantial growth

    4. What using a reverse timeline can bring to your potential deal

    5. How to successfully use LinkedIn to enhance recruiting and company reach

Ep 50 - David Meerman Scott - You Can Create B2B Demand Instead of Mass-Spamming Your Buyers

  • 1. How to choose the right VC firm to help your growth as a company

    2. How to avoid mass-spamming your buyers and successfully change your marketing strategies

    3. How important it is to create your own content real estate

    4. How the world of cold calling is changing

Ep 49 - Brad Hill - How SkillGigs successfully combines a SAAS subscription with a usage-based payment model

  • 1. How to create trust with your potential client – a key skill for every salesperson

    2. Communicating the value you offer in a way that it also meets the customer’s need

    3. How combining payment models will keep your customers hooked

    4. How to find the right hire for your team

Ep 48 - Markus Rupprecht - 1 KPI to rule them all

  • 1. Which KPIs are most crucial to look at, to incentivize your team as well as work towards one goal

    2. How to win clients with direct sales

    3. Why social media plays such a huge role in big whale hunting

    4. Why you should share more of your knowledge and not hold back

Ep 47 - Rüdiger Spohrer - How a 2.4bn € industrial automation company effectively leverages B2B influencer marketing and creates valuable content for lead generation

  • 1. How to effectively leverage influencer marketing and create valuable content for lead generation

    2. How Phoenix Contact successfully implements a holistic sales and marketing strategy on a global scale

    3. The way the pandemic, a new generation of buyers, and cookie regulations will impact future B2B marketing and sales

Ep 46 - Carsten Schryver - How a 3rd Generation Freight Forwarder Thrives & Grows Despite the Logistical Chaos Caused by the Pandemic

  • 1. How Schryver successfully transformed their sales strategy during the pandemic

    2. How Schryver reaches out to potential customers through carefully designed emails

    3. How to capture opportunities through precise market research

    4. Why transparency about your failures will strengthen your customer relations

    5. How Schryver fosters an effective work culture across continents

Ep 45 - Anna Cleary - Driving growth in a cookieless world - what Software AG's marketing changed to thrive in this new era

  • 1. Mindful tactics to effectively increase your customers' brand awareness and decision-making

    2. How to end the war between marketing and sales and transform them into a winning team

    3. The key to succeed and thrive in the new era to come: a cookieless world

Ep 44 - Ian Koniak - How to sell to senior executives & create demand through LinkedIn posts

  • 1. How social selling and saving the best for first will boost your company's success

    2. Two principles and three skills you need to learn to become the best (sales-)version of yourself

    3. A step-by-step guide on how to successfully reach out and sell to senior executives

Ep 43 - Jim McAvoy - How Cold Calling B2B Leads Can Be Better Than Going to the Dentist ;)

  • 1. How to generate warm, semi-warm and cold leads through effective outreach strategies

    2. Why you should frame cold calling as a game and leverage your competitive spirit

    3. The most effective benchmarks and KPIs to track your outreach performance

    4. A step-by-step guide to formulating a compelling value proposition and mastering engaging cold-call dialogues

    5. The tools and tactics that will help you gain an edge in starting cold calls

Ep 42 - Jamal Reimer - 160+ Million Dollar of SAAS Deals Closed in his Sales Career - Learn How to Close B2B MEGA DEALS Yourself

  • 1. What Blue Ocean Sales Tactics are and How to Use them Effectively

    2. How to win B2B MEGA DEALS

    3. Why You Should Stop Broad-Based Email Prospecting and What to Do Instead to Win Mega Deals

Ep 41 - Patrick Trümpi - The state of flux in Sales

  • 1. Why a multichannel sales strategy is most effective for your B2B business

    2. How to successfully conquer the path of becoming a successful thought leader on LinkedIn

    3. How to effectively differentiate and stand out from the competition as a B2B sales organization

Ep 40 - Sammy Gebele - 3 Do's and Dont's for Effective Posting on LinkedIn & why McKinsey could stop posting altogether...(4 min.)

  • You will learn what measures you can take to effectively gain more reach.

    And you will also learn what you can stop doing altogether...

