Mario Paganini — three-time head of marketing before age 30 and current VP of Marketing at Stord — joins Connor to explain why B2B marketing doesn’t have to suck and how fear motivates your potential customers. Learn about the four buckets of digital marketing, and why in the professional world, a B-minus is the same as a D-plus.
Jeff Hoffman — the philanthropist and serial entrepreneur behind billion-dollar companies including Priceline.com and Booking.com — joins Connor to talk about the power of storytelling and the overlap between B2B and B2C marketing. Learn how to leverage FOMO — and why your CEO may need to stay out of sales calls.
Jen Smith — industry-recognized B2B marketing leader and recent CMO at MarketingProfs — joins Connor to discuss playing the long game in content marketing and how marketers can avoid being relegated to their organization’s junk drawer. Learn what your company needs to do in place of lead generation and how you can feel more connected in your job.
Brandon T. Adams — advisor, video marketing expert, speaker, TV host, and producer, and one of Connor’s own B2B Mentors — joins him to discuss the right way to approach potential business connections and the power of surrounding yourself with the right people. Learn about adding value to both business and personal relationships — and the necessity of playing the long game.
Nate Kievman — Founder and CEO of Linked Strategies — joins Connor to discuss the future of email marketing, how to reach and engage executives, and the psychological triggers that form the foundation of copywriting. Learn the value of empowering your clients to interview their clients — and why you must leverage case studies and referrals when bringing a new product to market.
Martin Rowinski — investor, author, and CEO of Boardsi — joins Connor to discuss corporate matchmaking and what companies and executives can do to simplify the board-building process. Learn about the personal branding power of LinkedIn and the importance of being mindful with your social media presence.
Jennifer Zick — Founder and CEO of Authentic Brand — joins Connor to discuss how fractional CMOs help businesses overcome Random Acts of Marketing. Learn about the “Dandelion Effect” and why repeatedly firing yourself is a worthy goal.
Sean Luitjens — Chief Marketing Officer for uFlexReward — joins Connor to discuss how marketers can use their expertise for good. Find out when, and why, it pays to be dumb, where to focus your marketing efforts, and how to get the best return on your marketing investment. Plus, learn about the hidden danger of relying on a brand ambassador.
Jennifer Caldwell — Chief Marketing Officer at Aquanomix — joins Connor to discuss the whys and hows of customer retention and the key to nailing the sale. Learn the most important relationship a marketer should cultivate at a new job and why research is an absolute must for marketing success.
Michelle Seiler Tucker — author of Exit Rich and Founder and CEO of Seiler Tucker Incorporated — joins Connor to discuss how to sell your business for top dollar, which recent movie to watch for excellent business advice, and when acquiring other companies makes good business sense. Learn which tech company has one of the best leadership programs in the country — and why mentorship sometimes outweighs money when you’re growing your business.
Jess Iandiorio — Chief Marketing Officer at Starburst — joins Connor to discuss bypassing both sides of the traditional job application process, the creative value of uncomfortable silences, and the different career benefits offered by mentors and sponsors. Learn all about becoming a billionaire marketer and what to look for when you’re shopping around for your next big success.
Steve Farmiloe — Senior Channel Sales Manager at AppSmart — joins Connor to discuss his popular LinkedIn video podcast, the Top Gun Show, and what it takes to become a Top Gun. Learn how even “unsuccessful” sales attempts enrich you as a salesperson, and find out what traits you should focus on developing to proceed on your own Top Gun path.
Joseph Kim — Chief Marketing Officer for ProofPilot — joins Connor to discuss his work with health and wellness influencers, the difference between market research and research marketing, and how to use product research as your sales channel. Learn how marketers can break through customer mistrust to help them solve their problems.
Chris Walker — Founder and CEO of go-to-market strategy firm Refine Labs — joins Connor to pull back the curtain on dark social and the dark funnel. Discover how to capture intent data long before your potential customer “funnels out,” why you should look beyond lead counts, and the missing piece in most B2B sales and marketing strategies.
Sherri Schwartz — Chief Marketing Officer at First Orion — joins Connor to discuss the “why” of product marketing, how to build a product marketing team, and how a background in sales can help B2B marketers. Learn why product marketing must come before sales, the benefit of sales experience, how B2B differs from B2C — and how it doesn’t.
