The B2B Buying Process: Dream Vs Reality The B2B Sales & Marketing Hotline podcast

23:32

In this episode of The B2B Sales & Marketing Hotline, Maryanne and Emily dive into the often-overlooked powerhouse of your CRM—reporting and dashboards. From avoiding common mistakes to building dashboards that actually drive action, this episode is packed with practical guidance for sales and marketing leaders. Together, Maryanne and Emily break down: - The difference between HubSpot’s pre-built and custom reports—and when to use each - How to build dashboards that answer real business questions and support team accountability - Pro tips for designing leadership, sales, and marketing dashboards that fuel performance and simplify one-on-ones We Want to Hear From You! Ask us any of your burning B2B Sales & Marketing questions below! Email Us: B2Bsalesandmarketinghotline@leadg2.com Leave Us A Voicemail: https://www.speakpipe.com/B2Bsalesandmarketinghotline Connect with the Hosts! Maryanne McWhirter: https://www.linkedin.com/in/maryannemcwhirter/ Emily Hartzell: https://www.linkedin.com/in/emily-hartzell/ Learn More About LeadG2! LeadG2: https://leadg2.thecenterforsalesstrategy.com/…

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Building Winning Sales Playbooks 21:28

9 weeks ago21:28

21:28

In this episode of The B2B Sales & Marketing Hotline, Emily and Maryanne break down what separates a “meh” sales playbook from a high-impact resource that actually drives results. Whether you're building one from scratch or trying to get more value from the one you have, this episode is packed with actionable advice to help you get there. Here’s what you’ll learn: - What to include in a winning sales playbook — from buyer personas and sales process mapping to objection-handling plays, KPIs, battle cards, and tech stack guidance. - How to get your sales team to actually use the playbook — and how to keep it updated so it doesn't collect dust. - Why customization is key — and how tailoring your playbook by role, product line, or sales motion ensures it delivers value across your entire team. Tune in and take the guesswork out of playbook building. Plus, stick around for the listener Q&A segment where Emily and Maryanne tackle lead qualification and CRM adoption. Sample Sales Play: https://leadg2.thecenterforsalesstrategy.com/sample-play-from-the-sales-playbook We Want to Hear From You! Ask us any of your burning B2B Sales & Marketing questions below! Email Us: B2Bsalesandmarketinghotline@leadg2.com Leave Us A Voicemail: https://www.speakpipe.com/B2Bsalesandmarketinghotline Connect with the Hosts! Maryanne McWhirter: https://www.linkedin.com/in/maryannemcwhirter/ Emily Hartzell: https://www.linkedin.com/in/emily-hartzell/ Learn More About LeadG2! LeadG2: https://leadg2.thecenterforsalesstrategy.com/…

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From Proof to Purchase: Using Case Studies to Shorten the Sales Cycle 29:24

10 weeks ago29:24

29:24

In this episode of The B2B Sales & Marketing Hotline, Maryanne and Emily break down the power of customer success stories and how to use them strategically in both sales and marketing. From building trust to shortening the sales cycle, they share insights on crafting case studies that actually move the needle—and how to avoid common pitfalls. In this episode, you’ll learn: - How to structure a compelling, results-driven case study that resonates with your ideal audience - Why social proof is critical in B2B sales—and how to make it work harder for you - Ways to repurpose, promote, and track the impact of your success stories across your sales and marketing efforts LeadG2 Case Studies: https://leadg2.thecenterforsalesstrategy.com/case-studies We Want to Hear From You! Ask us any of your burning B2B Sales & Marketing questions below! Email Us: B2Bsalesandmarketinghotline@leadg2.com Leave Us A Voicemail: https://www.speakpipe.com/B2Bsalesandmarketinghotline Connect with the Hosts! Maryanne McWhirter: https://www.linkedin.com/in/maryannemcwhirter/ Emily Hartzell: https://www.linkedin.com/in/emily-hartzell/ Learn More About LeadG2! LeadG2: https://leadg2.thecenterforsalesstrategy.com/…

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Becoming a Thought Leader: How to Build Trust in B2B Relationships 31:36

