011: Why Sales Reps Need Personal Brands, Plus Challenging the Predictable Revenue Model with Jake Dunlap
Outcome Studio Podcast - Marketing & B2B Technology Talk
Release Date: 11/14/2018
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.
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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.
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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).
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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.
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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.
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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.
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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.
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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.
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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...
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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.
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- 04:00 – Jake Dunlap CEO of Skaled meeting Gary Vaynerchuck and working with Vayner Media.
- 06:30 – Background sales and cold calling in 2003, working in Sports and HR to learn cold calling. Working in Sports and sales.
- 09:40 – Grown up sales process and machine at career builder, don’t do it your own way but rather follow process company gives. Do the best practices! Don’t get creative when you don’t have to.
- 13:15 – Executives having challenges with looking at new KPIs to match the new cadences and social selling aspects to building the “new sales org of the future”
- 15:30 – Book “Predictable Revenue” by Aaron Ross creating after affect of KPIs in Sales and Marketing. Amazing book for early 2000s (x-activities to x-leads equals x-revenue). We are still building our leading indicators based on “make more calls” and that world has changed. Channel agnostic is the play, not finding magic bullet.
- 21:45 – “Quantity, quality, and channels that you have to triangulate for your biz.” Data driven with right-sized activity, in newer channels.
- 23:00 – In B2B talking about Account Based Marketing most companies just have named accounts that we’re calling multiple people in, but it’s the sales and marketing alignment on content. Customized strategies to specific accounts. Hard to measure and predict, leaders snap back to calls.
- 27:45 – Sales folks at B2B companies building their personal brands. “Building your modern Rolodex, same as 20 years ago”, companies enabling sales team to build personal brands. Next 2-4 years, email will die due to filters. Then, people will spam on LinkedIn. Salesperson investing in building network now.
- 30:55 – LinkedIn profile workshop, best practices, narrow down buyer, get specific on problem you solve. Free, organic workshops. Buyers on LinkedIn. Next 2 years, every sales person will write to look like industry expert versus read as a resume.
- 36:00- Customer video testimonials tons of organic engagement. Customers talking about you, for you, versus shouting from your megaphone. Check out and Jorge Soto for affordable B2B customer video resource.
- 38:45 – Jake tells us what Skaled is, strategy, tactical support and tech implementation of marketing automation, sales automation and cadences, how to modernize. Where to find Jake Dunlap.