Traditional sales and marketing processes often overlook a significant portion of prospective clients. Businesses can see a dramatic improvement in their conversion rates by effectively identifying and targeting the high-intent ideal customer profiles (ICPs) among these overlooked segments. Companies must focus on the remaining 95% of their potential clients, whom conventional sales techniques have often been overlooked, if they want to stop leaving money on the table.  From product analytics to marketing analytics, Srikrishna Swaminathan and his team embarked on a mission to bridge the gap in the B2B market. But they discovered an unexpected twist that led to a solution. Keep reading to find out what it was. Srikrishna Swaminathan brings extensive experience in digital marketing, analytics, ad networks, and mobile UA. With a six-year stint on the leadership team at InMobi and a strategic advisory role in India and the APAC region at Global Media, he has a unique perspective on the industry. Srikrishna is also the co-founder and CEO of Factors.AI, a platform designed to help B2B marketing and growth teams to get the most out of their marketing activities by measuring, analyzing, and optimizing their impact on revenue growth and minimizing wasted marketing spend. As the co-founder and CEO of Factors.AI, Srikrishna is dedicated to helping B2B marketing and growth teams improve their marketing efforts by measuring, analyzing, and optimizing marketing activities to drive revenue growth and minimize wasted marketing spend. In this episode, you will be able to: Discern the essential contribution of B2B marketing analytics in maximizing revenue.Identify the challenges B2B marketers experience with legacy analytics tools.Investigate Factors AI's distinct platform is designed for all-inclusive data acquisition and assessment.Fuse data-driven revelations with qualitative analysis to cultivate profound engagement.Bring together third-party intent data and first-party data to elevate conversion rates.And much, much more.

Are you a B2B marketer who wants to improve conversion rates? Have you heard these myths about improving conversion rates and relationships with your prospects? Let's debunk them!  Myth #1: It's too complicated.  Myth #2: It only works for certain industries.  Myth #3: It's too time-consuming.  Anna Harrison is here to reveal the truth about the ADORE Process Model and how it can help boost your conversion rates. So take advantage of this essential information! Anna Harrison is a top-ranked digital technology advisor who has made it her mission to help businesses thrive in the digital age. With experience working with startups and Fortune 500 companies across Australia, Europe, and the United States, Anna's expertise in the patented ADORE Process Model has made her a go-to consultant for B2B marketers. In addition, as CEO and founder of RAMMP, she's developed a platform to help businesses remove their reliance on luck and generate reliable revenue regardless of market conditions. In this episode, you will be able to: Unlock the secret to prospering in business through relationship building.Comprehend the ADORE Process Model's potential to transform conversion rates.Navigate the world of marketing analytics to drive success.Learn about the movement towards accessible marketing analytics.Stay ahead of the curve by exploring AI's ever-growing role in marketing.And much, much more.

Are you a B2B marketer looking to attract high-quality leads and establish your brand as a thought leader in your industry? Look no further! Katrina Klier has the solution to help you create compelling content to drive leads and establish your brand as a trusted authority. Meet Katrina Klier, a Senior Managing Partner at Sage Strategy Group, passionate about driving growth and creating value through marketing. With a background in finance, Katrina discovered her love for marketing early in her career and has since become a powerhouse in the field. She's held positions as Chief Marketing Officer at Pros and led global digital channel marketing and e-commerce organizations for Microsoft's OEM Business. As a thought leader in B2B marketing, Katrina's expertise is crafting effective strategies for generating leads through thought leadership content. In this episode, you will be able to: Hone cutting-edge approaches for developing compelling thought leadership content that supercharges lead generation.Understand how to create genuinely stirring thought leadership content that strikes a chord with your audience.Identify the sweet spot between captivating stories and delivering actionable solutions through thought leadership.Harness the power of effective partnerships and event marketing to bolster your thought leadership footprint.Comprehend the essentiality of defining precise, measurable targets for your thought leadership content.And we cover a whole bunch more.

Are you an early or growth-stage tech company looking to improve your go-to-market efficiency by identifying friction points along the buyer journey for better outcomes? Have you heard these three myths about identifying these points of friction?  Myth #1: It's too time-consuming.  Myth #2: It's too expensive.  Myth #3: It's not worth the effort.  Don't believe these myths! Scott Stouffer will share the truth about identifying these points and the immense benefits they can bring to your company. In this episode, you will be able to: Uncover the impact of leveraging data in marketing for rapid expansion.Delve into the importance of understanding your ICP for optimal resource utilization.Pinpoint friction in the buyer's journey that may hinder your success.Gain insights into the vital role of data-driven sales processes for overall growth.Realize the essentiality of testing marketing messages in creating an effective go-to-market machine. Scott Stouffer, a seasoned CEO with over 30 years of experience, is passionate about using data to drive growth and efficiency in early and growth-stage tech companies. As the CEO and founder of Scale Matters, Scott focuses on helping businesses optimize their go-to-market operations by identifying friction points along the buyer journey. With his background in engineering and experience as a five-time CEO and three-time founder, Scott brings a deep understanding of product strategy and vision to his work. He also co-hosts the Data Room podcast, sharing his insights on using data to drive business success. Some areas we explore in this episode include: Check out Scale Matters to help optimize your go-to-market strategy and drive capital-efficient growth.Consider using HubSpot as your marketing automation platform or Salesforce as your CRM.Use sales loft as a cadence tool or gong as a call recording tool to analyze your sales process and identify areas for improvement.Focus on reducing your acquisition cost to improve your LTV to CAC ratio.Align your entire sales and marketing function around inefficiency and friction in your go-to-market motion.Invest in channels like paid search, paid LinkedIn, events, and listing services to generate leads and pipelines.Understand which offers to get the best response from people in your ICP and which channels are the drinking holes for people in your ICP where they hang out.Prioritize brand awarenessAnd much, much more.

When Itai Amoza thought he had revolutionized sales presentations, an unexpected twist changed everything. Listen to the episode to discover the surprising events that left Itai scrambling for a solution. Itai Amoza is the Co-founder and CEO of Storydoc, a platform that helps businesses create personalized sales decks. Meet Itai Amoza, a seasoned entrepreneur passionate about storytelling and data analytics. With more than 15 years of experience, Itai has been involved in various international tech startups, focusing on sales, marketing, strategy, and data.  As the Co-founder and CEO of Storydoc, he's on a mission to help businesses craft personalized sales decks that address their buyer's needs. Itai's keen understanding of the importance of storytelling and data-driven insights make him an invaluable resource for B2B sales teams.  In this episode, you will be able to: Uncover the secret to B2B sales success through interactive sales decks.Develop personalized sales decks that tackle buyers' needs head-on.Harness the potential of storytelling and case studies to elevate B2B sales performance.Explore the innovative merging of AI with sales deck creation for a more efficient approach.Embrace the shift towards product-led growth, offering alternatives to conventional sales techniques. Some areas we explore in this episode include: The challenge of creating interactive presentations that engage your prospects.The challenge of gaining real-time insights into prospects' engagement with your content via traditional proposals and sales decks.Incorporate data and analytics into your sales and marketing strategies to make informed decisions on improving your messaging and content.Take advantage of technology to meet your customers where they are, whether on their mobile devices or laptops and provide them with a more engaging and personalized experience.How to best utilize Storydoc's platform to track your customer's journey from the initial pitch to the final sale.How to identify areas where you can improve your messaging and content.Experiment with different types of content, including videos, animations, and other interactive elements, to capture your customer's attention and keep them engaged throughout the sales process.Use Storydoc's insights to personalize your follow-up communications with prospects and tailor your messaging to their needs and interests.Keep refining and improving your content and messaging based on the platform analytics' feedback and insights.And much, much more.

Architect of influence Colt Briner seeks to accelerate the world's transition to purpose-driven business but faces the challenge of shifting the profit-focused mentality in this thought-provoking podcast episode. Colt Briner is a seasoned marketing and business development executive passionate about purpose-driven businesses. With over two decades of experience, Colt has helped early-stage startups and successful unicorn companies thrive. While serving as the Chief Communications Officer at Ensemble Health Partners, he recognized the incredible potential of purpose in business and created the Purpose Five framework. Today, he shares this transformative approach with leadership teams seeking to create purpose-driven organizations. Colt's mission is to help businesses forge deeper connections with their customers while making a positive social impact. In this episode, you will be able to: Embrace the value of shifting to a purpose-driven mentality for successful businesses.Discover hidden champions in your organization that embody a purpose-driven mindset.Learn the relationship between company culture and purpose in becoming a purpose-driven organization.Implement actionable tips that enhance your company's transition to a purpose-driven approach.Gain insights into why a blend of innovators, early adopters, and institutionalists can benefit your company. Some areas we explore in this episode include: Consider the impact your company is seeking to create in the world.Identify and articulate your company's values.Engage your executive team in a discussion to arrive at an agreed alignment on your purpose.Shift your mentality to focus on adding value and customer impact.Identify purpose-driven individuals through interviewing to find those naturally predisposed to thinking about purpose.And much, much more.