Ep 39 - Stephan Kühr - How to enter the US Market as a German B2B SAAS company

  • 1. Why startups launching an unfinished solution gain an advantage over the competition in the long run

    2. How 3YOURMIND's sales and marketing strategy has transformed throughout their growth journey

    3. How to successfully enter the US market and sell your product as a German B2B SaaS company

Ep 38 - Chris Apostel - The Importance of Uniqueness in Sales

  • 1. The present state and enormous future potential of the customer service landscape.

    2. How GUURU stands out from today's digital noise by taking a unique approach to selling.

    3. How to discover the passion you want to make a living with and the key traits of a great salesperson.

Ep 37 - Mike Troiano - How to create your compelling company story that helps you win B2B customers, employees and investors alike

  • 1. The major changes in marketing and why creative storytelling is becoming increasingly important in today's world.

    2. What makes a good company story and a step-by-step guide on how to master effective storytelling

    3. How to turn marketing and sales into a go-to-market team that drives your company's success

Ep 36 - Dr. Nikolaus von Jacobs - How to start & grow your own conference

  • 1. The slow transformation of the legal industry from traditional reputation-based business to the use of marketing and sales.

    2. How Nik developed the highly regarded MuMAC and successfully adapted its model to the circumstances of the pandemic

    3. A step-by-step guide on how to efficiently build your own conference from scratch

Ep 35 - Vlad Blagojević - 101 for ABM - How to tackle Account Based Marketing for B2B companies

  • 1. Why Vlad considers a sole focus on generating leads as a major problem in B2B Marketing

    2. A step-by-step guide on how to realize efficient Account based Marketing in the B2B industry

    3. The superpower of personalized gifts for generating high response rates, hot leads and binary feedback

Ep 34 - Sam Griffard - How to sell to funeral homes & why it's no different from selling to any other B2B target group

  • 1. How Gather’s unique technology is serving the funeral industry and helps people in their time of need

    2. What outreach channels does Gather use in order to approach their seemingly extraordinary target groups

    3. Sam's take on quantity and quality in outreach and his mission to transform cold calling practices

Ep 33 - Chris Detzel - B2B community building from someone who does it all the time

  • 1. Chris Journey of starting and sucessfully developing communities at Reltio

    2. How to effectively leverage your community management across your entire B2B organization

    3. The most effective KPIs for building and sustaining your B2B community

    4. Why the interplay between community and social networks holds huge untapped potential

    5. How you can effectively combine online and offline community initiatives

Ep 32 - Martin Giese - How to start & scale sales as a B2B start-up

  • 1. Martin’s view on sales as a founder’s job and pricing for completely new products

    2. Why defining the target group is a crucial and dangerous phase for start ups

    3. Martin's stance on effective mentorships and his biggest lesson in marketing and sales

Ep 31 - Simon Philip Rost - How GE is adapting its B2B marketing to "the new normal"

  • 1. How the pandemic affected GE’s marketing strategy and 4 key takeaways driving their future success

    2. GE’s magic formula for developing digital opinion leaders and creating successful social media content

    3. What GE’s sales strategy and cooking have in common and their momentous sales reps training organization

Ep 30 - Christian Uloth - How to sell authentically and add value along the way

  • 1. Christian’s take on selling authentically and MongoDB’s highly personalized sales and outreach approach

    2. How Christian builds up an effective prospecting culture and nurtures non-monetary motivation elements

    3. Christian's team's multi-step recruiting process and his greatest lesson learned in sales and marketing

Ep 29 - Morten Wolff - YOUR ICP Playbook - How to define and use your Ideal Customer Profile

  • 1. Why defining your ideal customer persona is crucial and how to discover challenges and pain points

    2. How to build an effective sales motion by clearly positioning your product and creating a sales playbook

    3. Morten's lesson learned about maintaining the human factor in online meetings and how to do it successfully

Ep 28 - Ludwig von Busse - How Simplifa has restructured its sales process to increase customer retention and happiness

  • 1. How Simplifa successfully wins clients by creating pain point diagnoses and providing suitable solutions

    2. Why the pandemic prompted Simplifa to restructure its sales organization and key lessons learned

    3. Andrea’s perspective on the importance of aligning goals with your customer and being a trustful, honest thought leader