Ryan Hornack — Chief Marketing Officer for FWF — joins Connor to discuss rebranding, talent acquisition marketing, and building modern content messaging from a strong set of company values. Learn about the many reasons for rebranding, using marketing techniques to win the talent you need, and keeping your marketing content consistent to build better business relationships.
Jamie Shanks — CEO of Sales for Life and Pipeline Sales — joins Connor to discuss the power of social selling for creating and scaling your sales pipeline, mining sales intelligence signals, and road mapping customer relationships to inform successful sales activity. Learn how digital technology has changed the sales landscape, what sales intelligence signals can do to improve your approach, and why a social selling presence is critical to sales success.
Vinnie Potestivo — Emmy Award Winning Media Advisor & Content Strategist, Talent Brand Expert, and host of “I Have a Podcast” — joins Connor to talk about the value of a LinkedIn presence, showing up with opportunities, and creating content with purpose. Learn about “strategic luck,” the reciprocal nature of relationships and opportunities, and building a talent brand.
Marketing experts Bruce Hershey and Steve Olenski join Connor to talk about changes in marketing and the need for flexibility and quick strategy adjustments. Learn why you should think shorter on time frames and dig deeper on the relevant context and nuances of your marketing plans — and how staying ahead of consumers means acknowledging their knowledge and remembering they’re human.
Jake Dunlap, Founder and CEO of Skaled Consulting, joins Connor to talk about the evolution of sales and what’s in store for the future. Learn about the importance of process-driven sales, identifying where your customer is in the sales cycle, and using your tech stack to its full potential to address your existing bottlenecks.
David “Rev” Ciancio — Hospitality Marketing Executive and Brand, Customer & Technology Evangelist — joins Connor to recount his music industry origins, the story behind his nom de guerre, and how his disillusion with the music business led to his new venture as a hospitality marketing guru. Learn about the value of both creative thinking and consistent process to your marketing efforts, and get the skinny on three of Rev’s favorite demand gen hacks.
Ilan Vagenshtein — marketing executive and B2B tech marketing expert — joins Connor to discuss what marketers can do to maximize growth for high-tech B2B firms. Learn about the evolution of marketing tools in the last 20 years, the challenges of reaching decision makers in your target market — particularly when face to face meetings are hard to come by — and the importance of creativity and emotional connection in your B2B marketing efforts.
Dale Dupree — podcaster, sales therapist, public speaker, author, and leader of the Sales Rebellion — joins Connor to talk about his personal struggles with depression, his adventures as the Copier Warrior, and his decision to help others craft their legacies and create their own sales legends. Learn more about the Sales Rebellion, the benefits of being less risk-averse, and why honesty is still the best policy.
Scott Cassidy — CMO at Cenergistic, Strategist, Speaker, Sales Leader, and Podcaster — joins Connor to talk about getting more attention with your marketing — and converting that attention into deals. Learn how to prioritize your customers’ needs and the benefits of a comprehensive understanding of your company’s customer experience. Recognize and leverage the math behind marketing, and get your sales and marketing teams working together to produce better results for your company and your customers.
Forrest Dombrow — serial entrepreneur, sales consultant, and digital marketing expert — joins Connor to discuss sales and growth strategies for digital marketing agencies. Learn about the importance of coaching and mentoring, adjusting to the tasks, topics, and environment of new situations, and the specific nuances involved in selling marketing products. Hear Forrest talk about the necessity of establishing trust, identifying what a client really needs, and navigating the gap between client needs and what they understand about digital marketing.
Kerry Cunningham, RevTech revolutionary and product marketing expert, joins Connor to talk about what marketers get wrong about lead conversion. Hear Kerry talk about his early attempts to build a better conversion solution, the insights he’s gained about lead generation as a marketing tool, and the “Oh Sh!t!” moment for marketers. Learn what’s changed about your customers’ buying experience, how to read the signals about whether a customer is in the market, and how you can leverage website traffic data to maximize conversion opportunities.
