Podcast

Marketing Must Help Sales Eliminate Bad Leads W/ Mark Hunter [Podcast]

This episode I speak with Mark Hunter – The Sales Hunter. He is a keynote sales speaker, best selling author, trainer, and consultant. He leverages his over 18 years of experience in sales and marketing to help companies sell more effectively. In his book “High-Profit Selling”, Mark helps salespeople learn the techniques they need to secure more sales at full profit and to avoid the discounting practices that are so prevalent in the sales industry.

In our conversation we discuss:

The biggest challenge in connecting with the modern buyer
The opportunity Sales and Marketing have to create clarity for the buyer
Marketing’s role in the prospecting process
The fact that Marketing should own the product and Sales should own the customer – always

Additional Links:

“High-Profit Selling” and “A Mind For Sales” (Mark’s book)

Connect with Mark on LinkedIn or Twitter

How To Make Better Decisions Using The Right B2B Data W/ Dave Elkington [Podcast]

This episode I speak with Dave Elkington, founder of InsideSales.com. Dave has a rich background in tech, venture capital, and corporate development. He has been involved in the evolution and definition of the inside sales industry and speaks regularly on the topic. Dave is also co-author of the groundbreaking Lead Response Management industry study which was published in the Harvard Business Review.

In our conversation we discuss:

The forces that are causing massive change in the way B2B companies must operate today and in the future
Benchmarks for where most companies sit on the sales and marketing tech adoption curve
The fact that not all data is created equal
The most effective way for marketing to share data with sales that is actually useful and meaningful for them
Why AI has increased in popularity in recent years

Additional Resources:

Lead Response Management industry study

How Marketing and Sales Leaders Can Create A Single Source of Truth (The Alignment Blog)

Engage with Dave on LinkedIn and Twitter

The Psychology Of Collaboration W/ Debra Mashek, Ph.D. [Podcast]

This episode I speak with Debra Mashek, PhD. She is a professor of social psychology at Harvey Mudd College and has spent over two decades studying how people form relationships with each other, as well as the challenges and rewards of doing so.

What you’ll learn from our conversation:

The definition of collaboration and the spectrum in achieving it
5 necessary ingredients to sustainable organizational change
Empathy and its importance in helping Sales and Marketing work better together

Additional Links:

The Collaboration Continuum

5 Ingredients for Sustainable Change

People, Tools and Processes that Build Collaborative Capacity

Connect with Prof. Mashek on LinkedIn here

The Neuroscience Of Human Collaboration W/ Moran Cerf, Ph.D. [Podcast]

This episode I speak with Moran Cerf, Ph.D. He is a professor of Neuroscience and Business at Northwestern University. His research uses methods from neuroscience to understand the underlying mechanisms of our psychology, behavior changes, emotion, decision making, and dreams.

He holds multiple patents and his works have been published in wide-circulation academic journals such as Nature and Journal of Neuroscience, as well as popular science journals such as Scientific American Mind, Wired, New Scientist and more. Additionally, his work has been portrayed in numerous media and cultural outlets such as CNN, BBC, Bloomberg, NPR, Time, MSNBC, and dozens of others. He has been featured in venues such as the Venice Art Biennial and China’s Art, Science and Technology association, and has contributed to magazines such as Forbes, The Atlantic, Inc., and others.

What you’ll learn from our conversation:

What neuroscience teaches us about human collaboration
Multiple types of empathy are needed for a team to be optimally effective
Methods to improve trust between sales and marketing teams
How to construct reward systems that actually incentivize better collaboration and higher performance

Additional Links:

Moran Cerf’s Background and Research Focus

Neuroscience and Marketing on Velocitize Talks (Video)

Hackers, Empathy, And Neuroscience: A Conversation with Moran Cerf @ 1871 (Forbes)

Connect with Prof. Cerf on LinkedIn here

5 Things Leaders Do To Create Alignment w/ Gary Smith [Podcast]

This episode I speak with Gary Smith, Chief Executive at the Gary Smith Partnership. The company is a sales and marketing consulting firm that specializes in process change and enabling disruptive technology implementation.

