This is the second part of the interview with Sean Doyle. We brought a couple of points back for context. We hope you take his points to heart regarding hiring a CMO, and the terminology used by Sales and Marketing - do they match? 4 Questions a CEO should know before hiring a CMO: You wouldn't hire your nephew out of high school to run your sales …

So agencies keep creating awareness and awareness and awareness. It's not helping. Our guest, Sean Doyle's firm helps companies with what has become like breathing and very obvious to some, but not too many companies. The way FitzMartin is better is the application of science. Understanding that this prospect list didn't need more awareness. They n…

Do you try new skills, and if you aren't great from the start lose interest? Or, do you take it as a challenge to succeed by finding an alternative path? There is no wrong answer here, but you need to know which you do and why. VisionEdge Marketing's President, Laura Patterson gives us a great illustration as she talks about training for triathlons…

In this episode Susan and Laura cover four actionable items to change patterns, versus changing habits. What can you control? Here are four ideas to take control and gain an edge in business and life. This was taken from a recent blog post by today's guest, Laura Patterson, President, VisionEdge Marketing. She and Susan drive through this hard trut…

Digging into your company's data may seem like a task you can shove to the bottom of the priority list. Perhaps you delegate it to several people once a month to make sense of the numbers and put it into a story recap format with a bullet-point action list. They all use the same numbers, but are they all telling the full, accurate story? If not, yo…

In Susan and Paul Furiga's penultimate episode in this series, Paul reminds us that for many organizations, the overwhelming volume and variety of social media seems to create one of the biggest storytelling roadblocks imaginable. And, it also creates some of the best opportunities even though social media is a double-edged sword. In this episode, …

Paul Furiga tells us to walk the toothpaste aisle of any large grocery store and you'll be confronted by a confusing reality asking yourself the question, "Aren't most of these toothpastes pretty much the same?" In this episode we learn how developing the story behind your story is the true secret sauce to power your business to new heights. But a …

Here we are tackling chapter six of Paul Furiga's book, Finding Your Capital S Story." You need to know the answers to these questions before you can create your story. What is your organization's purpose? What is the market demand for what your company does? What competitive position distinguishes you from your competitors? What really sets you ap…

In this fifth chapter, Paul explores experiences that led him to focus on storytelling for companies as a career and a passion. We're going to dig into the story of his own company, explore the application of the principles that drive your Capital S Story, and meet some common heroes that we're going to refer to as archetypes. Paul Furiga is our gu…

Susan's guest, Paul Furiga, author of Finding Your Capital S Story, opens this episode telling us, "In the old days before smartphones and Twitter, I would say that a small S story is something you read in the newspaper, and it's in the bottom of the birdcage tomorrow. Now we don't read newspapers that much anymore. What we do is we look at our Twi…

This is our third episode in the series of Paul Furiga going through his book, Finding Your Capital S Story. We get to go down the history of advertising and where it lost its way and how the founders of advertising from over a hundred years ago as a whole have almost been forgotten (Have you heard of John Wanamaker?) at least their original method…

The brain has been proven to be hardwired for storytelling - both telling and listening. Learn how across cultures, countries, languages the stories we tell are the same at their core. Paul Furiga is back to help guide us to identifying our Monomyth, or Heroe's Journey. We talk about Bridgette Jones, Yoda, and how our brains align when we hear thos…

This is a series about Finding Your Capital S Story - the new book by Paul Furiga. In this episode, we tackle the first chapter that I found fascinating - the science behind storytelling and how our brains are hardwired for storytelling. Paul will explain how well-known brands effectively employ storytelling for their success and what we can learn …

When it comes to CRMs, AI and other systems salespeople feel changes in systems benefits management not salespeople. Points covered: How does this AI product benefit the salesperson themselves? Does it help them schedule their calling? Does this function give better qualified leads, which would eliminate the 55% of the people not going to buy? Does…

Kevin McCann of the Executive Strategy Group, gives actionable logical, simple, but wildly important tips in this episodes. Here's one to start, if we take something just as fundamental your website. Take the first, top five pages of your website. Look at your navigation. Print out those pages. Go grab a yellow and green highlighter. You'll have to…

In this episode with Ledge, we talk about taking our secret sauce for granted. To many of us, what we do is a no-brainer, but to most others, it is not. It's awesome, inspiring, valuable. He explains the four values that everything Add1Zero.co does checks back to these four focus items Revenue, Integrity, Calm Confidence, Shared Abundance. When our…

It takes an expert who has worked in digital marketing for a long time with dozens and dozens of companies to nail the 5 mistakes (maybe myths) in Digital Marketing that cause the average company lost revenue. In this program, host Stacy Gentile interviews Maggie Strevell, president of Naper Solutions. Maggie and Stacy knockdown paid search myths, …