If you're feeling frustrated and defeated because your purpose-driven influencer marketing efforts aren't generating the brand reach and revenue you hoped for, then you are not alone! Meet Niklas Hartmann, a seasoned influencer marketing expert who has been in the industry since he was 18. Currently the Head of Influencer Marketing at Reachon, a Frankfurt-based agency, Niklas has helped numerous companies realize successful influencer marketing campaigns, from researching appropriate influencers to analyzing campaign performance. With a keen eye for negotiation and a deep understanding of how to approach influencers, Niklas has successfully navigated the challenges of influencer marketing campaigns, particularly in the B2B space. Through his journey, Niklas has learned the importance of purpose-driven brands and how they play a crucial role in successful influencer marketing. In this episode, you will be able to: Appreciate the power of purposeful branding in catalyzing influencer marketing triumph.Decode the significance of metrics and campaign flexibility in steering influencer marketing endeavors toward success.Learn to zero in on and strike deals with relevant B2B influencers.Concentrate on fostering relationships to navigate leads toward conversion smoothly.Tinker with various marketing approaches that synergize with influencer marketing to boost lead generation. Some areas we cover in this episode include: Define your target audience and goals before starting an influencer marketing campaign.Be consistent and show up every week to create content for your audience.Collaborate with other influencers to grow your reach and audience faster.Use long-term strategies such as working with podcast hosts or creating joint posts with other influencers.Invest in your employees and help them become in-house influencers in their respective niches.Use LinkedIn to find and approach potential influencers in your industry.Use AI technology for influencer identification and executing influence campaigns.Measure the effectiveness of your influencer marketing campaigns to justify the investment.Ensure compliance with regulations and authenticity of influencer partnerships.Incorporate influencer marketing into your overall marketing strategy for maximum impact.And much, much more.

Sales coach Jeremy Pope overhauls toxic business practices. He helps small businesses build confidence in their sales teams but has a surprising technique of revealing the price upfront to his potential clients. Meet Jeremy Pope, an expert in overhauling sales processes and helping entrepreneurs build scalable high-ticket sales departments. With 15 years of sales coaching experience and having built over 200 sales funnels, Jeremy's expertise lies in fixing broken sales methods and improving overall sales performance.  As a former clinical and stage hypnotist, he's also skilled at understanding the psychology of sales systems and processes. Jeremy has been a top salesperson, sales manager, and sales trainer for international businesses, including direct marketing giant Guthy Renter. In addition, as the Client Success Director for Traffic and Funnels, he's played a vital role in achieving impressive revenue growth. In this episode, you will be able to: Elevate your enterprise by centering your efforts on fostering commitment instead of just building value.Sharpen your communications by tailoring your messages to target the pain points of potential buyers effectively.Realize the profound influence of generosity in establishing trust and amplifying the quality of your sales presentations.Attain a well-rounded lead generation strategy by combining inbound and outbound tactics for effective prospecting.Rejuvenate your sales approach to keep up with modern sales methodology and ethical standards. Some areas we cover in this episode include: Consider finding a mentor if you are a beginning sales leader.Only hire after you are ready. Ensure you have a clear sales process and boundaries for your sales team.Prioritize building a healthy documented organizational culture to create good strategies.Address any unresolved childhood or past failures affecting your sales performance.Consider investing in a Sales Call Overhaul to become an expert in sales fundamentals and increase your close rate by 25%.Remember to give your salespeople confidence in the offer, client results, pricing, and their authority and ability to make a deal.And much, much more.

Are you an electric vehicle enthusiast seeking an innovative battery solution? Have you heard the myths about Nanoramic's capital-light business model and strategic partnerships? John Cooley is here to share the truth and debunk the myths! Meet John Cooley, an accomplished engineer and the co-founder of Nanoramic Laboratories. With a passion for clean tech innovation, John holds five technical degrees from MIT. He has been awarded the prestigious David Adela Memorial Thesis Prize and Morris Joseph Levin Award for his research. As Chief of Products and Innovation at Nanoramic, John leads the development and commercialization of advanced energy storage solutions, including cutting-edge lithium-ion battery technology. His expertise and leadership have been key in positioning Nanoramic Laboratories as a major player in the electric vehicle industry. In this episode, you will be able to: Discover the origin and progress of Nanoramic Laboratories in pioneering lithium-ion battery technology.Grasp the significance of recycling initiatives for encouraging lithium-ion battery sustainability.Uncover the secrets behind Nanoramic's capital-light business approach and critical alliances.Identify hurdles that obstruct electric vehicle acceptance and explore ways to overcome them.Realize the potential role of electric pickup trucks in sparking a widespread shift towards electric vehicles. Areas we explored in this episode are: Visit the Nanoramic Laboratories website (thenoramic.com) to learn more about their advanced lithium-ion battery technology.Explore the possibility of partnering (using the experience of Nanoramic Laboratories for their capital-light business model and licensing opportunities).Stay updated on the latest developments in battery recycling to reduce the environmental impact of lithium-ion batteries.Consider the importance of cultural fit between companies when looking for strategic partnerships in the clean tech industry.Continuously adapt and refresh your thinking regarding business sales and technology development.Investigate the potential of battery electrode scrap recycling to recover valuable materials and reduce manufacturing waste.Stay informed on the legislation and regulations surrounding the carbon dioxide footprint and ethical considerations in the supply chain of batteries.And much, much more.

Are you stuck in a rut trying to create winning proposals but getting no results? You've been told to systematize processes and productize services, but you need help to get it to work. Discover a new approach to crafting effective proposals to win clients and foster long-term relationships. In this episode, you will be able to: Tackle the tough world of proposal creation with the help of innovative software.Cultivate a harmonious team dynamic geared toward producing successful proposals.Adopt productization practices to repeat sales triumphs effortlessly.Delve into the importance of perfecting your proposal processes and workflows.Forge genuine relationships and instill confidence with thorough proposal presentations. Joe Ardeeser is a seasoned entrepreneur with a passion for streamlining business processes. With over 20 years of experience in the industry, Joe has worked with notable brands such as T-Mobile and Scantron, honing his sales and proposal writing skills. In 2008, Joe founded a digital agency that eventually morphed into a successful SaaS business. As a systems builder, Joe is dedicated to creating repeatable patterns and making things as efficient as possible for customers. Some areas we explore in this episode include: Implement interactivity in proposals to build trust and enhance communication with potential clients.Consider using line item upsells and down-sell opportunities to provide clients with tailored pricing options.Develop a solid scope of work based on the client's specific needs and preferences.In proposals to plant seeds for future business opportunities, incorporate additional items or services for future consideration.Ensure that sales representatives thoroughly understand the products or services offered to convey client requirements to the proposal team accurately.Utilize software solutions like Smart Pricing Table to create interactive, customizable proposals that stand out from the competition.Invest in systems and processes to ensure efficiency and effectiveness in proposal creation and management.Continuously analyze and improve the proposal process to ensure success in winning new business.And much, much more.

Tony Sternberg, a product-passionate entrepreneur, embarks on a mission to create an automated, low-code cancellation experience with ProsperStack to rescue customers from canceling and increase customer retention, only to discover that the key to success lies in the very act of cancellation itself. With a strong background in product development and a genuine love for building exceptional customer experiences, Tony Sternberg is an authority in the subscription service industry. As the Co-Founder and CEO of ProsperStack, Tony leads the charge in helping subscription-based businesses minimize churn through tailored cancellation experiences. In addition, his dedication to understanding customer needs and a decade of experience in the B2B SaaS space make Tony a valuable resource for businesses seeking to improve customer retention. In this episode, you will be able to: Discover the impact of personalized cancellation experiences on reducing churn rates.Grasp the significance of customer engagement and retention strategies for long-term success.Learn how data integration leads to more informed cancellation processes.Understand the delicate balance between customer-friendly cancellations and obtaining valuable insights.Recognize and tackle the root causes of voluntary churn for a more stable customer base. Some areas we cover in this episode are: Evaluate your customer acquisition channels to ensure you're attracting customers that are a long-term fit for your SaaS product.Focus on providing a great customer experience throughout every stage of the customer lifecycle.Implement a customer-centric mindset at the top of your company and ensure it is embedded within the company culture.Leverage data points from various sources, such as billing platforms, data platforms, and CRM systems, to create a personalized customer experience.Implement an embedded cancellation experience to capture valuable feedback and increase the chances of retaining customers.Monitor churn rates closely and consider investing in retention strategies when churn becomes a significant pain point.Remember to maintain value for your customers as their needs evolve and adapt your product and pricing accordingly.Encourage open-ended feedback from customers to understand better their pain points and areas for improvement in your product or service.And much, much more.

After discovering a problem in the tech industry that people needed help solving, Indus set out to build a business model that would help reduce tech expenses. With no background in finance, he follows his curiosity and creates a billion-dollar business, but little did he know that the CFOs would come in with an unexpected solution. What will happen next? You are at the mercy of your own deeds. Indus Khaitan is an entrepreneur who has thrived on curiosity and persistence in problem-solving. Growing up in a small mining town in India, he has come a long way to become the founder of Quolum, a SaaS and cloud spend reduction product. Indus previously founded Bitzer Mobile, which became Oracle's first acquisition in mobile. His passion for solving unique problems led him also to co-found Morpheus, a venture capital firm that supported early-stage startups in India. With a penchant for diving deep into unexplored areas, he has learned the importance of balancing family life and career while tackling challenges head-on. Indus Khaitan's journey began in a small mining town in eastern India, where he learned the importance of working hard and taking ownership of problems. This mentality stayed with him as he experimented in various fields, ultimately leading to Quolum's founding in 2019.  Indus' curiosity and persistence to solve problems allowed him to adapt Quolum's product from a simple software-only card to an end-to-end tech spend reduction and management platform. Despite having yet to gain experience in finance, Indus contacted second-degree connections on LinkedIn, seeking feedback and insight. His discussions with his contacts led to the lightbulb moment of incorporating a card designed for software purchases to make Quolum relevant to them and their processes. In this episode, you will be able to: Awaken your inherent curiosity and unlock the power of persistence in tackling complex problems.Master leveraging customer feedback to set the right course for your product.Discover the secret of finding product-market fit by harnessing your industry expertise.Learn how to drive massive traffic with compelling and top-notch content.Cultivate a thriving company culture through effective leadership and collaborative efforts. Finding Product Market Fit Entrepreneurs must experiment and seek customer feedback to find the elusive product-market fit. Reaching out to individuals within their network or second-degree connections on LinkedIn, particularly those in roles such as CFOs or heads of finance, can provide valuable feedback on their product offering. By maintaining open-ended interactions, entrepreneurs can collect honest input that may help shape the direction of their product.  In the Predictable B2B Success Podcast, Indus Khaitan emphasizes the importance of leveraging early customer feedback and being a domain expert to find product market fit. He shares how Quolum experienced product-market fit overnight with a DocuSign stock crisis in 2022, which he attributes largely to the right timing. Khaitan advises entrepreneurs to be patient, have in-depth industry knowledge, and stay open to customer feedback for success.

