Episodes

An increasing number of companies are adding the Chief Revenue Officer position to align marketing and sales with the goal of driving revenue growth. Today, Daryl Praill talks about his experience as a CRO and what it takes to be successful in this position. Daryl recently transitioned to the CRO position at Vanilla Soft. In this conversation he shares what he’s learned in this transition. We talk about how to develop your career to succeed in a CRO position. We also explore what’s changed and h...

We’ve got to get it done in 2021. This will be a make or break year for many businesses. Today, Seth Greene shares strategies to accelerate growth in the new year. As the CEO of Market Domination, LLC, he helps professional services companies generate new clients. Seth shares how LinkedIn offers new levels of potential for companies that sell in the B2B space. We’ll talk about the power of direct mail. And, we’ll share a model for using podcasts to grow.

Have you felt the pressure of uncertainty in your business, the economy, and the world at large. What if uncertainty could actually be turned into competitive advantage? Today Meridith Elliott Powell will coach us on how to thrive in uncertainty. By the end of today’s episode, I think you’ll be convinced that you can thrive in uncertainty. Meridith is a certified strategist that helps leaders and business owners decrease their stress and increase their results by working smarter in today's econo...

If you want to drive revenue growth, you need effective sales leadership. What should sales leaders be focusing on in this uncertain environment to keep deals flowing through the pipeline? In today’s episode, sales management expert, Kevin Davis shares powerful ideas on how sales leaders can accelerate results. He is the founder of TopLine Leadership and the author of The Sales Manager’s Guide To Greatness. He is also the creator of the new Online Sales Management Training Course. Kevin shares t...

If you want to grow revenue you need to build trust with your prospects and clients. How do you do this in a post-trust world where buyers are highly skeptical? James Jacobi shares powerful ideas that will help you grow. Today’s guest, James Jacobi, helps small to mid-market companies with coaching for their executives and Sales Leaders, and assist them to build and lead a digital business model that can grow and scale. James is the author of Radical Integrity, 7 Breakthrough Strategies for Tran...

Need to get attention with prospects or to build an amazing experience for your clients? On today’s episode you’ll discover a strategy that smart companies use to get amazing open rates. Today, I’m excited to introduce you to Nick Runyon, fellow Forbes contributor and the CMO at PFL.com. Nick is an accomplished executive with 20 years of experience in developing and implementing marketing strategies that drive fast and scalable growth. As CMO of PFL, he is responsible for guiding global brand st...

Text messaging is a powerful communication channel with 98% of messages being opened and read within 10 minutes. SMS expert, Matt Baglia joins us today to talk about how businesses can use SMS to grow revenue. Matt is the CEO at SlickText.com where he leads a team whose Mission is to connect the world through text messaging. He’s been deeply involved in SMS and text messaging strategies in both the business to consumer and the business to business space. All of us can think about how our local c...

Digital processes are critical for productive sales forces in today’s environment. How do you streamline your processes? Today we'll explore some powerful ideas that will help you sell more effectively. When it comes to questions about process automation and CRM, I can’t think of anyone better to learn from than today’s guest, John Golden. He’s the Chief Strategy and Marketing Officer of Pipeliner CRM. He’s also the host of the Sales Pop podcast. Earlier in 2020 when sales forces scattered to ho...

In today’s world of virtual meetings, text messages, and cold, impersonal emails, how do we bring the human factor back into our client and prospect relationships. Our guest today, Stephen Pacinelli, is the co-author of Rehumanize Your Business and I think you’re going to love what he has to share. Stephen is the Chief Marketing Officer at BombBomb where he is an advocate for helping businesses integrate one-to-one videos into every aspect of their organization. You will learn about practical wa...

Are you ready to grow like a pro? Get ready to learn from someone who has taken not one, but two companies into the Inc 500. Our guest, Andy Goldstrom, knows what it takes to drive growth. Andy is business strategist and growth expert who helps business leaders focus on the right pursuits with the right tools and methodologies to scale their businesses and grow rapidly. He’s the managing partner of Midcourse Advisors. He teaches in the Entrepreneurship and Innovation Institute at Georgia Tech. A...

Want more results from your digital marketing? Our guest, Ryan Mason knows what it takes to create success. Today, we are going to talk about what’s working in digital marketing. Ryan Mason, knows digital marketing. He was recently named by Yahoo as one of the Top 12 Entrepreneurs to Watch in 2020, is the savvy Founder & CEO behind Luxe Brand, Americas leading luxury shoelace provider, of which has been featured on Good Morning America, NFL Network, Foot Locker stores, and on over 30 athletes an...

Do you need to reignite your sales team? You are in the right place! Today you’re going to hear from sales development leader and legend Joe Pici . You will leave challenged and inspired to focus your efforts on the critical aspects your sales team needs to execute. Today we are going to get focused on action! My friend Joe Pici is laser focused on helping companies recover revenue by booking more appointments and closing more deals. It’s no wonder Joe was recognized in 2020 as the leader of the...