Daniel Goodstein, President of the Institute for Robotic Process Automation & Artificial Intelligence (IRPA AI) and the Digital Enterprise Institute (DEi), joins Connor to talk about the challenges of marketing high-tech business solutions. Learn about the communication obstacles between tech companies and their potential customers, the importance of demonstrating value, and how, in the end, even high-tech businesses are built on people and relationships.
Collin Mitchell, entrepreneur and podcaster extraordinaire, joins Connor to discuss how sales has changed since he got his bumpy start, leveraging free content to learn what you need to know to succeed, frontloading value for your prospects, and using podcasting to become a better salesperson — and a better human. Hear how Collin got his start in podcasting, follow his step-by-step advice for booking the guests you want, and learn how he took the “worst podcast experience ever” and turned it into a thriving business.
Steve Hartert, Chief Marketing Officer for JotForm, joins Connor to talk about getting back to marketing basics. Learn the two questions you must answer before you can build a successful marketing plan, the ongoing relevance of the four Ps — product, price, placement, and promotion — and how to incorporate them in a customer-centered approach, and why a systematic and strategic approach to marketing requires a written plan and continuous, data-driven revision.
Ronjini Joshua, public relations (PR) expert and owner of The Silver Telegram and Green Seed PR, joins host Connor Dube to discuss the relationship between PR and marketing. Listen as they define the differences between PR and marketing, the recent convergence of their core methods, and the importance of keeping your voice and your values present in all your marketing and publicity efforts.
John Busby, Chief Marketing Officer and Managing Director at Centerfield, joins Connor to talk about customer acquisition, essential marketing skills, and the impact of market research. Learn the ins and outs of the customer acquisition business model, the critical role of innovation and technology, and how to get straight to the [pain] point when you reach out to potential customers.
Michelle Seiler Tucker — best-selling author and Founder and CEO of Seiler Tucker Incorporated — joins Connor to talk about what it means to “Exit Rich.” Hear Michelle talk about her days as “The Closer” at Xerox, how she leverages her sales expertise in her Mergers and Acquisitions (M&A) business, and the importance of helping sellers identify what they really want. Learn about viable exit plans and how the right model will help you build your business into a more valuable asset.
Christophe Morin, aka Dr. Christophe, joins Connor to delve further into neuromarketing and the science of persuasion. Learn more about the ability of humans to accurately assess their own behavior, the importance of ethics in neuromarketing, the scientific method for measuring persuasion, and how Dr. Christophe is now applying neuroscience to restore balance to the nervous system suffering from depression, anxiety, and stress.
Frank Agin — Founder and President of AmSpirit Business Connections, podcast host, and prolific author — joins Connor to talk about the science of networking. Hear Frank tell how he fell into the business of connecting people, and learn about the basics, including building solid relationships, establishing trust, and kicking off your own networking efforts by doing some good in the world.
Tom Slocum and Jeff Swan — of “Fill the Funnel” podcast fame — join Connor to discuss challenges sales professionals face when learning their trade, necessities for successful selling, and the importance of a peer community for collaboration and camaraderie.
David Reid, CTO and CMO of NOV, joins host Connor Dube to talk about the navigating the natural cycles of business, the innovation opportunities of economic downturns, and the importance of always thinking ahead.
Learn about Josh’s “left turn” experience, the importance of building trust and personal relationships in business, and the power of positivity.
Learn how Holly Qualman flipped the script on the COVID-19 story and used Apex’s existing efforts to bring hope to a dark time — and inspire other organizations to do the same. Hear about Holly’s personal journey to success and how she values humility and humanity in her approach to business.
Grant Johnson — CMO of Emburse — joins host Connor Dube to talk about how to be successful in your marketing career. Learn Grant’s seven criteria for personal and professional success in business. From company culture to business model and financing, what should you know about — and value in — the place you work?
Learn how marketing efforts can target industry pain points with actionable solutions, how to build on existing successes with internal programs that encourage innovation and experimentation, and why it’s necessary to continuously verify your message with feedback from stakeholders.
Learn to earn your audience’s trust as an expert beyond the products that you sell and how not expecting anything in return can earn your company unexpected rewards.
Learn how to speak about your competition, what you can do with marketing technology, and hear Daniel talk about the most important focus in all things marketing — the customer.