Ep 27 - Andreas Deptolla - 70 employees and 40% yoy growth - how a German started and still grows a US based B2B SAAS company

  • 1. Andreas’ approach of handling prospects asking for lower prices in sales conversations

    2. How ThrivePass’ intentional 3-pillar distribution strategy effectively approaches prospects

    3. Andreas’ first entrepreneurial steps, setbacks and valuable lessons learned

    4. How to get a foothold in the startup world, find product-market fit and move into scale-up mode

    5. ThrivePass’ magic formula to hiring the most suitable experts for their Sales and Marketing Team

Ep 26 - Michael Lazik - The secret sauce of Templafy's B2B growth - from 300 to 500 employees this year alone!

  • 1. How long term relationships and considering buyer’s personal goals drive SaaS products success

    2. How Templafy tests its way to the most effective sales strategy and wins new customers with valuable references

    3. Michael's take on value-based cold calling and how to excel in sales meetings by tackling prospects' pain points

    4. Diversity as a success factor for sales teams and Michael’s biggest lesson learned in the past year

Ep 25 - Tim Willey - How a $100+m B2B SAAS company redefines B2B Marketing, Sales & Customer Success as a teamsport

  • 1. What ForgeRock is doing and Tim’s tasks as SVP Commercial Strategy and Operations

    2. How customer centricity and a horizontal skillset drive marketing and sales success of a B2B SaaS business

    3. How to handle existing churn and measures to prevent it in the first place

    4. Tim’s approach to building a highly efficient cross-functional Marketing, Sales and Customer Success team

    5. How internal benchmarking and competition can act as valuable employee motivators

Ep 24 - Elias Völker - How Open Source drives Growth for tribe29

  • 1. How to grow your company with an open-source product

    2. How to convert open-source product users to paying customers

    3. Which growth opportunities tribe29 tested, which ones proved efficient

Ep 23 - Joe Haslam - How to scale your company after you hit product-market fit

  • 1. Joe's inspiring entrepreneurial journey from schoolyard salesman to teaching at IE Business School and starting businesses

    2. Joe's opinion on chasing new customers vs. expanding with existing customers

    3. How to excel at cultivating existing customer relationships by going above and beyond the basic requirements

    4. The benefits and challenges of running a growing business and finding product-market fit

    5. How the pandemic led to useful insights about the exponential nature of scaling, experimenting, and sticking with what works best

Ep 22 - Roger Figueiredo - How #paid drives rapid growth from 60 to 120 employees in 2021

  • 1. How #paid pairs brands with creators via their innovative two-sided marketplace

    2. Roger's philosophy on hiring great SDRs, coaching and cultivating perseverance

    3. How #paid’s marketing team generates leads and drives revenue without gating any content

    4. How to exploit thought leaders as content producers and distribution channels

    5. Roger's book club approach to growing his team's expertise in copywriting and content creation

Ep 21 - Daniel Bartsch - How to test to success in B2B sales & marketing

  • 1. How creditshelf boosts business growth, directly impacting the future of the economy

    2. Daniel’s view on two diverging mindsets when it comes to accelerating one's company

    3. Daniel's marketing and sales key learnings during creditshelf's growth journey

    4. How creditshelf keeps hitting prospects by providing valuable solutions addressing ‘painpoints‘

    5. Why qualitative analysis and a pulse for the market are key to successful hypothesis generation and testing

Ep 20 - Dr. Cyrosch Kalateh - How to set-up a B2B sales org in a new country from scratch

  • 1. What Tink is doing and Cyrosch’s responsibilities as „CEO of the DACH region“

    2. Tink's multitude of ideal customers and the next evolutionary steps in organizational development

    3. How to set up a B2B sales org in a new country from scratch

    4. The importance of winning strategic partnerships prior to building and scaling your product marketing

    5. Cyrosch’s twofold philosophy on active outreach and crucial lessons learned

Ep 19 - Niels Turfboer - How to build and leverage a B2B sales motion through channel partners