Are you happy with the results you are getting from sales training? This week’s guest, best-selling author and my good friend Larry Levine, suggests that it might be time to rethink your sales development strategy. Larry is the international best-selling author of Selling From the Heart: How Your Authentic Self Sells You. Larry is also my co-host on the Selling From the Heart Podcast. Having coached and training high performance sales professionals and sales leaders inside both the Fortune 500 e...

When it comes to revenue growth, good intentions won’t get you anywhere. What you need is consistent action. Put another way, you need great habits. Alex Goldfayn is all about helping companies develop habits that lead to growth. As the author of The Revenue Growth Habit and the hot new release, 5-Minute Selling, Alex believes that sales and marketing people succeed by implementing good habits? What are the good habits? We’ll talk about them in this episode. You’re about to get a lot of great id...

Do you feel stuck when it comes to revenue growth? Today’s guest, Craig Lemasters, is here to help us get back on the road to growth. He’s the author of the soon-to-be-released book, Unstuck, How To Unlock and Activate the Wisdom of Others. In our conversation, he shares practical advice about how you can get your sales moving forward. Craig comes from the c-suite. As the CEO of a publicly traded company, he led a 100 year old organization through the process of digital transformation. Best of a...

Virtual selling is a new reality for most sales teams. So w hat’s working and what’s not working in virtual sales? David Shaby of the RAIN Group joins us to talk about the research they have done with buyers and sellers related to virtual selling. Dave is the author of the new book, Virtual Selling, How to Build Relationships, Differentiate, and Win Sales Remotely. At the onset of the COVID Crisis, Dave and his team got to work surveying over 500 buyers about virtual selling. What they learned i...

Have you ever driven a car that is out of alignment? One wheel pulls to the left while the other shimmies to the right. It’s hard to stay on the road and it’s certainly hard to accelerate. Today, we’re joined by author and coach, Chris Gingrasso. We’re going to explore a powerful framework for aligning your company around ideal clients so you can go faster—and grow faster. Right now, I’m excited about the opportunity we have to redefine our companies around the type of clients we want to attract...

If you want to grow revenue you need to consider your brand. A strong brand reduces friction while a weak brand may be eroding your trust. How do you build a strong brand? My friend, Arjun Sen is a branding expert. When I have questions about branding, this is who I call. Arjun is going to share what it means to build an authentic brand. We’re talking about way more than a new logo or the corporate color set. Instead, we’ll explore the key pieces of a brand that builds trust and helps accelerate...

Are you marketing backwards? Our guest today, Adam Kipnes, makes the case that many businesses are doing just that, putting their product before the desired outcomes of their prospects. Whether you lead a marketing team, are involved in sales, or lead a company, as you listen to this episode, you’ll get ideas that will help you grow your revenue. Adam is the author of How To Make More Money In Your Business: 8 Strategies You Better Start Using Today! He’s also the host of the Entrepreneur’s MBA ...

If you want to grow your business, you need to not only generate inbound leads, you also need to make sure they get properly introduced into the sales process. Sadly, many companies fumble the ball on inbound leads. Today’s buyers are online looking for answers to their questions and solutions to their problems. Inbound marketing capitalizes on this opportunity by attracting active buyers and converting them to leads. Unfortunately, while many companies invest significant amounts in inbound mark...

One of the most effective ways to grow business is by referrals. The challenge is that most sales professionals do not have a referral process. Our guest today, Mike Garrison, is a true expert in generating referrals, helping financial advisors generate a predictable stream of referrals for their business. Whether you own a business, lead a sales team, or work in marketing, you are going to benefit from the ideas in this episode! Mike Garrison is the founder of Values Based Mindset and co-author...

What does it take to drive sales growth? Today’s guest, Bernadette McClelland, author of The Art of Commercial Conversations, believes that businesses need to consider three critical factors: strategy, science, and psychology. We’re going to take a deep dive today into ideas that are practical, profitable, and powerful. Today’s conversation is not about quick fixes. Bernadette McClelland believes that companies need to look a little bit deeper, doing the core work that will set up future success...

If you want to grow revenue one of the key roles is the job of the Sales Development Representative or SDR. How is the SDR role evolving during the current economic crisis? What can we learn that will help us grow revenue? This week we’re joined by James Buckley, Director of Sales Execution & Evolution with JB Sales. Don’t let the title fool you. James is a practitioner that also trains. In addition to helping teams of SDR’s maximize their success, James works every day in the SDR role himself. ...

In a world of sameness and price pressure, how can you differentiate yourself and your company from the sea of competition? Lee Salz joins us today with powerful ideas on how to differentiation. He’s the author of the one of the best seller, Sales Differentiation:19 Powerful Strategies to Win More Deals at the Prices You Want. Sales Differentiation is jam packed with practical ideas that apply to both marketing and sales ideas that are fresh from the field. As the CEO of Sales Architects, a lead...