Jon Darbyshire had an ambitious vision - to build an accessible, intuitive platform that could revolutionize the world of software development. Little did he know that his journey would take an unexpected twist: the game-changing no-code platform, SmartSuite. Its powerful, customizable, cost-effective solution bridges the gap between disparate systems and engages the millennial and Gen Z workforce. Could SmartSuite be the key to unlocking efficient, streamlined workflows for businesses worldwide? In this episode, you will be able to: Discover the revolutionary impact of no-code platforms like SmartSuite on software development.Unleash the innovation and productivity of citizen developers in your organization.Learn about the benefits of SmartSuite's scalable and cost-effective solution for businesses of all sizes.Explore the data-driven approach to comprehending user needs and identifying popular features.Implement effective onboarding strategies to convert free customers into long-term paid subscribers. Jon Darbyshire is a seasoned entrepreneur and the founder of SmartSuite, a work management platform that aims to revolutionize the software development industry through its no-code approach. With a wealth of experience from his time at Ernst & Young, PwC, and founding Archer Technologies, Jon deeply understands the importance of efficient business processes. He is dedicated to helping small business owners streamline their operations and improve productivity by leveraging the power of no-code platforms like SmartSuite. Some areas we cover in this episode include: Evaluate no-code platforms like SmartSuite to streamline workflows and improve employee engagement and productivity.Consider implementing a work management platform that can manage any process from any industry on one platform.Utilize no-code platforms' resources and tutorials to help teams build their desired workflows.Engage with partners specializing in certain industries and geographies to implement no-code solutions.Explore using APIs, automation, and integrations within no-code platforms for further customization and integration with other products.Stay updated on the latest no-code and low-code technologies advancements to ensure your organization is leveraging the most efficient and effective tools.Ensure data security, integration, and a single source of truth across workflows by choosing a no-code platform with built-in access controls and collaboration features.Foster a collaborative work environment by adopting a no-code platform with a user interface for Millennials and Gen Z employees.Encourage employees to learn and adopt no-code tools for their day-to-day tasks, reducing the burden on IT teams and increasing overall productivity.Continuously review and optimize business processes using no-code platforms to ensure maximum efficiency and productivity.

Despite his impressive track record, Craig Andrews faced a surprise challenge when he left the semiconductor industry: building client trust. But then he stumbled upon an ingenious strategy inspired by an old Las Vegas ad. Little did he know, this unexpected twist would pay off in ways he could never have imagined, transforming how he approached marketing and securing lasting client relationships. So what was Craig's unconventional approach? My special guest is Craig Andrews. Craig Andrews, an adept marketing strategist and founder of Allies4Me, brings extensive experience in driving revenue and building trust. With a background in the semiconductor industry, Craig transitioned to helping businesses create powerful, customer-focused offers that foster trust and long-lasting relationships. His expertise is crafting irresistible offers that compel prospects to say yes, leading to increased loyalty and revenue. "If you would not send your best friend through your sales funnel, then you have a broken funnel and you have to fix it." In this episode, you will be able to: Establish lasting connections with customers by presenting irresistible first-time offers.Compose persuasive offers that maximize conversions without compromising value.Tap into the power of the IKEA effect to boost your products' perceived value and draw in prospects.Emphasize open communication and nurturing community for long-term business success.Skillfully navigate and minimize potential hazards in B2B sales engagements to secure prosperous partnerships. Some areas we cover in this episode are: Create a powerful offer that is difficult for potential clients to refuse by stacking deliverables worth more than the price being chargedUnderstand the lifetime value of a customer to make the offer worthwhile in the long runWhy implement a minor feature for a B2B tech company that they have been wanting but you have yet to prioritizeWhy provide best-in-class design experience tools to make it easier for developersHow to document the entire process and create a new developer playbook for efficient onboardingWhy offer the entire package at a stupidly low price to minimize risk and encourage clients to engageWhy focus on genuinely helping potential clients rather than just trying to sell them something

Follow the story of a videographer-turned-measurement-agency as they go down the rabbit hole to understand how to use data collection and visualization to predict outcomes and take action. But when they can forecast the revenue within 5%, their clients are left scared, asking, 'How do you do this?'. Find out what happens next - but be warned, the answer may change everything. My special guest is JJ Reynolds. JJ Reynolds is a marketing expert focusing on analytics and data-driven strategies. As the Head of Marketing Analytics at Media Authentic, JJ has significantly impacted how businesses measure and act on their marketing data. Starting his career as a videographer, he quickly realized the need for companies to make better use of their marketing assets. Now, JJ and his team at Media Authentic specialize in helping organizations predictably increase ROI by measuring each step in the marketing journey using tools like Google Analytics and CRM platforms. With a flair for data collection and visualization, JJ is passionate about helping businesses make informed decisions for their B2B success. In this episode, you will be able to: Conquer data management hurdles to optimize your marketing analytics game.Discover how robust data collection and strategies fuel business expansion.Master a metrics-driven marketing model for unwavering B2B achievements.Harmonize detailed and candid metrics within your organizational setting. Drive purposeful growth through practical key metrics and data evaluations. Some topics we cover in this episode are: Analyze the data from your website's analytics system and assign a purpose to each specific page.Compare the current data of the page to the intended purpose and outcomes you wish to achieve.Identify the gaps and exact points of failure within the page in real time.Address the identified issues to optimize a web page and improve its performance.Be methodical in directing traffic from social media platforms to specific pages on your website.Ensure that the pages you direct traffic to will take visitors further down the process of identifying themselves as qualified leads.Evaluate the performance of different channels in achieving the desired outcome for your brand.Identify which pages are most effective in helping you achieve your marketing goals.Adjust your marketing strategy based on the insights gained from analyzing the data.Implement a data-driven approach to improve marketing decisions and predictably increase ROI. Data Collection Strategy: Building a Comprehensive Approach for Managing Data Understanding the importance of a robust data collection strategy is crucial in today's business landscape. As the amount of data generated daily continues to increase, it becomes increasingly vital for businesses to manage, track, clean, and secure this data for better insights and decision-making.  A comprehensive data collection strategy includes defining the data journey through the organization and ensuring all relevant departments are properly capturing, analyzing, and interpreting data.  This approach helps eliminate issues commonly faced by businesses, such as low-quality data, inaccessible data, and limited actionable insights. During the podcast, JJ Reynolds emphasizes that businesses must focus on data collection strategies rather than just outputs versus inputs.  He talks about his expertise in architecting reporting systems and how Media Authentic helps clients build a real-time data dashboard from various sources like CRM and Google Analytics. By effectively managing data, businesses can understand their performance better and make more informed decisions for revenue growth.

When Scott Bywater decided to take his wife's advice and pursue a career in copywriting, he had no idea that it would open the door to a world of unexpected opportunities. Little did he know that embracing the power of positioning and email marketing strategies would lead to a remarkable journey of success and connection. My special guest is Scott Bywater. Scott Bywater, a highly-regarded copywriter and marketing strategist, has been helping businesses craft effective email nurturing strategies to build trust with their leads. Based on his vast field experience, Scott has successfully implemented these strategies for clients such as Kerwin Rae and J. Conrad Levinson. With a strong focus on email marketing, Scott has been able to guide businesses in leveraging their most undervalued asset, their email list, without coming off as pushy or salesy. In this episode, you will be able to: Establish solid connections using powerful email nurturing tactics.Evaluate your marketing efforts with insightful data analysis.Strike a balance between immediate and long-term marketing objectives.Develop tailored content with precision audience segmentation.Tap into undiscovered potential using marketing techniques like direct mail.And much, much more.

Little did Jeff Greenfield know that his expertise in chiropractics and magic would lead him to uncover the truth behind digital ad performance measurement. What he found challenged the status quo and enabled him to stay ahead of the curve. What happened next to Jeff could help you enhance your digital marketing performance and ability to drive predictable revenue growth. "You have to edit what your message is; less is always more." My special guest is Jeff Greenfield. Jeff Greenfield is an accomplished entrepreneur with more than 30 years of experience in strategic growth and marketing, particularly in innovative marketing enabled by new technology. As the CEO of Provalytics, Jeff leads the charge in building the next generation of attribution.  Before Provalytics, he successfully led buy-side strategy, sales, and development at Wide Orbit. He then co-founded C3 Metrics, a leading multitouch attribution platform with notable clients such as JPMorgan, US Bank, and Hertz. He also grew the team at C3 Metrics to 55 with 171% YOY growth leading the company to be named to Deloitte's 2018 Technology Fast 500. His technical innovations include real-time digital viewability measurement, integrated linear and OTT television measurement, and creating a cookie-less identifier.  Jeff, a sought-after speaker, has shared his insights at various conferences and created the "This is Attribution" Podcast and an Attribution Certification Program.  In this episode, you will be able to: Tackle complex issues surrounding digital ad performance measurement.Grasp the significance of unified branding and messaging in B2B environments.Implement a comprehensive method to evaluate marketing influence on revenue.Prepare for a future with enhanced privacy regulations, ensuring accurate ad assessment.Exploit referral processes to gain a competitive edge and engage with top executives.And much, much more.