11 weeks ago31:36

31:36

In this episode of the B2B Sales and Marketing Hotline, Emily and Maryanne explore how becoming a thought leader helps build trust in B2B relationships Together, they break down: - How to define and differentiate thought leadership from personal branding in the B2B context. - Simple strategies to get started with thought leadership using content you already have, such as company materials and industry publications. - And, finally, how consistency, engagement with others, and authentic sharing are crucial to building trust and standing out as a thought leader in B2B sales. We Want to Hear From You! Ask us any of your burning B2B Sales & Marketing questions below! Email Us: B2Bsalesandmarketinghotline@leadg2.com Leave Us A Voicemail: https://www.speakpipe.com/B2Bsalesandmarketinghotline Connect with the Hosts! Maryanne McWhirter: https://www.linkedin.com/in/maryannemcwhirter/ Emily Hartzell: https://www.linkedin.com/in/emily-hartzell/ Learn More About LeadG2! LeadG2: https://leadg2.thecenterforsalesstrategy.com/…

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Adopting a New CRM: Do's and Don'ts 31:33

12 weeks ago31:33

31:33

Emily and Maryanne dive into the essentials of adopting a new CRM, sharing their top do’s and don’ts to help you get the most out of your CRM implementation. Whether you're upgrading or starting fresh, they cover best practices for setting up, training, and optimizing your CRM system. Together, they cover: - Key do’s for CRM setup, including evaluating options and setting business goals - Common don’ts to avoid, like overcomplicating workflows and neglecting data quality - The importance of training, user feedback, and ongoing adjustments Tune in for actionable tips to successfully integrate and maximize your CRM, plus expert advice in a Q&A session on B2B content and audience engagement. We Want to Hear From You! Ask us any of your burning B2B Sales & Marketing questions below! Email Us: B2Bsalesandmarketinghotline@leadg2.com Leave Us A Voicemail: https://www.speakpipe.com/B2Bsalesandmarketinghotline Connect with the Hosts! Maryanne McWhirter: https://www.linkedin.com/in/maryannemcwhirter/ Emily Hartzell: https://www.linkedin.com/in/emily-hartzell/ Learn More About LeadG2! LeadG2: https://leadg2.thecenterforsalesstrategy.com/…

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Mastering Marketing Hub: Key HubSpot Features You Should Be Using 26:45

13 weeks ago26:45

26:45

In this episode of the B2B Sales & Marketing Hotline, Emily and Maryanne dive into the latest trends within HubSpot's Marketing Hub, offering insightful strategies to elevate your marketing efforts NOW. Together, they explore: - How HubSpot's marketing automation can save time while delivering highly personalized content based on CRM data. - How effective lead scoring allows for more detailed and actionable insights, helping you prioritize leads more effectively. - And, finally, how HubSpot's AI tools help streamline marketing efforts while ensuring high relevance to target audiences. Tune in for an in-depth discussion on how to harness these powerful tools to boost your marketing performance in the coming year. We Want to Hear From You! Ask us any of your burning B2B Sales & Marketing questions below! Email Us: B2Bsalesandmarketinghotline@leadg2.com Leave Us A Voicemail: https://www.speakpipe.com/B2Bsalesandmarketinghotline Connect with the Hosts! Maryanne McWhirter: https://www.linkedin.com/in/maryannemcwhirter/ Emily Hartzell: https://www.linkedin.com/in/emily-hartzell/ Learn More About LeadG2! LeadG2: https://leadg2.thecenterforsalesstrategy.com/…

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Beyond the Hype: Making AI Work for Your B2B Strategy 32:45

28 weeks ago32:45

32:45

In this episode of The B2B Sales & Marketing Hotline, Maryanne and Emily explore practical ways to leverage AI for B2B sales and marketing success. Together, they break down: - The importance of testing different AI tools to see what works best for your business - How AI can enhance sales enablement, streamline email communications, and improve lead scoring. - How AI tools like ChatGPT and HubSpot's Breeze can optimize marketing strategies by personalizing content and analyzing KPIs. Tune in to uncover actionable insights and take your B2B efforts to the next level. We Want to Hear From You! Ask us any of your burning B2B Sales & Marketing questions below! Email Us: B2Bsalesandmarketinghotline@leadg2.com Leave Us A Voicemail: https://www.speakpipe.com/B2Bsalesandmarketinghotline Connect with the Hosts! Maryanne McWhirter: https://www.linkedin.com/in/maryannemcwhirter/ Emily Hartzell: https://www.linkedin.com/in/emily-hartzell/ Learn More About LeadG2! LeadG2: https://leadg2.thecenterforsalesstrategy.com/…

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The B2B Buying Process: Dream Vs Reality 22:34

30 weeks ago22:34

22:34

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Crafting a Compelling B2B Podcast: From Concept to Launch 21:04

