Your Value Prop Is About Pain Points, Not Marketing Terms w/ Adam Springer
The B2B Revenue Executive Experience
Release Date: 09/15/2020
Unfiltered Marketing: 3 Trends Every Marketer Must Know w/ Stephen Denne
The B2B Revenue Executive Experience
If you’ve been paying attention to, well, anything for the past few years, you’ll know it’s getting harder to know who you can trust. And knowing this can make you a better marketer. That’s one of the key insights Stephen Denny, Managing Director at , learned writing his book . In today’s episode, he and I discuss the 3 key insights from his book: Why trust is collapsing Why people now only trust themselves How brand loyalty has changed in light of these facts This post includes highlights of our podcast interview with , Managing Director at and Author of . For the...
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VAT Refunds Don’t Have to Be Painful w/ Ameer Jumabhoy
The B2B Revenue Executive Experience
Have you ever tried to get a VAT refund when traveling abroad? Most of the time, it’s hard to tell if it's even worth the hassle. It’s a nightmare. But it doesn’t have to be. My latest guest is , Co-Founder and VP of Consumer Technology at , a company making painful VAT refunds a thing of the past. What we talked about: The problem with VAT refunds How UTU is making it easier to get your refund Why the industry has been slow to change This post includes highlights of our podcast interview with , Co-Founder and VP of Consumer Technology at . For the entire interview, you can...
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What It Takes to Build a World-Class Silicon Valley Sales Team w/ Ken Grohe
The B2B Revenue Executive Experience
From COVID research to autonomous vehicles, AI is changing the world. So, it’s no surprise that some of the biggest deals happen in the tech sector. But you don’t have to move to California if you want a world-class sales team fit for Silicon Valley. You just need to listen to , President & Chief Revenue Officer at , who shares the secrets to Silicon Valley selling in today’s episode. We discuss: How to get your team members selling when you aren’t in the room Why appearances still matter Ken’s unique title This post includes highlights of our podcast interview with...
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The Power of Word of Mouth (& How to Harness It) w/ JP Clement
The B2B Revenue Executive Experience
Word of mouth is one of the most powerful marketing tools. Yet most marketers have know idea how to harness it. You don’t need to wait for it to happen organically… You just need the right strategy. And there’s no one better to learn from than , CEO at . In today’s episode, he shares how to harness word-of-mouth marketing effectively (and strategically). What we talked about: The power of word of mouth How to leverage channels you already use to boost word-of-mouth results Why you need to treat your LinkedIn page as a booth at a virtual tradeshow This post...
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Marketing & Today’s B2B Buyer’s Journey w/ Mark Donnigan
The B2B Revenue Executive Experience
For the past year, everybody has been talking about the “new normal.” But there is also a new normal for marketing… And you either adapt or you go extinct. So says , Marketing & Business Growth Consultant at , who joined me on the podcast to go over how marketers should adapt to today’s buyer’s journey. What we talked about: How COVID has changed the buyer’s journey Why adaptability matters more than ever Why you should focus on solving problems and the beneficiary of your solution This post includes highlights of our podcast interview with , , Marketing...
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5 Things CRM Software Should Help You Do w/ Jeroen Corthout
The B2B Revenue Executive Experience
CRM software was created in order to help sales teams close deals and keep customers happy. Why, then, has CRM become more work for the salespeople and not the software that’s supposed to be assisting them? This is the question was asking when he found himself paying for Salesforce, but using Outlook and WunderList to manage his follow-ups. His answer was to create his own CRM software, . In this episode, Jeroen and I discuss… Common frustrations with current CRM software How CRM software affects sales and revenue leaders What sales reps should be doing to get a founder’s...
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An Insider’s Guide to Starting a Podcast w/ Zachariah Moreno and Rockwell Felder
The B2B Revenue Executive Experience
A few years ago, it was totally fine to have the sound of someone doing dishes in the background of your podcast (true story). Today, not so much. Recently on B2B Revenue Executive Experience, I chat with founders and , about all things podcasting. Zach and Rock tell me all about how expectations have changed recently and advice for getting started in podcasting. What we talked about: Changes in the podcasting community Quality plus reliability equals credibility 3 places to focus when getting started How to think long-term with your podcast This post includes highlights of our podcast...
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Selling Shakespeare: How to Sell Anything With Interactive Content w/ Saksham Sharda
The B2B Revenue Executive Experience
We're not in the information age anymore. The co-founder of Wikipedia says we're in the "misinformation age." Some people call it the "disinformation age." Whatever term you prefer, we're drowning in static content, much of it's not true, and people aren't paying attention to it anyway. To discover how to create interactive content that hooks the modern user, I turned to a man with a Ph.D. in marketing Shakespeare, , CIO and creative director at . In this episode, we discuss: How and why to create interactive content Keeping it simple to facilitate the decision-making process Effective ways...
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Prospecting Response Rates Are Plummeting. Here’s Why. w/ Kristina Jaramillo
The B2B Revenue Executive Experience
Regardless of what you do, the last year’s been crazy — COVID, protests, election madness, strange Kubrick obelisks popping up… But if you’re in sales, you can add another 2020 disaster to the list: Plummeting prospecting response rates. To find out why response rates have dropped off faster than murder-hornet news segments and how we can turn it around, I turn to at . In this episode, we discuss: Why response rates are plummeting How to create an authentic personal brand Why intentionality is key to stopping the response rate drop Check out these resources we...
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Why Authenticity Is the Key to Personalization at Scale w/ Nick Casale
The B2B Revenue Executive Experience
Personalization is one of the most effective tools for any seller. Yet, scaling it often proves an enormous challenge. Why is that? Because without authenticity, personalization is meaningless. To find out why, I turned to the expert on personalization, , Director of Sales at , a selling platform facilitating sending just about anything you could imagine to your prospects, customers, or employees. In this episode, we discuss: How Sendoso helps sellers personalize at scale Why authenticity is the key to personalization at scale How the pandemic underscores the importance of a...
info_outlineYou’ve got a great product. Its value is so obvious that it’s going to sell itself.
You’ve just got to build it and the customers will come, right?
Wrong.
It’s not about the features, it’s about the pain points your prospects are facing. In this episode, I catch up with Adam Springer, Founder at StartupSales, to find out why so many salespeople do such a bad job addressing the pain points customers really care about.
We discuss:
- Why marketers express their value proposition poorly
- The 3 categories of pain points
- How to nail your messaging.
This post includes highlights of our podcast interview with Adam Springer, Founder at StartupSales.
For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.