With a passion for digital marketing and scaling businesses, Steve Kilberg set out to make a difference by helping entrepreneurs succeed - but he never expected to discover how many business owners needed to be made aware of the crucial metrics essential for predictable growth. Unwavering in his dedication, Steve now dedicates his time to guiding entrepreneurs in building strong and long-lasting businesses, providing insight into the numbers that hold the key to success. "Business is just math, right? Just math and numbers." My special guest is Steve Kilberg. Steve Kilberg, a seasoned entrepreneur, and consultant has seen his fair share of ups and downs in the business world. But, with a strong background in e-commerce, he's grown his business to seven figures in sales, earning the prestigious Clickfunnels Two Comma Club award.  Steve's analytical approach to business growth and scaling has helped numerous small and mid-sized online businesses reach their full potential. In addition, his expertise in understanding crucial metrics and customer lifetime value sets him apart in the industry. Steve's journey began with the desire to care for his aging parents, and he's since become a leading figure in the field of predictable business growth. Building and Nurturing Customer Relationships for Business Growth Developing strong customer relationships is vital for any thriving business, as it helps drive revenue and fosters brand loyalty. A company can maintain its relevance amidst an ever-changing market landscape by cultivating personal connections with customers and trying to understand their needs. This can be achieved by offering tailored solutions, providing exceptional customer service, and engaging with customers on various platforms. Steve Kilberg shares his experiences building customer relationships and emphasizes the crucial role of knowing your customer in achieving predictable revenue growth. He discusses the power of personalized content, such as video, to create stronger connections with customers, and emphasizes the role of email marketing in forging long-term relationships. According to Kilberg, creating a sense of community around the brand leads to higher customer lifetime value and ultimately sets businesses up for long-term success. In this episode, you will be able to: Uncover the magic behind critical metrics for smooth business expansion and growth.Grasp the significance of devising exit plans and preserving valuations for a secure future.Adopt technological advancements and a commanding online presence for a flexible business model.Delve into the world of personalized customer experiences powered by video and artificial intelligence.Forge long-lasting customer relationships for consistent revenue generation and business stability.

Unlock the power of different leadership styles to achieve success in any organization. You will learn how to unlock the power of different leadership styles to be successful in any organization. "Your job as a leader within a division, part or all of the organization is how do you quicken that cadence? How do you cause more rapid firing of cylinders? And the foundation of all of that is what is mission? What does this organization stand for? What is its purpose?" Robert Jordan is an experienced leader in the B2B space, having founded the world's first internet coverage magazine, sold multiple companies, and co-founded Interim Execs. He is also an author, having written books such as How They Did It, Right Leader, Right Type, and Start With No. Robert Jordan and his wife experienced an immense crisis when their daughter was born at 1.5 oz, needing open heart surgery. In the neonatal intensive care unit, Robert was calmed by the presence of the surgeon and her team and knew they were in good hands. After 25 years, Robert Jordan's daughter is a healthy, happy graduate student.  This experience inspired Robert to research and write about leadership styles, discovering four distinct styles: Fixer, Artist, Builder, and Strategist. He now helps others to find their authentic leadership style and boost team performance. In this episode, you will learn the following: Why is it that some leaders find mediocre success and others are truly successfulWhy do organizations not do enough to promote the right leadersHow business owners and boards should look at leaders around us differentlyExploring the intersection of leadership and cultureExploring the four distinct leadership styles of fixer, artist, builder, and strategist.Discovering the unique wiring of each individual and how it affects their leadership style.Understanding how developing a sense of mission and purpose can quicken the cadence of an organization.How strategists as leaders can help a businessHow to combine leadership strengths to create a multiplying force in today's environmentAnd much, much more

Are you ready to stand apart from the competition and become a true Thought Leader? "B2B decision makers indicate that thought leadership is a very important tool in their ability to determine the value of potential vendor or partner whom they want to work with. So it's got that bottom line impact." Ben Laws is the Executive Vice President, and Deputy US Lead for Business Marketing at Edelman, a global communications firm. He has extensive experience in shaping an organization's story, developing creative and thought leadership platforms, and leading integrated communications and marketing programs. Ben Laws wanted to prove the hard ROI for thought leadership. He spoke to marketers and decision-makers, who said that thought leadership is essential for determining the value of a potential vendor. Through his conversations, Ben realized the importance of building relationships and understanding the realities of the audience. He emphasized the need for creativity and the value of storytelling for gaining attention. He also emphasized the need for thought leadership to reflect the company's culture and values. Ultimately, Ben concluded that the best way to create successful thought leadership content is to listen to and engage with the intended audience. In this episode, you will learn the following: Why do B2B marketers seem to discount the value of creativityHow can creativity speak to the buying processProving the hard ROI of thought leadership activityUtilizing creativity to capture and engage audiencesExploring the importance of brand values, mission, and purpose in thought leadership.How thought leadership impacts the bottom-line by winning businessWhy and how to invest in thought leadership consistentlyAnd much, much more...

Discover the power of storytelling and become memorable and magnetic to win the sale with your unique emotional hook! "People buy emotionally and back it up with logic. You're not telling a story. People forget numbers. But when you tell a story, you become memorable and magnetic, and then they start to go, okay, now we see the solution to our problems." - John Livesay. John Livesay is an incredible keynote speaker and the author of "Better Selling Through Storytelling" and "The Sale is in the Tail." He is an expert in crafting compelling stories to win new business and motivate sales teams. John Livesay worked at Conde Nast, selling advertising to prominent clients like Lexus. When it came time to pitch their products, he realized whoever told the best story would get the sale. So he tapped into his advertising background and crafted clear, concise, and compelling stories. As a result, John was hired to speak at Lexus's sales meetings and teach their teams how to tell stories to sell more. Through this, he discovered that people buy emotionally and back it up with logic. John's stories gave him an edge, and he was able to help an architecture firm win a billion-dollar airport renovation. By putting the customer at the center of the story and focusing on conveying the emotion behind it, John helps us discover the power of storytelling. In this episode, you will learn the following: How John discovered that people buy with emotion and then back it up with logicShould storytelling be the number one skill that leaders should developHow to recognize and create stories in a businessHow storytelling can be used to win salesHow to tell stories with your four structures of storiesThe mistakes to avoid when presentingHow to craft a story that tugs at heartstringsHow to create a playlist of stories for different buyer personasHow to turn case studies into case stories to win business pitchesAnd much, much more.

Discover how product-led growth can help you supercharge your business and unlock new levels of success! You will learn how to use product-led growth to supercharge your business and achieve higher levels of success. "Successful people are not afraid to be uncomfortable at times, so never be afraid to be the dumb person in the room and ask for help early and often." Nick Lumsden is the co-founder and CTO of Tenacity Cloud, which helps businesses avoid technical debt and wasted cloud spending. He has over 20 years of experience in software engineering, technology, and business leadership. Nick Lumsden was an engineer in the healthcare data analytics space and was inspired by how cloud-based services and product-led growth were level playing fields for startups. However, he discovered more was needed to break away from assumptions and understand what the user needed and went about living in their shoes.  Nick learned about product-led growth, how it put the power in the customer's hands, and how to make the experience as frictionless as possible. He learned to eliminate his biases and be humble and inquisitive in conversations. He was motivated by the potential to deliver continuous value and create a positive organizational culture. Through his journey of self-education, he learned the importance of being uncomfortable, asking for help, and building relationships. In this episode, you will learn the following: How to help business leaders get out of their - "I can solve it myself" mindsetHow can businesses use cloud-based services to optimize their spendingHow can businesses create product-led growth instead of sales-led growthWhat strategies can companies use to build a culture of innovationWhy should leaders in the tech space embrace a product-led growth strategyHow to persuade potential customers by creating a powerful experienceNick's insights on building out a product-led growth flywheelHow culture and narratives impact flywheel growthAnd much, much more ...

"Collabradabra: Unlock the Magic of Profitable Growth with Authentic, Optimistic Relationships." "The best way to profitable growth is through having collaborative relationships with clients externally and collaborative cultures internally - it starts with the deliberate intention to collaborate." Peter Anthony is an author, speaker, and master of professional communication. He is an expert in collaboration and has run workshops for thousands across twelve countries over the past 20 years, consulting with Fortune 500 companies to help them achieve smarter outcomes from effective relationships. Early in his career, Peter had the chance to benefit from world-class sales training from IBM. Despite the training, he realized that the approach to selling as taught to him wasn't working, but the more he built relationships, the more successful he became. After working for IBM and advertising agencies, he began consulting and realized that collaboration was the key to successful business outcomes. He used observations from his work to codify collaboration and has taught it for 18 years. Peter believes collaboration is the best way to achieve profitable relationships and growth. He also believes that empathy and trust are vital to building successful relationships. In this episode, you will learn the following: What makes for profitable sales growthWhy the approach that most businesses take to solve revenue problems won't workHow does collaboration lead to profitable growthWhat is unique about building relationships through empathy and trustHow can stories be used to create successful pitchesHow to develop a customer centric cultureWhy collaborative conversations are more important than ever for leaders.How to collaborate effectively to sellAnd much, much more.

