024: Being the Best You, Finding a Mentor, and Growing Confidence with Seth Thompson and Kyle Steele
Outcome Studio Podcast - Marketing & B2B Technology Talk
Release Date: 10/28/2019
031: Aligning Stakeholders Upfront for More Engaging Marketing Content with Eric Eicher and Bryan Kryder
Outcome Studio Podcast - Marketing & B2B Technology Talk
Eric Eicher and Bryan Kryder are co-founders of RightHand, a marketing agency based in Indianapolis. I wanted them to share their process for actively aligning stakeholders, such as executives, marketing teams, and sales leaders, to achieve common language and goals before doing marketing execution. This saves teams time and gets better engagement from buyers. They learned this framework after years of making videos and campaigns that didn't "work" because strategy, messaging, and goals were misaligned.
info_outline
030: Enabling IT Channel Partner Success and Revenue with Good Marketing Execution with Brent Patrick
Outcome Studio Podcast - Marketing & B2B Technology Talk
Brent Patrick is Senior Marketing Manager at Scale Computing. He's responsible for Channel Marketing and Marketing Ops. This includes sales handoff and sourcing leads for the Account Development reps. In Episode 030, we discuss how agile marketing in 2020 has allowed their partners to increase revenue during a tough economic climate. Brent's holds certs in Pardot and the SiriusDecisions B2B Marketing. Certs help him think outside the IT industry, enabling good marketing execution with speed and confidence.
info_outline
029: (Part 2 of 2) Why Technical Aptitude Sets You Apart in IT Sales, the Human Impact of Tech with Jasmine Morris
Outcome Studio Podcast - Marketing & B2B Technology Talk
Jasmine Morris and I had blast in Part 2 talking about selling IT solutions to customers in 2020, especially when many sellers have had to execute from 100% inside and marketers have been 100% digital. Jasmine highlights how she doubled down on existing customers by helping them think about their future-state (which has been accelerated in 2020). We also touch on how getting technical certifications has helped Jasmine's confidence and ability to be a holistic seller (Tech, Business, and Human).
info_outline
028: (Part 1 of 2) Working in IT Sales while Black, How Inclusive Teams Get Better Results with Jasmine Morris
Outcome Studio Podcast - Marketing & B2B Technology Talk
Jasmine Morris is an Account Manager at CBTS, selling IT solutions to small and medium-sized businesses in Indiana. She's also the Creative Director at Indy Black Millenials, and she's getting her MBA in Information Technology and has worked on a handful of sales engineering certifications.
info_outline
027: Salespeople as Content Creators, Selling 100% Through the IT Channel with Zach Broome at Procurri
Outcome Studio Podcast - Marketing & B2B Technology Talk
Zach Broome is a Channel Partner at Procurri. He's produced over 30 videos on his "Procurri Zach" YouTube channel. Zach has been in channel sales focused on the IT data center for almost six years. For the past two years he's found that making video content as a salesperson keeps his relationships strong during long deal cycles. If you work in sales or marketing at a VAR, MSP, Solution Provider you'll enjoy this episode. Zach's role at Procurri helps VARs sell more net-new infrastructure deals.
info_outline
026: Mindset Discussion with Mentor Casey Patrick O'Connor
Outcome Studio Podcast - Marketing & B2B Technology Talk
Casey Patrick O’Connor is the Owner of CanDoCanTeach.com.
info_outline
025: When to Use Podcasting & Events to Build Impactful Relationships with Aaron Watson
Outcome Studio Podcast - Marketing & B2B Technology Talk
When do I use podcasting or branded events to get ROI versus make relationships? How do I use LinkedIn to distribute my media if I'm in a B2B business model? Who is best for starting a podcast? Should I be doing video, events, or podcast? What's the strategy for sourcing podcasts guests? Aaron Watson, CEO of Piper Creative, host of the Going Deep with Aaron podcast, and creator the Going Deep Summit discusses all this and more with us on Outcome Studio Podcast episode 025.
info_outline
024: Being the Best You, Finding a Mentor, and Growing Confidence with Seth Thompson and Kyle Steele
Outcome Studio Podcast - Marketing & B2B Technology Talk
This episode highlights that being a fearless professional can be easier with a confidant or mentor.
info_outline
023: How IT Solution Providers Use Marketing Content to Speed Up Sales Cycles
Outcome Studio Podcast - Marketing & B2B Technology Talk
Why is it important for IT solution providers and manufacturers to invest in content, even if it's a core piece of content once a quarter? In the world of IT, solution providers have access to partner portals with great content, however...
info_outline
022: 4 Part Formula for the IT Channel to Drive Better Buyer Attendance - Tips for List Building, Email, Phone, and Social
Outcome Studio Podcast - Marketing & B2B Technology Talk
There are 4 main parts to a successful outbound campaign: List Optimization, Email, Phone, and Social Media. This episode 022 with Blake Johnston, CEO at OutboundView, is less focused on messaging and more focused on reducing friction within the tools to help us have conversations. There is a category of technology called "Sales Acceleration" tools that the IT Channel needs to understand. They can transform ability to connect with buyers to drive attendance to events, webinars, and other content.
info_outlineThis episode highlights that being a fearless professional can be easier with a confidant or mentor.
Occasionally, we luck out and get a company that invests in our training and us as a person. We might get a perfect boss.
Other times, bosses don't help us grow. Our companies might not gel with our styles. What if our management doesn't have the bandwidth to help level us up?
Can a peer mentor you? Can you proactively seek out a mentor? Should you find that individual who's learning and mentor him or her? Seth Thompson (Time Payment) and Kyle Steele (SEO Expert) share how being colleagues evolved into a mentorship and now a friendship, and they highlight how helping each other has made each of them prolific at content and creating professional brands. We also discuss the cross over between sales and marketing and tips for using LinkedIn to build relationships with interesting strangers.
Show highlights:
00:30 - Finding a mentor, stories from Kyle (mentor) and Seth (mentee) meeting in 2013 when Seth was right out of college. Mentor learns as much from the mentee, as Seth was a grinder former athlete and Kyle doesn't do well with routine
04:30 - Deal sizes roughly $30k through 100% Channel Sales, so deals can close in a few months, but the relationship can be about a year long before that deal hits the pipeline
08:00 - Finding a mentor, find someone that aligns with your style, proactively seek out relationships; mentor needs to be self aware that he or she has something to help a younger person or someone that is learning
12:00 - Find who is looking for help "Help who is swimming towards you"
16:00 - The "locker room" presence in the office, may not be manager but energy has to flow through that person to get full team buy-in; what do the senior reps know that I don't when they question management? Should I pay attention?
18:00 - Self awareness, Kyle did you annoy anyone and how did you handle it?
19:30 - cutoff, Kyle talking about hate me cuz they ain't me. "Seth, go be the best you that you can and no one can beat you." -Kyle
26:00 - Authenticity and positive intent, people can feel it in both sales, customer support, and finding the answer when you don't know it all
32:00 - Salepeople knowing marketing, and marketing people knowing sales, how is that helpful?
36:00 - Creating your own demand as a salesperson with content
41:00 - Salespeople know messaging best, marketers invent stuff because they don't have the customer relationships…"The only stopping you from winning is you."