Passion is not enough. As a revenue generator - deal closer service provider, Ledge tells us he doesn't need to be passionate about what you do. He needs to be passionate about closing deals for you and generating revenue for you. Then you will be able to channel more of the passion you have for your business. (20:31) "...sometimes folks will try t…

Actually connecting with potential customers and growing your pipeline is harder than ever before. Today’s sales and marketing environments are a paradox. You have more marketing channels, content and martech tools to reach customers. And using company logic doesn’t lend itself well to actual pipeline growth. According to the CMO Council, “Only 20%…

We've covered a lot ground with the topic of AI, but before it was a thing, companies pushed their teams to implement and vigilantly use tools such as CRM, DemandGen, CMS and so much more as a solution to increase closed deals. During this period the roles of sales, marketing, management and IT evolved dramatically. Bad habits were also part of thi…

Susan Finch talks with Paul Petersen about the lazy, stupid mistakes people make when using social media. They forget it's a people to people media and try to automate posts - barfing our stuff and that of others vs. true engagement to build relationships that can be converted to prospects or advocates - from either direction. Let's be honest, she …

This is part of a series of interviews with industry leaders about artificial intelligence’s impact on the marketing and sales departments' current and future headcount. We interview Paul Teshima, a former Eloqua executive and CEO of Nudge.ai (acquired by Affinity in March 2020). The executives interviewed so far seem to believe that AI will create…

Lack of sales lead follow-up is a plague on B2B Companies. Maybe, just maybe, a Sales Engagement Platform will solve the sales lead follow-up nightmare. Marketing managers should listen to this podcast. ----more---- About the Josh Baez The Engagement Manager at Heinz Marketing Having worked with dozens of companies across multiple industries, Josh …

Increasing sales this much is a bold statement and we asked Mike Hollison, CMO of InsideSales.com how it can be done. Of course, following up all leads increases sales, but InsideSales.com claims its self-learning engine drives predictive sales communications and engagement which combined with rep motivation results in dramatic sales increases. ---…

The importance of content marketing in the high-stakes world of wealth management is non-negotiable. How can you expect customers to let you handle their hard-earned cash when you haven’t proven your industry know-how? ----more---- Marketing automation can help you empower every client to feel like a smart, financially savvy investor. In this inter…

CRM systems are seldom simple to use, and never created based on a salesperson’s preferences. During our interview with Ani Chiuzan head of customer marketing at Pipedrive we found a salesperson oriented tool that is both. Ani discusses the basics of a CRM system that salespeople like and what separates CRM from Sales Lead Management Software. ----…

Most "interim sales managers" are hired in times of stress. These sales consultants are expected to swiftly “right-the-ship.” During this podcast, James Obermayer, who successfully increased sales, reshaped marketing departments, created SWOTs and Sales and Marketing Plans, for more than 50 high tech clients shares the 13 lessons he learned while a…

Measuring and managing virtual events is every marketer’s challenge. Sales are suffering as live event leads have dried up and pipelines are falling. In this program, Victor Kippes of Validar discusses how to track and measure virtual event attendees, content consumed, demos attended, attendee behavior and consequent pipeline contributions and sale…

In many ways, CX and Marketing are the key parts of the business tasked with thinking about the future of the business, and in particular, customer needs. Businesses that closely align these two functional areas can have a greater impact on the customer experience, and essentially a better business outcome. ----more---- This month on Revenue Rebels…

Virtual Events are in, and everyone knows it, but getting people’s butts in seats, and staying engaged is a different matter. Some say virtual events have engagement promise, but growth in this economy is elusive. Sruthi Kumar from Sendoso is here to tell us how to achieve growth in a downturn economy. ----more---- About our Guest Sruthi Kumar is t…

Most sales managers believe that a CRM system is all they need to manage prospect leads. Sales engagement software, however, solves the salesperson’s human failings that hamper sales success. Sales and Marketing managers should listen to this program. ----more---- About Darryl Praill Darryl Praill is the Chief Revenue Officer at VanillaSoft, the in…

Being adaptable and relevant in today's market requires a powerful marketing strategy and incorporating video is a great place to begin. In this episode of Revenue Rebels, host Rhoan Morgan is joined by CEO of 522 Productions, Alisa Vossen to discuss how to effectively leverage video marketing. Alisa shares her team's latest "rebel act," how video …

CMO slots cannot be vacant, even for a few weeks. Learn how to keep up your momentum with a fractional/interim CMO which will gain momentum for you, not lose it. This program is for the C-Suite executive that has an open spot for a CMO. ----more---- To answer this need we interviewed Art Saxby, CEO of the largest Executive-as-a-Service firm providi…

Ever the optimist, Award-winning Magician, Scott Tokar, is looking forward to the irreplaceable trade shows he is a part of regularly. His corral of other performers know they can adjust and do online appearances, but nothing replaces the barker at a trade show driving people you never reached before to hear your message through entertainment. ----…