When Park Howell, a veteran marketer, noticed traditional advertising was no longer effective, he embarked on a journey to unpack Hollywood movies to uncover the power of storytelling and create an algorithm for brands to hack through the noise and connect with their audiences. This endeavor leads to a significant paradigm shift. "Our jobs as sales, marketing, B2B executives, whatever, is to make that fiction become a reality. Show them what a brighter tomorrow is going to look like. And then when they buy into it, then you deliver on that, effectively making your customer, the audience, part of your story." - Park Howell. Park Howell is an internationally renowned speaker, consultant, coach, and author known as the world's most industrious storyteller. With 35+ years of brand creation experience, Park has grown purpose-driven brands by as much as 600% and is the founder of Business, The Business of Story, a proven platform based on his 10-step story cycle system. Park Howell was frustrated with the digital world and sought an answer to how to compete in the noisy digital age. He found his answer in the art of storytelling and developed a ten-step story cycle system to help business leaders hack through the noise and engage their audiences. His work has enabled brands to grow by dialing in their brand story, proving that storytelling is an effective way to drive growth in business. In this episode, you will learn the following: The power and importance of storytelling in today's worldThe two story truthsNarrative intuition - what is it, and how do we develop itExplore the intersection of culture, storytelling, and scaling a businessThe need for businesses to shift their narrative focus away from themselves and toward their customersUsing the ABT (Agreement, But, Therefore) narrative framework to create compelling stories.ROI of storytelling using the ABT frameworkAnd much, much more ...

Discover how building a strategic narrative can revolutionize your category creation process and grow your business! You will learn to use strategic narrative building to transform your category creation process and expand your business. "It's not the smartest or the quickest that survive, but those who are most responsive and able to change." - Andrew Davies. Andrew Davies is the Chief Marketing Officer at Paddle, a payments infrastructure for SaaS businesses. He has extensive experience building out leading go-to-market strategies, building an unignorable brand, and winning customers at scale. Andrew Davies is a risk-taker who loves working with intelligent people and building high-performing teams. He believes that when scaling a business, having a team that works well together and understands the game's rules is more important than having the smartest individuals. Through his journey, Andrew learned about using strategic narratives and category creation, which involves having a differentiated point of view, creating a mini-category, and having patience with the process. He experienced this first-hand when working with a private equity firm, forming a narrative from disparate businesses and creating a mini-category of content intelligence. Andrew's experience taught him that the best stories are ones that customers can communicate within their organization. In this episode, you will learn the following: Why does it seem like everyone is pursuing category creation? Is it worth it?Why businesses need to understand there are multiple routes to growthDoes growth boil down to one smart individualThe benefits of leading a category: Learn what it takes to become an industry leader from a company that has experienced success in the marketCrafting a compelling narrative: Discover how to craft a unique and compelling story that will resonate with customers, employees, and investors alikeThe power of patience: Understand why patience is critical when creating a successful category and how to effectively communicate it down multiple levelsHow culture and narrative play a role as a company scales and or acquires businessesAnd much, much more...

Discover the secret to shortening the sales cycle and easily growing your business! "It is okay to disqualify. However, it is better to get them out quicker than spend a waste a bunch of time trying to get them to close or worse yet, actually closing them and then having a headache that you can't get rid of." - Kevin Snow. Kevin Snow is the founder and CEO of Time On Target, an Army veteran, entrepreneur, sales expert, and technology gate. He has helped businesses close over $150,000,000 in new business by leveraging existing relationships and better communicating their products' differentiating benefits. Kevin Snow is a Captain in the Minnesota National Guard and worked for a networking organization with over 50 chapters and 1500 members. When other regions asked him to teach them how to launch groups, Kevin founded Time on Target so he could take money for his services.  After returning from deployment in Kuwait, Kevin realized he needed to create a scalable business and began consulting on process development and automation for businesses. He also trained businesses to shorten the sales cycle and drive growth quickly. Kevin's superpower as an introvert was that he asked excellent questions and strategized processes, enabling businesses to move clients from not knowing them to being their best customers. His closure mindset also allowed him to disqualify prospects while providing a fallback position. This made Kevin the go-to person for entrepreneurs to learn. In this episode, you will learn the following: Why we should stop going for the close but go for the closure insteadHow to close 80% of your sales in 1 meetingHow to evolve sales conversations for an educated buyerHow to use automation to accelerate the sales cycleHow Kevin Snow transformed his job into a scalable businessStrategies for moving clients from not knowing you to being your best customerThe benefits of disqualifying prospects and networking with competitorsAnd much, much more...

When Oscar Trimboli's VP suggests he could "change the world" if he could "code the way he listens," he embarks on a journey to become a masterful listener, discovering the powerful interplay between the speaker's 125 words per minute, the listener's 400 words per minute and the speaker's 900 words per minute of thinking - and the compelling central conflict between hearing and taking action. You will learn five actionable listening steps to understand and drive revenue growth. "If you could code the way you listen, you could change the world." - Oscar Trimboli. Oscar Trimboli is an author, keynote speaker, and host of the Apple Award-winning podcast Deep Listening. He is passionate about using the gift of listening to bring positive change in homes, workplaces, and cultures worldwide. Oscar Trimboli was in a boardroom in April 2008 with 18 people, discussing budget setting. When his Vice President, Tracy, said she needed to "see him immediately after the meeting," Oscar thought he was about to be fired. Instead, he was given a 32% increase in his budget revenue line. Tracy said, "If you could code the way you listen, you could change the world." This made Oscar realize that he wasn't listening to the conversation, and began to be conscious about how he and others listened.  As a result, he learned the importance of listening to understand and drive revenue growth. Through his research and experience, Oscar understands the power of listening and its effects on quality, meetings, customer relationships, and profitability. In this episode, you will learn the following: The listening problem that occurs quite frequently in a B2B sales contextUncovering the power of listening to increase quality, reduce meeting length, and sustain customer relationshipsExploring the five listening levels and how to adjust them to fit the situation and relationshipsThe four villans of listeningThe three numbers that you need to know to transform how you listenDiscovering how to process the emotions of both yourself and others in workplace conversationsHow to notice how people speak and not just what they sayHow to listen to what is unsaidAnd much much more ...

With the courage to reach out to his mentor, Dan Portik shares how he embarked on a journey of reinvention, discovering the power of prospecting and closing sales to achieve his goal of writing a bestselling book and creating a movie about his mentor. In simple steps, you will learn how to create an automated sales funnel to maximize your business growth. "I can't stress enough that hard work and elbow grease never fails. The numbers never fail if you do it properly." Dan Portik is a best-selling author, founder, and owner of BvS Film Productions and co-author of "Your Funnel" with Tom Hopkins. He has sold millions of dollars in advertising and video production services and is an expert in sales and marketing. Dan Portik was a successful business owner, having operated an advertising agency for almost 20 years. After the financial disruption of 2009, Dan reinvented his business as more of an online approach and eventually found success in video production. Through Tom Hopkins' sales techniques, Dan learned how to close sales of up to $20,000 without ever talking to the customer. Seeing an opportunity, he reached out to Tom, and they wrote a book together that became a bestseller. With Tom's retirement on the horizon, Dan seized the opportunity to write his life story and make a movie. Through hard work and perseverance, Dan created the movie, which is now available for viewing. Dan's takeaway was that even people of Tom's caliber are approachable, In this episode, you will learn the following: Why unpersonalized automated messages don't help businesses and customers in most instancesHow to leverage sales techniques and automated messaging to get customers without ever talking to them.The power of videos and thumbnails in sales and marketing.Why video in emails and messages work betterUsing AI to create content quickly and effectively.How Dan got to create a documentary on Tom HopkinsCharacteristics of outreach that workCharacteristics of sales that Dan learned from Tom HopkinsAnd much, much more ...

In this podcast episode, Vin Turk, a computer engineering expert, uses his technical know-how to create a revolutionary platform for marketers to connect with the right business professionals and drive compelling outcomes, despite the complexity of the ever-evolving marketing technology landscape. You will learn how to create an effective lead-nurturing program that drives conversions to overcome lead-nurturing challenges. "Let's build a better mousetrap, let's take them to the finish line, leveraging their content, already knowing who they want to connect with, and we'll handle everything else. So it's like a burden off of their shoulders." Vin Turk is the Co-Founder and Chief Operating Officer at Madison Logic, a global ABM platform that empowers sales and marketing teams to convert their best accounts faster. With over 15 years of experience in digital media platforms, Vin is an expert in business community processes and disaster recovery solutions. He is also an advisor to several internet startups in New York City. Vin Turk worked with many technology brands producing content and collecting business card information from prospective accounts. He decided to develop a better platform to take them to the finish line and simplify the process for marketers. This led him to form Madison Logic, and he soon realized the complexity of marketing technology. He understood the need to simplify how tools connected and to focus on data points that drove improvement and outcomes. With the help of teams in his organization and the right tools, Vin Turk shifted to an account-based marketing mindset, prioritized data points, and measured revenue and pipeline to bring teams together and reach success. In this episode, you will learn the following: Why setting the right expectations is important when it comes to leveraging content to fuel your pipelineHow to set the right metrics and engagement outcomesHow to build efficiency in your systems and content production and content marketingWhy content curation is a problem for most companiesLeveraging data to drive improved outcomes in marketingThe shift from lead-centric to account-based marketingAligning marketing objectives and metrics with revenue and pipelineAnd much, much more ...