31 weeks ago21:04

21:04

In this episode of The B2B Sales & Marketing Hotline, Maryanne and Emily dive into the art of crafting a compelling B2B podcast, taking you from concept to launch. Together, they explore: - The benefits of this medium, from boosting brand awareness to generating leads - How podcasting offers a unique blend of personality and thought leadership that other formats may lack. - How to effectively measure podcast success. Whether you're a seasoned pro or new to the podcasting world, this episode offers valuable insights to elevate your B2B efforts. We Want to Hear From You! Ask us any of your burning B2B Sales & Marketing questions below! Email Us: B2Bsalesandmarketinghotline@leadg2.com Leave Us A Voicemail: https://www.speakpipe.com/B2Bsalesandmarketinghotline Connect with the Hosts! Maryanne McWhirter: https://www.linkedin.com/in/maryannemcwhirter/ Emily Hartzell: https://www.linkedin.com/in/emily-hartzell/ Learn More About LeadG2! LeadG2: https://leadg2.thecenterforsalesstrategy.com/…

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Mapping Content to the Buyer's Journey: A Sales-Driven Approach 20:19

32 weeks ago20:19

20:19

In this episode of The B2B Sales & Marketing Hotline, Emily and Maryanne explore how to go about mapping content to the buyer's journey. They break down: - Each stage of the buyer's journey—awareness, consideration, and decision—offering actionable strategies to map your content effectively. - How dual-purpose content can enhance both marketing outreach and sales engagement, ensuring seamless transitions through every stage of the buyer's funnel. - Share real-world examples of high-impact sales enablement materials, from case studies and product demos to blog posts and infographics. We Want to Hear From You! Ask us any of your burning B2B Sales & Marketing questions below! Email Us: B2Bsalesandmarketinghotline@leadg2.com Leave Us A Voicemail: https://www.speakpipe.com/B2Bsalesandmarketinghotline Connect with the Hosts! Maryanne McWhirter: https://www.linkedin.com/in/maryannemcwhirter/ Emily Hartzell: https://www.linkedin.com/in/emily-hartzell/ Learn More About LeadG2! LeadG2: https://leadg2.thecenterforsalesstrategy.com/…

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Unifying Your B2B Strategy Through HubSpot Integrations 20:37

33 weeks ago20:37

20:37

In this episode of The B2B Sales & Marketing Hotline, we're exploring the world of HubSpot integrations to help you craft a unified B2B strategy. Here, you'll learn: - How connecting HubSpot with other tools can streamline your operations and make HubSpot your "single source of truth." - How to conduct a tech audit to identify integration opportunities and understand the importance of maintaining these connections. - Plus, Maryanne & Emily address common fears around cost, complexity, and security, offering insights on how to manage them effectively. We Want to Hear From You! Ask us any of your burning B2B Sales & Marketing questions below! Email Us: B2Bsalesandmarketinghotline@leadg2.com Leave Us A Voicemail: https://www.speakpipe.com/B2Bsalesandmarketinghotline Connect with the Hosts! Maryanne McWhirter: https://www.linkedin.com/in/maryannemcwhirter/ Emily Hartzell: https://www.linkedin.com/in/emily-hartzell/ Learn More About LeadG2! LeadG2: https://leadg2.thecenterforsalesstrategy.com/…

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Streamlining Your Sales Funnel with HubSpot Automation 25:35

34 weeks ago25:35

25:35

In this episode, Maryanne and Emily dive into the art of streamlining your sales funnel with HubSpot Automation. In this episode, you'll learn: - How to effectively align sales and marketing efforts by focusing on the buyer's journey from awareness to decision-making - The importance of creating a well-defined sales process before implementing automation - How to use automation tools like workflows and sequences to nurture leads and move them through the funnel efficiently We Want to Hear From You! Ask us any of your burning B2B Sales & Marketing questions below! Email the Show: B2Bsalesandmarketinghotline@leadg2.com Leave Us A Voicemail: https://www.speakpipe.com/B2Bsalesandmarketinghotline Or Ask the Hosts Themselves! Maryanne McWhirter: https://www.linkedin.com/in/maryannemcwhirter/ Emily Hartzell: https://www.linkedin.com/in/emily-hartzell/ Learn More About LeadG2! LeadG2: https://leadg2.thecenterforsalesstrategy.com/…

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Content Repurposing: Getting More Mileage Out of Your Content 20:13

36 weeks ago20:13