  • 1. How to save costs by investing in recruiting when building up a company

    2. Spotcaps's sales channel with a 92% conversion rate

    3. How to really understand your customer's profile

    4. 3 key learnings from building a B2B startup

Ep 18 - Josh Mastel - Cold calling - how and why to leverage it in B2B Sales

  • 1. How UpRoar Partners drives successful sales solutions with customised, multichannel outreach strategies

    2. The importance of effectively pivoting and positioning your product in a niche market

    3. Why to leverage cold calling in B2B Sales and UpRoar Partners personal approach to it

    4. UpRoar Partners hiring process and personality-revealing interview questions

    5. Josh’s view on automation and how innovative software tools can help

Ep 17 - Vikas Bhambri - How marketing & sales can better partner to improve GTM & customer experience

  • 1. Kustomer’s unique organizational structure and Vikas special role of overseeing the whole customer lifecycle and experience

    2. Vikas holistic view on account-based marketing and its potential for triggering innovation

    3. How to leverage the breadth of your business and ensure efficient cross-department collaboration

    4. How to create content to arm your primary buyer for successfully selling your product internally

    5. Why customers and sales should drive strategy together and the importance of a mutual action plan

Ep 16 - Cassidy Shield - How to let your potential B2B customers ask for a meeting instead of you chasing them

  • 1. Narrative Sciences' unconventional way of hiring high performing marketers

    2. Why B2B marketers should drive pipeline, not leads

    3. How B2B marketers can let the B2B buyer ask for a call instead of pushing for it

    4. How Content-based networking can drive your B2B demand generation

    5. The competitive advantage small B2B companies should leverage

Ep 15 - Josh Allen - How to become the matchmaker between your customer's problems and your company's solution

  • 1. How to build a really high velocity inside sales motion by creating a trial to paid model.

    2. The different B2B business models Josh experienced during his career at different firms.

    3. How to make cold outreach successful by providing solutions to present problems.

    4. How to incentivize your team correctly.

    5. How to use the voice of your customer for your marketing.

Ep 14 - Mike Weir - How to focus your marketing team on the right goals and help your sales team succeed

  • 1. Why a sole focus on generating leads becomes a plague in B2B Marketing

    2. G2’s approach for building up and fostering long-term customer relationships through thought leadership

    3. How joint planning sets the stage for the most effective teamwork between Marketing and Sales

    4. How considering the whole customer journey continuum helps to understand and refine the MQL/SQL relation

    5. Chances and risks of personalized cold outreach in Marketing

Ep 13 - Latané Conant - No forms. No spam. No cold calls. A new perspective on how marketing & sales should be done.

  • 1. How to understand modern B2B buyers and identify qualified accounts

    2. How to understand your B2B market to level up your marketing

    3. No forms, no spam, no cold calls - shifting your perspective on how marketing and customer acquisition should be done

    4. Why you should stop cold calls and mass outreach

    5. 3 tips to run your marketing team more effectively

    6. How to engage with your customers in the right way?

Ep 12 - Rob Gonzalez - Leverage B2B community development to reach thought leadership with your core customers

  • 1. How Salsify started building up its digital DNA and Rob’s major responsibilities as CMO

    2. The crucial role of the right customer for successfully scaling up your product/market fit

    3. Top advice on how to create and test valuable content efficiently

    4. The evolution of B2B Marketing and why quality over quantity ultimately wins

    5. How Salsify defines its own product category and builds thought leadership through community development

Ep 11 - Tim Riesterer - How to Uncover your B2B Customers' Unconsidered Needs to sell more

  • 1. How decision science works and why the approach is useful for B2B businesses

    2. How to become a trusted advisor by uncovering your customers unconsidered needs

    3. What the DIQ approach is and how to implement it

    4. Why destroying the status-quo of your customer doesn't work for existing buyers

    5. How often should you take business reviews with your clients?

Ep 10 - Tyler Lessard - How to use Personalized Videos to win B2B Leads

  • 1. How to improve B2B lead generation & book meetings with potential clients by using video

    2. How Tyler got “more visual” in his marketing at Vidyard

    3. The future of marketing & sales in B2B

Ep 09 - Greg Alexander - How Greg sold his 30 person consultancy for a whopping $ 162 million