In this episode, Karl Yaacoub shares insights from his journey in discovering the art of creating value for businesses, only to uncover the compelling central conflict between serving shareholders and customers. "It is an iterative process, it takes a lot of trial and error because every market is different, every company, every industry is different. And so like with any product you're introducing to the market there has to be some kind of market testing, some kind of pivoting involved in order to hit that sweet spot that you're happy with." - Karl Yaacoub Karl Yaacoub is an investment and value creation professional with over 11 years of experience in investment banking and private equity. He is the author of the book - The Game of Value Creation and specializes in using a proven, calculated, and tactical approach to benefit from strategies that work for big players in any industry. Karl Yaacoub was determined to gain a deeper understanding of how to use value creation strategies to lead, drive growth, and scale. Through his exploration, he discovered that the key to success was to assess the needs of the business, from protection to optimization, and to find the right enablers to satisfy them. He also learned the importance of developing the right attitudes and skill sets for the stakeholders, so that they could rise to the challenge that comes with a growing business. Karl Yaacoub now knows that value creation is a continuous, iterative process and that the right systems, governance, strategy, and leadership are the keys to unlocking long-term success. In this episode, you will learn the following: What is value creation and 360-degree value creationHow can businesses extract value over and above their day-to-day operations?How can we learn from the world of active investors who acquire companies that offer substantial opportunities for value creation and then turn them into success stories by using a proven calculated and tactical approachWhat are the value creation enablers needed to satisfy the needs of a businessHow can organizations ensure the right leadership development programs to prepare for the futureAnd much much more...

Tommy Yionoulis, a visionary entrepreneur and SaaS founder, takes on the daunting challenge of salvaging the crumbling Quiznos franchise by transforming their paper-based audit process into an automated system, uncovering the key to preventing million-dollar mistakes. You will learn how to use operations management strategies to gain powerful insights and accelerate your business growth. "I'm a vision guy. I'm not a detailed guy. I am forced to be a detailed guy just so we can keep moving the ball forward. I think my biggest personal strength, and I don't think I developed this, I think it's a personality type thing, is like, I look at, oh, I got to get to the top of Mount Everest, and I look at it as not, oh my gosh, how are we ever going to the top of Mount Everest." Tommy Yionoulis is a former stand-up comic and SaaS founder who has extensive experience helping businesses become more efficient and profitable through process accountability and data. He is the founder and Managing Director of Ops Analytica, an operations management platform that focuses on managing and measuring daily team activities for large multi-unit businesses. Tommy Yionoulis was working at Quiznos and discovered that they were doing paper audits of their over 5000 locations. With no way to enter the data into excel, he built an online form connected to an Excel sheet to capture the data. After leaving Quiznos, he was recruited to use his knowledge of operations management strategies to help build Broadcom's security software. He taught himself business process management and developed the strategy of building a Minimum Viable Process (MVP) in every data process. He now works with large multilocation chains to help them capture operations data in real-time and use it to make better decisions. The data and insights from his SaaS solution have helped companies, such as a burrito chain, prevent million-dollar mistakes. In this episode, you will learn the following: How did Tommy Yionoulis use technology to create an innovative solution for a multi-location business in 2008What is the importance of a minimum viable product and utilizing it in a business process workflowWhat are the benefits of using data and technology to make better decisions in a large multi-location business?What are operations management and the importance of making data-driven decisionsIf the whole purpose of using data is to make better decisions, why do businesses struggle to enforce thatHow operations management platforms can help drive predictability and success in a businessWhat role does culture have to play in operations managementWhat is data accuracy scoring, and why should we be examining this metricAnd much, much more ...

Discover the secret to customer health with scientific rigor and an analytical approach to understanding customer churn, adoption, retention, and expansion. "When it comes to customer success, it's not just a Boston Tea Party - it's a long-term process that requires scientific rigor and analytical understanding to get to the nirvana of customer health and happiness much quicker." Manasij Ganguli is the founder and CEO of Zap Scale, a software that helps B2B SaaS companies retain customers, reduce churn, and increase upsells. He has two decades of experience in customer success, and is passionate about helping businesses streamline their customer success process. Manasij Ganguli, a SaaS business owner, realized that retaining customers was a key factor in making a successful business. He and his team spent four years of trial and error to understand what health metrics could measure customer happiness and retention. He wanted to make sure no one had to go through the same hassle, so he developed a data-driven customer success program that would drive growth. His program uses eight data sources to analyze customer health and create a machine-learning model to predict churn, adoption, retention, and expansion. Manasij's goal is to make customer success easier, faster, and more scientifically valid. In this episode, you will learn the following: Is there value in building out a customer success program if so whyWhy is customer success being conducted in at least some instances without any science behind itWhat metrics and science to look at in order to ensure our customer success program worksHow to unlearn preconceived notions around customer service and success to better serve customersHow ZapScale caters to the nuances of a particular company and their brandHow can customer success teams reduce the time it takes for them to understand their customers' health metrics and measure customer happiness?What methods can customer success teams use to understand customer health in an SMB or midmarket context where one customer success person is handling hundreds of accounts?How can customer success teams use data points such as product usage, ticketing, feature requests, communications, meetings, and NPS to get a better understanding of customer health?and much much more ...

When Irina Poddubnaia faced the challenge of managing ecommerce orders, she was forced to grapple with the difficult task of retaining customers, preventing miscommunications, and tackling the chaotic customer service process - all while trying to maintain her business's reputation. You will learn how to maximize customer satisfaction and drive growth without extra resources by discovering the secret today! "With that said, since then, the system evolved to various niches and submissions because we have seen that the headless ecommerce is taking off. So we implemented a widget that people can take and just embed into their store instead of just using the entire tracking page. Yeah, it's a gradual process. We started with one customer, then switched over to just generalizing and adapting everything that works with this one customer to everyone else." Irina Poddubnaia is an experienced SaaS founder, business consultant, and operations/process optimization specialist. She has over 8 years of experience in ecommerce and runs a fulfillment center in China. She developed Trackmage, a software that simplifies the customer experience and allows ecommerce stores to gain extra sales. Irina Poddubnaia's story begins when she realized the importance of providing notifications to customers in order to prevent them from having to contact customer support. She understood that customers often don’t read disclaimers and policies, and are likely to reach out to customer support if they don’t receive notifications. This experience drove her to develop an ecommerce project management system, one that would be customizable to different businesses and their needs. She knew the importance of customer retention, and the value of relationships with customers over short-term gain. To her, customer support was a profit center and data was key to understanding customer experience. She discovered that customers often check their shipment tracking pages multiple times a day, and it was a great opportunity to show additional products that could lead to conversions. In this episode, you will learn the following: How to leverage customer support as a profit center to improve customer retention and reputation.The importance of data and the big picture perspective when making decisions.The importance of following up with customers after the purchase to combat buyer's remorse and increase sales.Why customer service is a growth business lever today more so than before (role of social media)How automation can help reduce costs and drive retention and revenue growthHow customer service or support can become part of your business marketing engineHow Trackmage helps automate and reduce time spent on customer supportand much much more ...

When Amanda Klitsch, is tasked with helping marketers quickly capture leads, she advocates for an empathetic approach, stressing the need to build strong relationships with the audience and emphasizing the value of testing and optimizing to maximize return. You will learn how to unlock the power of remarketing to boost your success and discover its secrets. "No one buys anything because they saw an ad, especially in the business space. So there is a real need to build that relationship and create a conversation that your audience wants to engage with and that your audience finds valuable." Amanda Klitsch is the Director of Demand Generation for Salient MG, a strategic mapping agency for road-stage B2B startups. She has created end-to-end user journeys and cross-channel communications for BTB technology, IT, higher education, and healthcare companies. Amanda Klitsch believes that no one buys anything because they saw an ad, especially in the business space. She also believes that marketers needed to build relationships with their audience and create conversations that the audience wanted to engage with. Amanda focused on consumer psychology and helping users engage from start to finish. She is familiar with the challenge of having limited resources and gave advice on how to stretch the dollar and get more for less. Amanda uses data to show how remarketing drives success, such as a 90% lower cost per lead and a 100% higher conversion rate. She stressed the importance of the give-to-get relationship between the user and the business, and the need to track micro yeses and adjust the strategy accordingly. Amanda understands that the success of remarketing depends on the approach to awareness and segmenting the influencers In this episode, you will learn the following: What are the biggest challenges marketers face when engaging with clientsHow can marketers maximize their investments in digital marketing, even with limited resourcesHow can marketers create trust with their audience and convert more leadsWhy is remarketing an often-overlooked opportunity for brandsThe psychology behind remarketingThe potential impact of remarketing on brandsWhat makes a remarketing campaign effectiveHow to ensure that the people you engage with are able to convey the message to others in a B2B contextand much much more

When Ken Burke sold his company for a ten-digit exit, he thought he'd be enjoying the beach, but instead, he became a serial entrepreneur and re-empowered himself as a leader to build a new software company from nothing, facing the central conflict of his own culture vs the culture of his investors. Ken Burke is the founder and CEO of the Entrepreneur Now Network and author of "Intelligent Selling: The Art and Science of Selling Online" and "Prosper: Five Steps to Thriving in Business and Life". He is an ecommerce pioneer and mentor who sold his enterprise-class ecommerce software platform, Market Live, to Vista Equity Partners in 2016 in a successful ten-figure exit. Ken Burke learned about how to develop an entrepreneurial mindset and culture that drives growth through his own journey of being an entrepreneur and leading his own tech company. He emphasizes the importance of culture by emphasizing that it goes beyond employees and extends to customers and even the board- to have a "no BS" attitude and allow the executive team to lead. He also stresses the value of investing in people, encouraging positive behavior, and creating an educational e-learning platform to foster customer loyalty. "You don't need to be the smartest brain in the room. You don't need to be the one talking all the time." In this episode, you will learn the following: What is an entrepreneurial mindsetHow Ken Burke turned a ten-digit exit into a strategic acquisition?What was the advice that Ken Burke received from Sequoia Capital that changed his leadership style?What strategies did Ken use to foster a culture of customer loyalty and engagement?The role of financial awareness and education in developing an entrepreneurial mindsetThe best ways to deal with people-related issues that leaders in business need to faceKen's tips on raising funds that serve to scale your businessand much much more ...