Learn about the role mentoring — and being mentored — plays in a successful career, the nature of successful teamwork, and how resiliency factors into the success or failure of an idea.
Learn how a small moment of profound realization — followed by a lot of exploration and experimentation — put Mark on the path to mental health and a better understanding of the human condition.
Eugina has built her career on human connection — emphasizing teamwork, personal development, continuing education, creativity, loyalty, and giving back. Learn how to leverage the 3Cs: content, collaboration, and connection and the principles of “scrappy marketing” to adjust and optimize your marketing strategy quickly and effectively.
Greg shares his hard-won wisdom on the challenges of marketing to experts. His experience marketing in highly specialized technical fields — specifically life sciences clinical trials and AI-enabled data analytics — gives him unique insight into the importance of knowing your stuff when pitching to “really smart people.”
To appeal to consumers, hit ‘em where it hurts. Or at least where it might hurt. Neuromarketing specialist Patrick Renvoise discusses the primal brain’s role in human decisions, how and why marketing messages should target our most basic instincts, the neuroscience of storytelling, and much more.
Shaneé Moret is Founder of Growth Academy and a LinkedIn Influencer who generates more than 20M+ views/ month on LinkedIn.
Known internationally as the “LinkedIn Expert,” she is author of the best-selling “LinkedIn Marketing: An Hour a Day” and “LinkedIn: 101 Ways to Rock Your Personal Brand!”. Viveka takes the LinkedIn experience she has perfected over the past 10+ years and transforms it into engaging and informational training (having provided over 100K+ people) with the tools and strategies they need to succeed on LinkedIn.
From broke jazz musician to $50 million in online sales… Jeff Lerner’s story and message are now inspiring millions. After a decade of building multiple online businesses to over 8 figures and twice landing on the Inc 5000 Jeff turned his focus to educating and inspiring entrepreneurs about the power of digital business.
Dr. Scott Davies is founder and Chief Executive Officer for PointLeader, Inc. He has over 25 years experience working with organizations of all types and sizes to identify and solve their talent management measurement issues. He received his PhD in I/O Psychology with minors in Quantitative Psychology and Program Evaluation from The Ohio State University.
AJ Wilcox is a LinkedIn Ads pro who founded B2Linked.com, a LinkedIn Ads-specific ad agency, in 2014. He’s an official LinkedIn partner, host of the LinkedIn Ads Show podcast, and has managed among the world’s largest LinkedIn Ads accounts worldwide. Follow AJ on LinkedIn here: https://www.linkedin.com/in/wilcoxaj/
Michael W. Wright is an international author, business professor, exponential era thought leader, speaker, and entrepreneur. Mr. Wright has delivered more than three decades of global P&L leadership for diverse public and privately held early stage to mature technology enterprises at scale, focused on leading edge semiconductor equipment and materials, software, instrumentation, fluid flow and filtration product portfolios. He has served on public (AUGT, RTEC), private (WWK, Techware, Starview Technologies) non-profit (MHTA, UMN/TLI) and international joint ventures (Precision Taiwan and numerous international subsidiary entities).
Phillip Nunn is one of the UK’s leading figures and thought leaders when it comes to operating on LinkedIn. A regular speaker on the worldwide circuit, Phillip’s modus operandi is based on bridging the gap between traditional financial markets and the power of automated, social networking. His no-nonsense understandable methodology is a big hit with institutions and individuals aiming to understand the space and how to use it to scale their business development operations.
Bill Caskey is host of the Advanced Selling Podcast, author, speaker and successful entrepreneur. Bill has been improving B2B sales teams and executives since 1990. His philosophies and strategies have fueled explosive growth in sales and profits for his clients. Bill’s passionate about sharing his ideas about selling, business, life, money, and meaning.
James Carbary is the bestselling author of Content-Based Networking: How to Instantly Connect with Anyone You Want to Know. He’s also the founder of Sweet Fish Media, a podcast-first media company. He’s been a contributor for the Huffington Post & Business Insider, and he also co-hosts the B2B Growth Show (a top ranked podcast according to Forbes).