In our conversation we discuss:

The most compelling reason Sales and Marketing must align now
How to get CEO support when it comes to aligning these two teams
The 5 things you must do to start on the path to better alignment
Culture’s impact on successfully achieving true alignment

Additional Resources:

“Black Box Thinking” by Matthew Syed

“Mistakes were made (but not by me)” by Carol Tavris

The Gary Smith Partnership

Connect with Gary on LinkedIn or Twitter

Music/Production: Chris “KID” Robinson, Hitmakuzz Productions
Subscribe to the podcast: Apple Podcast | Stitcher (Android) | RSS

Influencers Significantly Impact the Sales Process w/ Colleen Francis [Podcast]

This episode I speak with Colleen Francis, Owner of Engage Selling Solutions. Colleen is a hall of fame keynote speaker, award-winning sales strategist, best-selling author, and named as one of Linkedin’s Top Voices. She works with organizations and executives to create strong, consistent, and lasting sales results.

In our conversation we discuss:

What one thing you can do to break down the silos between Sales and Marketing
How Amazon.com has influenced the modern b2b buyer
What sales leaders should be asking for from their head of marketing
How increased empathy can help sales and marketing colleagues drive better results together

Additional Resources:

Nonstop Sales Boom and Honesty Sales (Colleen’s books)

Engage with Colleen on LinkedIn, Twitter, and YouTube

Music/Production: Chris “KID” Robinson, Hitmakuzz Productions
Subscribe to the podcast: Apple Podcast | Stitcher | RSS | Spotify

Decreasing Time to Revenue Requires Focus On Customer Value W/ Roderick Jefferson [Podcast]

This episode I speak with Roderick Jefferson – Global Vice President, Enablement at PRO Unlimited. He is also a founding member of the Sales Enablement Society which has the goal to better define the sales enablement functions and roles that currently exist within organizations and ultimately solve the vast disparities that exist in the profession today

What you’ll learn from our conversation:

The relationship between Sales Enablement and the strategic alignment of Sales and Marketing
A phased approach to decreasing time to revenue
The importance of focusing on customer value throughout the entire customer journey

Additional Links:

Sales Enablement in Action with Roderick Jefferson (Selling Power)

http://roderickjefferson.com/

What I Learned at the Sales Enablement Society Meeting (The Alignment Blog)

Connect with Roderick on LinkedIn here

Don’t forget to leave a 5-star review on iTunes if you found our conversation valuable!

Music/Production: Chris “KID” Robinson, Hitmakuzz Productions
Subscribe: Apple Podcast | Stitcher | RSS

How To Align Multinational Sales and Marketing Teams w/ Iris Chan [Podcast]

This episode I speak with Iris Chan, CMO of FusionGrove. She has had over 20 years of experience leading multi-national marketing and sales enablement functions at Fortune 50 vendors like Cisco and IBM. Iris is also a founding member of the Sales Enablement Society as well as its local chapter president in Australia.

In our conversation we discuss:

Effective strategies for aligning a multi-national sales and marketing team
The concept of co-creation between Sales and Marketing
A significant marketing insight that is missing from a lot of lead generation efforts
How to know if an account-based strategy is appropriate for your business.

Additional Links:

ABM Growing Up Fast: 2017 Benchmark Report (article)

Connect with Iris on LinkedIn or Twitter

Quantifying Misalignment’s Impact On Growth w/ Rob Kall [Podcast]

This episode I speak with Rob Kall, co-founder and CEO of Cien. Cien is an AI-powered platform that helps connect the invisible dots between your sales data to predict outcomes, uncover improvement areas, and recommend the biggest wins for your team. Rob is also an accomplished entrepreneur with multiple multi-million dollar exits under his belt.

In our conversation we discuss:

How misalignment between sales and marketing impacts CEO performance
What factors have the most negative impact on sales rep productivity
The benefits of implementing AI even if you think you have bad data
How the purpose of the CRM has changed and how most companies are using it wrong

Additional Resources:

How AI is Changing CRM (article)

Engage with Ron on LinkedIn and Twitter

Music/Production: Chris “KID” Robinson, Hitmakuzz Productions
Subscribe to the podcast: Apple Podcast | Stitcher | RSS | Spotify

How To Make Better Decisions Using The Right B2B Data w/ Dave Elkington [Podcast]

In our conversation we discuss:

The forces that are causing massive change in the way B2B companies must operate today and in the future
Benchmarks for where most companies sit on the sales and marketing tech adoption curve
The fact that not all data is created equal
The most effective way for marketing to share data with sales that is actually useful and meaningful for them
Why AI has increased in popularity in recent years

Additional Resources:

Lead Response Management industry study

How Marketing and Sales Leaders Can Create A Single Source of Truth (The Alignment Blog)

Engage with Dave on LinkedIn and Twitter

Music/Production: Chris “KID” Robinson, Hitmakuzz Productions
Subscribe to the podcast: Apple Podcast | Stitcher | RSS | Spotify