In this podcast episode, Alexis Kingsbury, an experienced management consultant, shares his passionate journey to empower business owners with his unique process to help them break free from an overwhelming workload, reclaim their time, and achieve success without sacrificing their work-life balance. You will learn the essential steps to quickly document business processes for maximum growth and scale. "Scaling beyond those 42 hours becomes nearly impossible because you're already at full capacity. I imagine that there was a point at which he was working five days a week and as he added more team members, he gets to the point where he's working 60 hours. There is no more juice to squeeze out of him. He's already giving his all and the risk... and I know this from other business owners. Where they went down that route and didn't solve it and as a result, closed the business or significantly cut it back. Not because it's the right thing for the business, not because they need to cut their costs or anything like that, but because it's stressing them out, so they'd rather it be dead than killing them.." Alexis Kingsbury is an award-winning entrepreneur who runs two software businesses with remote global teams, serving over 500 organizations around the world. He has helped business leaders save thousands of hours of their time each year, enabling them to focus on business growth. Alexis Kingsbury was frustrated by his inability to scale his business and let go of certain tasks. He decided to create a software business, Airmanual, to document business processes so that he and other business owners could quickly drive growth and scale. Through his experience, he learned that investing 3 hours into documenting processes could save around 15 hours per week of a business owner's time. He is passionate about helping other business owners to understand this cycle and free up their time to create a greater impact. By documenting processes, he was able to increase the value of his own business and reduce the risk of it failing due to a lack of knowledge and certainty. In this episode, you will learn the following: Why process documentation is critical to scalingHow to increase the value of a business when selling or buying it.How to achieve work-life balance while running a successful business.How to create space in one's calendar and mental space to achieve greater impact.How documenting business processes reduces organizational process uncertainty and mitigates riskHow to effectively and simply document business processesGood practices for creating process documentationHow to create a culture around documenting business processes to scale predictablyand much much more ...

With his goal of creating a better way to do business, Bobby Gillespie sets out to operationalize his brand to empower his team and customers but discovers the courage and clarity needed to make it all work is not so simple. You will learn how to maximize growth for your brand by creating a motivating culture through easy implementation. "The secret to happiness is growth. Personal and professional growth. Learning new things, discovering new stuff, seeing new places and just not sitting static and sitting still. As we know if you sit in the middle of the road, eventually you'll get run over." - Bobby Gillespie Bobby Gillespie is a brand growth consultant, author, and founder of Propr Design, a Baltimore-based B2B Brand Growth Agency. He and his team advise and implement strategies to help B2B brands scale through better positioning, messaging, design, web, and marketing. Bobby Gillespie was fed up with the transactional way agencies were being run and wanted to find a better way that focused on impact outcomes and results, while also providing respect and autonomy for his team. He discovered that operationalizing your brand with a culture that drives growth starts with a solid foundation of values, purpose, mission, and personality. By having clarity and confidence in the answer to the question "What's best for the brand and our future customers?", Bobby was able to eliminate the leadership gap and build a better way. In this episode, you will learn the following: What is the secret to happiness in business?How can a strong brand foundation lead to more successful customer engagement?How can core values and brand personality be used to create a successful business?

When Donatas Jonikas, a marketing consultant, decides to jump into the startup space to explore innovative ideas, his bold undertaking leads to an ambitious research of over 1000 startups in order to validate his book idea and uncover a compelling central conflict. You will learn how to use data-backed, proven methods to accelerate business growth. "I love innovative ideas. I love to help people build something that was never built before, to bring into reality just ideas. Which was like, okay, it's just an idea. Maybe it makes sense. Maybe it could live in this world. And, okay, let's check it. Let's do it. If it's a viable thing." Donatas Jonikas holds a PhD in Economics and a Master's in Marketing Management with more than twelve years of experience in the field. He is the author of the book - Startup Evolution Curve: From Idea to Profitable and Scalable Business and has developed and implemented remarking strategies based on his research for more than 50 businesses around the globe that have helped them scale dramatically. Donatas Jonikas had been working as a marketing consultant for eight or nine years when he felt bored with traditional businesses and decided to dive deeper into the startup space. He conducted extensive research on 1000 startups from different industries and backgrounds. During a presentation to 300 startups, someone asked where they could purchase the book he was suggesting. This inspired Donatas to create a strategy to prove his concept and create a book, Accelerate business growth: How to grow fast with data-backed proven methods. He offered incentives to those who participated in his research, including the chance to be featured in the book and to receive a free autographed copy. After months of hard work and dedication, he was able to create a book that has helped many startups on their journey to success. In this episode, you will learn the following: How Donatas Jonikas found success in the startup space after years of consultingMistakes founders often make when scaling their businessWhy a failure in marketing and sales is likely to cause business failureWhat it takes to validate an idea with the help of customers before investing in the development of a product.How the Double Sprint Method can help founders improve their chances of success in the SaaS industry.How to best build a moat around your businessWhere and how to make critical "go" or "no go" decisionsand much much more ...

Reach your peak performance with gamification and unleash the power of coaching, questioning, and rewarding. Here's what I cover with sales gamification expert Christopher Cumby in this episode: How can gamification be used to help improve company culture and employee engagement?What are the keys to high performance and how can individuals become more efficient and productive?How can businesses use AI technology to help their teams work smarter and more effectively? Christopher Cumby is an accomplished entrepreneur, business development consultant, and sales pro. Christopher wrote “The Success Playbook” and “How to be Kick-ass” to share his arsenal of practical, applicable success strategies with people who are ready to make a change and start living the life they want. His successful playbook - How to Be Kick-Ass has sold over 700 million and helped numerous companies and entrepreneurs achieve their sales goals. Christopher is also a 2x million-dollar commission owner and his first company launched across the multimillion-dollar market sales in less than six months.

Jonathan Shroyer, Chief Customer Experience Innovation Officer of Arise Virtual Solutions, is on a mission to turn customer service into a profit center but faces the challenge of overcoming organizational data silos, outdated CX tools, and prioritizing customer pain points to create a frictionless customer experience. You will learn how to create a customer service culture that will lead to growth and profitability. "If you invest money into customer service, customer experience, you're going to have longer retention tails and you're going to have, what did you say, 160% of revenue versus competitors. If you're willing to invest those two to $3, you're going to get $10 to $12 in output." - Jonathan Shroyer Jonathan Shroyer is the Chief Customer Experience Innovation Officer for Arise Virtual Solutions and has over 20 years of experience in the customer experience space. He is a big contributor in creating an advanced virtual first customer care platform for some of the biggest brands in the world, including Microsoft, AutoDesk, Postmates, and Caban. Jonathan Shroyer, the Chief Customer Experience Innovation Officer for Arise Virtual Solutions, has been in the gaming space for more than 10 years. He believes that gaming is at the forefront of all the great adoptions of future innovations and that customers need support and service. Jonathan has developed a way to mathematically prove that customer experience can be a profit center and not just a cost center. He has created a Customer Outcome Score and focuses on four or five metrics including customer satisfaction and product adoption and retention. By using leading indicators in this way, customer service teams can be nimble and take action in real time to generate profit and ensure customer satisfaction. In this episode, you will learn the following: 1. How can companies turn customer experience into a profit center? 2. What are the challenges faced by organizations while trying to create a frictionless customer experience? 3. How can companies use metrics to measure customer outcomes and optimize customer experience?

Uncover how combining innovative culture with traditional marketing strategies can skyrocket your growth! You will learn how to use an innovative work culture, what it takes to really listen to customers, and use old-school marketing strategies to skyrocket your growth! "With anything I do, I like doing things differently, and quite frankly, I love doing things better. So that's one of the objectives we try to seek whenever we pick a type of business to get into." - Ross Youngs Ross Youngs is a successful entrepreneur and CEO of Univenture, a full service designer, manufacturer, and distributor of packaging and marketing products. He has been an entrepreneur since 1988 and has received multiple grants from the US Air Force, NIH, DARPA, and APA. He is an expert in creating innovative direct mail solutions used by major clients such as Target, Mercedes Benz, Disney, and American Express. Ross Youngs is an innovative entrepreneur who has created an innovative mail solution used by companies like Target, Mercedes Benz, Disney, and American Express. Ross believes in differentiating products to stand out in the mail pile, and his company, Univeenture, manufactures a bioplastic envelope called the Envypack that works in mailhouse and postal automation.  Ross emphasizes that a successful business needs an innovation culture and the ability to listen to customers and focus on outcomes that serve customers best, rather than just cutting costs. He encourages businesses to experiment and test with direct mail to see the potential it can have in bringing in quality customers at a lower cost. In this episode, you will learn the following: Could using old-school direct mail marketing strategies still be effective in today's tech-driven world?What is the power of differentiation when it comes to direct mail marketing?How can businesses use innovation to bring higher response rates and sales?