Social selling is a critical strategy for not only generating pipeline at scale, but also proactively managing existing customers to protect them from churning or support expansion opportunities. The clues and the opportunities lie in the digital signals available to you across social mediums. But what exactly are these signals and how do you use them to retain customers and grow revenue? Join us as we discuss the power of social selling with Jamie Shanks, CEO of Sales for Life, the world’s largest digital selling training program for mid-market and enterprise companies.
Did you know, 40% of available job openings are not advertised online? Yet, 90% of job seekers are basing their job search solely on online job postings! So how do you learn about or throw your hat in the ring for that elusive 40%? Join us as we uncover the hidden job market and how to approach your job search the “right” way with Marty Gilbert, Founder and CEO of NorthShore Executive Networking Group.
Generating pipeline and revenue is the bread and butter for any sales and marketing organization. But reaching those goals requires more than simply a higher volume of activities and touchpoints. There’s a human element to the process that accompanies the research, personalized messaging, cadence, content, and more. As a sales and marketing organization, it’s your job to evolve. To learn and grow. To break out of the “this is how we’ve always done it” mentality to reach the prospective buyers of today. But how? Trish Bertuzzi, best-selling author of The Sales Development Playbook and founder of the Bridge Group, shared her expertise and insights on this very subject on the B2B Mentors Podcast.
What’s the secret to growing your business from 60 to 2600 customers? How do you maintain relationships and keep your business afloat even during a pandemic? You might be surprised to learn that you already know the answers to both. On this episode of B2B Mentors, we spoke with Ashley Ring, VP of Sales and Marketing for FreeFlight Systems, who achieved both feats.
Relationships are the cornerstone to business development. And technology provides the vehicle to facilitate those relationships. But not all technology or business development approaches are created equal. On this episode of the B2B Mentors Podcast, we spoke with Justin Scott, VP & Founder of eLink about balancing technology and business, how to reign in the shiny object syndrome, the value of storytelling, strategies to create a steady stream of leads, and more.
The essence of aligning your internal beliefs with your external reality is the foundation of success. You have the power to control your situation. But first, you must open your mind to not only understanding yourself and your values, but also changing your habits and disciplines. You must remove the excuses and dare to believe that you can achieve the goals you have set out for yourself. But how? Join us as we discuss the power of mindfulness to propel your business to abundant success with Krishna Mohan on this episode of the B2B Mentors Podcast.
B2B e-Commerce may be complex with more variables than you may see in consumer e-commerce, but that doesn’t mean it’s not a worthwhile effort to pursue. The trick is to focus on the 80/20 rule when it comes to your products and identify the right technology and structure to support your efforts. Rob Neumann, Chief Strategy and Marketing Officer shared his insights into establishing a successful B2B e-commerce strategy on this episode of B2B Mentors.
Are you prepared to sell in today’s post-COVID-19 climate? What are some tactics that sales teams are using to up their game and hit their revenue targets? How can we align sales and marketing teams once and for all? Join us as we answer these poignant questions and more with Sales Training Expert and Consultant Richard Harris.
Ian Barkin is the Chief Strategy and Marketing Officer for Sykes Enterprises, host of the OneTAKE Podcast, a speaker, and educator on Digital Transformation, Intelligent Automation and the Future of Work. As a serial entrepreneur, Ian has founded firms in the Internet of Things, Critical Infrastructure & Cyber Security, and the Robotic Process Automation spaces.
B2B Mentors: Sales Training Expert and Consultant Richard Harris on Optimizing Sales Team Training, Prospecting, and Aligning Sales and Marketing
Are you prepared to sell in today’s post-COVID-19 climate? What are some tactics that sales teams are using to up their game and hit their revenue targets?
Today’s business environment is rapidly evolving. Priorities and challenges are shifting. And the ways in which we need to communicate and engage with prospects, clients, and peers is changing as well. Are you marketing for today’s needs and opportunities or are you stuck using outdated tactics?
Sales is the lifeblood of any organization — without sales, businesses cannot grow. It’s as simple as that. But the way in which sales professionals connect and
Tale as old as time … storytelling is a timeless act of conveying information and experiences. Stories elicit an emotional response and connection between the storyteller and the audience.