  • 1. How Greg built and sold his 30-person consultancy for $162m

    2. Why the hero complex holds most consultancies back from scaling

    3. How to decouple revenue growth from employee growth

    4. Why you should explore offshoring and the freelance workforce and how that reduces risk and increases profit

    5. How to get to over 50% margins with your consultancy

    6. Bye Bye to the "only partners sell projects" logic - why you should invest into a sales engine with dedicated business development staff or hire external power to help you grow

    7. 2 things that make your sales people successful

    8. How to hire the perfect sales person for your company

    9. How to leverage podcasting to demonstrate thought leadership that increases your brand awareness

    10. Why you need to deliver apps instead of PowerPoints and how to do so

Ep 08 - John Kaplan - 4 Magic Questions that will align your Sales & Marketing Team

  • 1. How Force Management started and John's daily motivation to keep going

    2. How John helped successful companies grow faster

    3. How to tackle marketing & sales expenses during a crisis

    4. What is going wrong in the B2B marketing environment nowadays?

    5. The 4 magic questions that will help you align your B2B sales & marketing

    6. Most important things for sales leaders when scaling a company

    7. What should everybody in B2B sales and marketing start doing?

Ep 07 - Massimo Pernicone - How to master remote selling as a B2B sales person

  • 1. How you should change your sales approach when switching to remote selling

    2. How to change your sales presentation to increase its success in remote selling

    3. How salespeople can master technology to convince customers in remote selling

Ep 06 - Mårten Mickos - How to Increase Success Rate & generate Value for your B2B Customers

  • 1. Sisu (Finnish for intransigence) as Marten's secret for success

    2. When entering a new market one should focus on closing deals first and let the marketing follow

    3. Stop focusing on deal sizes - just close deals and make customers happy. The rest will take care of itself

    4. In the digital world, quantity creates quality

    5. Which mindset to look for when hiring people

Ep 05 - Adi Goth & Dr. Tobias Kiefer - B2B sales in times of Covid-19 (in German)

  • 1. That you should shift your focus from closing deals to building long-term relationships with your customers.

    2. The key factor for charismatic appearance is full presence and the commitment to really listen to your customers.

    3. The main goal for you should be to build up a reputation of accountability and reliance towards your customers

Ep 04 - Dieter Schneiderbauer - Recession & Management Advice - How do I navigate my consulting agency through the recession? (in German)

  • 1. How will the recession affect management consultancies in the short and medium-term?

    2. How do I optimally navigate my advice through the crisis?

    3. How do I use the manpower that has become free most effectively?

Ep 03 - Juntae DeLane & Laura Flemming Schulte - How webinars can replace your B2B events

  • 1. How to adapt your event program for a webinar format

    2. How to select, engage & leverage webinar speakers

    3. How to execute a webinar from a to z

Ep 02 - Thomas Ebrahim - Hands-on tips for B2B sales calls in times of crisis (in German)

  • 1. Aim of a B2B conversation with potential new customers in times of “Corona” - what do we want to achieve?

    2. Psychological basics of (video) telephoning with potential new customers. Voice guidance, customer types according to the 4-colour theory, is it better to sit, stand or walk?

    3. What is the optimal preparation process before the interview?

    4. How do I develop an optimal conversation guide to create a relationship level and subtly determine customer needs?

    5. After the call: classification of the potential customer, when should I get in touch, what are the best next steps?

Ep 01 - Logan Lyles - How to start your own B2B podcast & win leads through it

  • 05:25 - How Sweet Fish Media got into podcasting

    12:45 - How do you get in touch with potential podcast guests and convince them to come on the podcast

    15:35 - How to brand your podcast

    17:35 - Why weekly podcasts are more successful than less frequent ones

    22:06 - Batch production of podcast episodes to overcome the difficulty of weekly podcasting

    23:54 - The creative process behind podcasting to find new topics every week

    31:14 - How to turn podcast guests into potential leads

    37:41 - Why giving your guest time to shine in your episode improves your quality as a podcast

    39:46 - LinkedIn as the best platform to promote and distribute your podcast

    49:07 - Logans recommendations on a software toolkit and gadgets for starting a podcast