Colin Shaw is the founder of Beyond Philosophy LLC, a customer experience company that has been recognized by the Financial Times as 'one of the leading management consultancies for the last four years in a row. Colin Shaw is an original pioneer of 'Customer Experience.' LinkedIn has recognized him as one of the 'World's Top 150 Business Influencers'. He has written seven best-selling books on Customer Experience. Colin is also the co-host of the highly successful Intuitive Customer podcast, which is rated in the top 5% of all podcasts by BuzzSprout. In this episode, he shares how we can create delightful experiences for businesses that drive growth. Insights he shares include: The four areas we need to understand and have a handle on in order to improve the customer experienceWhy asking customers what they want or need isn't a good idea and what to do insteadHow to build relationships to further customer experienceHow to take a data-driven approach to improve the customer experienceHow to get the customer experience insights you needHow to determine the emotions experiences evoke in customersHow to best utilize insights and data to improve the customer experienceand much much more ...

Dan Varroney is the President and CEO of Potomac Core, a strategic consulting firm that specializes in association transformation and industry-focused strategic partnerships, and the author of Reimagining Industry Growth: Strategic Partnership Strategies in an Era of Uncertainty). Dan is a much sought-after expert on economic performance, supply chain issues, and strategic partnerships. His groundbreaking book demonstrates how utilizing these institutional frameworks can help business leaders leverage the collective strength of the supply chains and value chains to overcome challenges, address uncertainty, mitigate risks, and position their industries for growth.  Dan has spent 30 years successfully transforming Trade Associations. Those transformations were rooted in this simple philosophy: We should act on what we know instead of what we think As the world continues to reel from COVID, countless industries are left uncertain about the future. Because of this chronic uncertainty, leveraging all avenues means that industries need to look beyond traditional growth solutions. One area that provides a tremendous opportunity is optimizing strategic partnerships between industries and trade associations among business executives. In this episode, he shares how we can use powerful strategic partnership strategies to drive industry growth. Insights he shares include: Why do certain parts of the marketplace believe that from a trade association perspective that an Inside Out focus is the way forward for industriesWhat does it take to bring about a change in perspectiveThe place of change management in the process of bringing about a change in perspectiveDo we need inspiration? If so how can we find it despite the circumstancesThe advantages to developing insatiable curiosityHow do we explore the potential strength and value of partnerships with trade associations to move the needle for entire industries? Is there a framework we can useWhat strategic partnerships look like from a trade association point of viewRisk minimization through strategic partnershipsand much much more ...

Lowell is the CEO & Founder of Traction Advising which specializes in helping B2B SaaS companies with >$5M ARR get acquired. Lowell’s been a Co-founder/CEO/Chairman, COO of a $120M public company, Startup CRO, and Global VP Rockwell. He’s a Global Mentor, Investor, Board member, and CEO coach. His current business Traction Advising was started out of his frustration when he was in a buyer’s position. The investment banker model uses accounting/finance people trying to sell. “No one hires accountants to sell products so why hire them to sell a company?” Selling/Marketing a small SaaS company is more like selling a technology product than selling a financial instrument. With the company's buying/selling experience of more than 30 organizations, he knows what internal stakeholders need to approve a transaction. As a founder/CEO he knows what it’s like to start up a company, build a product, hire employees, raise money, find customers, keep them happy and make payroll. He leverages this experience to craft acquisitions that get the best outcome for the founders/investors structured to maximize success. In this episode, he shares how we can position our business for greater traction and to drive growth. Insights he shares include: Why do business owners want bankers to help to drive the sale of their businessWhy having bankers drive the process is wrongWhy relationships matter and how to best build themMisconceptions or stumbling blocks when it comes to evaluating a companyFactors most businesses do not take into consideration when selling a businessFinancial vs. Strategic: Understanding why SaaS buyers buyApart from due diligence when buying a SaaS business what technical aspects Lowell keeps an eye out forand much much more ...

Darryl Praill is the Chief Marketing Officer of Agorapulse, a social media marketing platform. Darryl is a high-tech marketing executive with over 25 years of experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO's. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books. Praill is a former recipient of the coveted Forty Under 40 Award and has held senior executive roles in leading companies including Sybase, Cognos (now IBM), webPLAN (now Kinaxis), and CML Emergency Services (now AIRBUS). He has raised over $50 million in venture funding across multiple organizations and consulted with world-class corporations including Salesforce, SAP, and Nielsen. In this episode, he shares how we can use soft leadership skills to empower teams and drive growth. Insights he shares include: The biggest challenges with revenue growth for companies in the B2B spaceThe place for soft leadership skills for today's executive leadership teamsIs revenue growth the by-product of a handful of attributes? If so what are theyWhat does it take for a CRO to be successful todayIs there a correlation that can be drawn between how tasks are executed and the manner in which leaders develop relationships in and out of a teamHow to build psychological safety in conversations with othersHow to better understand people's motivations in their roles and responsibilitiesDarryl's take on experiential learning in the context of leadership developmentHow best to tackle revenue growthand much much more ....

Zino Rost van Tonningen is the CEO of TyrAds, a marketing agency that aims to help increase the growth of your mobile apps as well as ensure that the apps are being recommended to its target users.  Zino has 8+ years of experience and a proven track record of building and growing 8 fig businesses across the globe. He has worked with many Fortune 500 companies and helped them succeed with their app marketing. He has managed 7 figure marketing budgets for apps worldwide and effectively achieved client CPAs. Zino's company builds its own automation technology for advanced marketing automation. In this episode, he shares how we can use data to fuel app marketing strategies that drive growth. Insights he shares include: Why do some companies prefer to go with a no-risk CPA model as part of their app marketing strategiesCPA model vs CPM modelHow to approach developing your app marketing strategies when starting outWhy first-party data is going to be really importantHow to set up and prepare for first-party data now to mitigate the risks associated with upcoming changesThe role of programmatic advertising in your app marketing strategiesHow programmatic advertising worksHow to set up programmatic advertising using data to make it really work well for youand much much more ...

Satyam Kantamneni is the Chief Experience Officer at UXReactor. In less than 7 years, UXReactor has become the fastest-growing specialized experience design firm in the US, with a team of 50+ employees spread over three continents. Prior to founding UXReactor, Satyam led various in-house design organizations such as Citrix and PayPal. He is also an alumnus of Harvard Business School. While at Harvard, Satyam realized that most businesses aren’t leveraging the full power of User Experience (UX) Design as an engine for strategic growth. So, he resolved to change that. Through UXReactor, Satyam demonstrated that UX can and should drive enterprise-wide innovation and business outcomes. UXReactor has enabled its clients-partners to generate hundreds of millions in additional revenue from user-centered innovation. Satyam is passionate about user-centered innovation and he is the author of the book titled User Experience Playbook: A Practical to Fuel Business Growth. In this episode, he shares how we can use experience transformation to get the x-factor required to drive growth. Insights he shares include: Why do certain companies get high value from a design-first approach as opposed to othersThe issues that prevent companies from gaining high value from experience transformationWhy experience transformation requires a design first approachWhy is design neither hard nor easyHow UXReactor addresses not just UX but processes and aspects of cultureThe 3 levels of value creationThe best ways to address experience transformation issues at an executive levelSmall design changes vs big design changesThe five mindsets required for business successand much much more...

Ben Jones is the founder of Titan Marketers and Youth in Business, his core business is to skyrocket sales for his customers through YouTube advertising. He has over seven years of digital marketing experience. He is a serial entrepreneur and international keynote speaker with YouTube advertising being his specialist subject.  In this episode, he shares how we can use YouTube TV ads to reach our audience and drive business growth. Insights he shares include: Why do people think YouTube ads are expensiveAre YouTube TV ads a good fit for most businessesThe benefits of advertising on YouTube TVDo need to build a narrative to make YouTube TV ads effectiveHow to structure your adsHow to target the right people via YouTube adsand much much more ...

Dr. Chris Croner is an entrepreneur and sales psychologist with a Ph.D. in Clinical Psychology, which he has used to study and understand salespeople.  Dr. Croner is co-author of the book, Never Hire a Bad Salesperson Again, detailing his research and practice in identifying the non-teachable personality traits common to top producers. Dr. Croner developed the proprietary DriveTest® online sales ability test and The Drive Interview®, both used for hiring “Hunter” salespeople. Using this method, he has helped over 1,000 companies worldwide to hire and develop top-performing salespeople. Dr. Croner has served as an adjunct faculty member at the Chicago School of Professional Psychology, teaching personnel selection in the Industrial Psychology Master of Arts program. Dr. Croner is an active member of the Consulting Section of the Illinois Psychological Association and former Co-Program Chair of Chicago Industrial/Organizational Psychologists (CIOP). Dr. Croner is also a partner with the DePaul University Center for Sales Leadership. In this episode, he shares how we can go about hiring salespeople who have the potential to be top producers who will drive growth. Insights he shares include: Why do many businesses believe that gut instinct alone is a good way to go about hiring salespeopleWhy ask a series of structured questions that pertain to a specific competency when hiring salespeopleWhy the need for achievement should play an important role in hiring salespeopleThe 3 characteristics or traits to look for in hunter salespeopleHow to look for predictors of future behaviorHow to expose guarded truths when interviewing potential salespeopleThe place for probation in the hiring processand much much more ...