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 …

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…

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…

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 …

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…

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…

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…

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 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…

Chief Marketing Officers’ average tenure continues to fall to approximately 3.5 years as the importance of the position has correspondingly increased. Whether this turn-over can be attributed to career changes in a difficult labor market or impatience of CEOs, the demand for CMOs’ continues to grow. Add with the substantial complexity of the CMO’s …

Jeanne Bliss is a leadership and customer experience strategic advisor and keynote speaker who helps the worlds' most beloved companies become unforgettable; earning growth and admiration through their elevated business practices and the humanity of their people. In this episode, Jeanne shares how true customer experience transformation can and sho…

Every company grows organically until it makes a decision to grow through acquisition, and that is the basis for this discussion about Laura Patterson's new book, Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market. ----more---- This book, (which I have read,) is a practical guide for growing any business, and all the while d…

Some say direct mail has been superseded by digital ads. Some say direct mail paired with digital ads brings results that exceed expectations for extraordinary results. To find out if this is true and how it works, our host Jim Obermayer interviews the founder of Taradel, Jim Fitzgerald. Taradel has a platform that uses the latest database discipli…

There has been a steady drum-beat of an emerging category of software to manage sales leads. The category is Sales Lead Management. While Sales Lead Management is a big tent that encompasses many different disciplines and tools, if you search for the category of sales lead management software there are new entrants that say they aren’t CRM. Or are …

Content starved marketing departments are constantly searching for content of whatever ilk to feed the ravenous public, be they prospects or customers. Salespeople are frustrated by content deliveries that don’t exactly pertain to the prospects need and is therefore useless. Even if the right content is created this month, it is often out of date w…

In this program, veteran Internet Radio Producer and Podcaster Paul Roberts and Jim Obermayer discuss the six questions you have to ask yourself before starting a podcast. Obermayer the chief podcast producer on the Funnel Radio Channel reviews the latest statistics on podcasting and answers the six questions that must be asked before starting a po…

This month on Revenue Rebels, Rhoan Morgan sits down with Rebecca Kaufman, Director, Strategic Marketing at Phreesia to discuss the importance of segmentation in marketing. You wouldn’t market to the CEO of a Fortune 100 company in the same way you’d market to an SMB marketing director. Why market to your customer and prospect audiences in the same…

It was just a matter of time before CRM Software took another hit with the breakoff of Sales Lead Management as a separate platform. This program is offered as a replay from CRM Radio’s show of January 23, 2020, where CRM Host Paul Petersen and Sales Lead Management Association founder, Jim Obermayer, discuss the modern definition of Sales Lead Man…

Program host, Jim Obermayer, read a recent press release from LeadMD and what caught his eye was the 133% growth figure for their year over year sales so far in 2019. “Why” is the question Obermayer asked the company. The answer prompted the interview for this program with Justin Gray the CEO of LeadMD. His response is both interesting and predicta…

I used to believe that conflicts between sales and marketing were so much trash talk between competing team mates. When confronted with the question of which blade of the scissors is most effective it is obvious that one can’t do the job without the other. Leadership has its responsibilities to minimize conflict within the company for the benefit o…