Marketing in B2B companies is divided into those companies that have a sophisticated marketing platform (aka marketing automation system) and those that don’t. Those without a marketing automation system or marketing platform don’t know what’s happening to their marketplace until their pipeline is evaporating before their eyes. While marketing auto…

There are two pillars of marketing: success and engagement. Success is typically measured by revenue growth and business goal attainment. Engagement is focused on building relationships with your audience, proving value, and establishing lasting connections. This month’s guest, Joe Folan, shares how marketers can pivot from being selling-centered t…

There have been only three recessions in the last 30 years, 1990 2001 and 2007, prior to the current COVID Crisis.* This makes it difficult for more than half of all sales managers to know what to do because they’ve had limited experience managing during a recession. Steve Benson of Badger Maps tells sales managers what actions to take during this …

Most CRM users are only accessing 10% of a CRM’s capability. Because CRM systems are where the money is, users should learn about the other 90%. Paul Petersen, GM of GoldMine CRM helps the listeners understand their under-used CRM software. Why it Matters Because CRM systems are where the money is, users should learn about the other 90% of the soft…

Whether we were on a team requiring competent levels of motor skills, strength, power, speed, agility, balance, coordination, and endurance, or in a company or club where we work together, and make a personal sacrifice for the collective benefit of our friends or colleagues there are common themes to the success of the team. SquadLocker founder and…

Marketing knows that lead conversion is a process. The lead conversion process you choose, says Nicolas Vandenberghe CEO and Founder of Chili Piper, will make you a winner or loser. This program is for marketing management. Choose the right lead conversion process and you’re a winner. Choose wrongly and no one wins. ----more---- About our Guest Nic…

TODD COHEN IS THE WORLD'S LEADING VOICE ON SALES CULTURE On the surface, it's common to say everyone in your company is in sales. But Todd Cohen says why it's true and this industry leader in sales culture demonstrates it. This program should be listened to by every C-Suite officer. ----more---- About Todd Cohen A dynamic, engaging and motivational…

This month's Revenue Rebel joining the podcast is Shannon Dougall, Head of Marketing at DevFacto and she's giving listeners insights on revenue marketing, organizational alignment, and more. Listen in as Shannon shares: ----more---- How she defines revenue marketing Why organizational alignment to customer experience is key Barriers to companies be…

While CRM is the accepted tool for B2B, some companies still don't understand it. In this short podcast, CRM veteran Paul Petersen from Goldmine reminds the "have-nots" why CRM is indispensable. This show is for those B2B companies that have not adopted a CRM tool. ----more---- About Paul Petersen Petersen is the general manager and vice president …

Podcasts continue to grow as a popular B2B media. The question is, What should my podcast frequency be to gain the largest audience? This program answers the question that new and seasoned podcasters most often ask. ----more---- With over one million listener downloads over 15 years, Paul Roberts and Jim Obermayer trade professional opinions on pod…

Yes, small businesses are under siege. Pundit Gene Marks, also described as the polite contrarian, shares tactics for survival in a stressed economy and what SMBs should rethink their banking strategy. This program is for small to medium-sized business owners. ----more---- About Gene Marks Speaker. Columnist. Small Business Expert Small business ke…

Inside salespeople have steadily grown in numbers for many years. How to get them to excel relies on a specific tool, says Russell Wurth of Showpad. This program is for sales managers and salespeople who work remotely (and Presidents who want the most from their salespeople). ----more---- Russell Wurth, VP of Sales Enablement at Showpad As vice pre…

We agree working at home is more productive than blowing an hour getting to work. Kevin Smith, a GoldMine Regional Manager talks about the benefits of a home office and how to maximize GoldMine CRM. This show is for salespeople. ----more---- They discuss: Using the GoldMine CRM tool for tasks you forgot Updating the essentials Using the calendar Co…

We know 1-to-1 selling has a low yield. Hear how Rylee Meek’s Social Dynamic Selling process sold $88 MM for his clients. This show is for B2B and B2C sales and marketing managers. ----more---- About Rylee Meek Rylee Meek has innovated across numerous different industries including his work for more than 12 years as a motivational speaker and mento…

Every marketer should know that sales lead response time is vitally important. Nicolas Vandenberghe tells us how it impacts revenue. This episode is for revenue managers that need every advantage to increase sales and get the most from each marketing dollar spent. ----more---- About our Guest Nicolas Vandenberghe: SaaS Entrepreneur Nicolas Vandenbe…

Webinars are being slammed together and Zoom users have increased tenfold. Internet radio listeners and podcasts subscribers are thirsting for information that doesn’t start with COVID-19 updates. In the midst of this, blog readers have increased and are searching for problem solving hints and technology to make their business life, better in a pos…