Episodes

Strategy is useless without execution. Today’s guest, Simon Severino, believes that companies can get more done and drive more revenue by looking at business in 90-day sprints. Get ready to be inspired and challenged as Simon shares his strategy sprint methodology. He believes that companies should look at their revenue operations as a series of 90-day sprints. He’ll share how he advises companies to execute over 90 days with 12 weekly sprints and 3 core metrics. You’ll learn about the daily, we...

I'm becoming more and more convinced that one of the most powerful ways to drive revenue is by strategically improving your customer experience. Today we talk with one of my favorite thought leaders, Carla Johnson. She’s the author of Experiences, The 7th Era of Marketing, a playbook for creating a meaningful client experience. She’s also the author of a new book coming out in June, Re:Think Innovation: How the World’s Most Prolific Innovators Come Up with Great Ideas that Deliver Extraordinary ...

Whether you are in sales, marketing, or run a business, you need momentum. Today’s guest, Mark Schaefer, author of Cumulative Advantage, shares proven strategies for building momentum for your business against all odds. How do we build momentum as we emerge from the challenges of the pandemic? Few people are better positioned to answer this question than Mark Schaefer, author of Cumulative Advantage and The Marketing Rebellion. In this excerpt from his session at the Sales & Marketing Alignment ...

Jeb Blount has been at the epicenter of sales and marketing alignment. Today he shares his perspective on how sales and marketing teams can work together to drive revenue growth. To maximize revenue growth we need to ensure our sales and marketing processes are aligned. Today, you’re going to hear an excerpt from a session with Jeb Blount, author of Fanatical Prospecting, Virtual Selling, and many other great sales books. Jeb shares stories and insights from his experiences working as the sales ...

We live in an experience economy where the company with the best experience enjoys tremendous competitive advantage. How can you turn your customer experience into competitive advantage? Jon Langford coaches us on the the critical components of an incredible customer experience. One of the most important areas of sales and marketing alignment is around customer experience. This can be a powerful source of competitive advantage if your experience is amazing. The opposite can be true as well. Toda...

Does your company message resonate with your ideal clients and prospects? Are marketing and sales saying the same thing or are they confusing the market? And how can get aligned? Today, we’re coached by Jim Karrh, author of The Science of Customer Connections on how to align our message. Jim is the co-host of the 2021 Sales and Marketing Alignment Challenge. He’s also the author of The Science of Customer Connections: Manage Your Message, Grow Your Business. Jim will coach us the the three areas...

As the market continues to shift, the needs of your ideal customers are shifting as well. Who are your ideal prospects and customers? What do they want? Today’s guest, Mark Hunter coaches us on how to develop an ideal customer profile. Today we're going to feature Mark’s session from the 2021 Sales & Marketing Alignment Challenge on the topic of Ideal Customer Profiles. Defining your ideal customer is a great activity for sales and marketing to discuss for alignment. With the changes during the ...

How do you set your business up to thrive in uncertain times? You need a flexible strategy. Today we’re joined by one of my favorite business strategists, Meridith Elliott Powell. She’ll share some strategy tools that will help you align marketing and sales so you can win in today’s changing world. Sales and marketing need to be aligned around a common strategy. But how do you set a strategy in such a dynamic marketplace where the future feels very unpredictable. Today we’re going to hear Meridi...

What’s happening when it comes to the critical areas of sales and marketing alignment? In today’s episode, Douglas Burdett and Kathleen Booth share fresh insights on what’s working—and what needs to change. We’re just wrapped up the 2021 Sales and Marketing Alignment Challenge! If you missed it, no worries. You can catch all of the recordings at www.2021alignmentchallenge.com or text the word alignment to 21000. Today we’re going to hear a segment from the 2021 Sales & Marketing Alignment Challe...

One of the best ways to create differentiation that drives revenue is by building a remarkable customer experience. When you look at the resume of today’s guest, Jon Langford. you’ll find he has worked with many organizations, including the Disney Institute. Jon will coach us on three ways to build a powerful customer experience. Last week we spoke with Joey Coleman, author of Never Lose a Customer Again. Today we’re going to continue the conversation about customer experience with our guest Jon...

Depending on the industry you serve, research shows that between 20 and 70 percent of new customers decide to cancel their agreements during the first 100 days of the relationship! How do we fix this? Our guest today, Joey Coleman, shares how companies are creating remarkable customer experiences to not only reduce cancellations but also drive revenue growth. Joey Coleman is the author of what has become one of my all-time favorite business books, How To Never Lose a Customer. In this episode, y...

The core technology supporting sales and marketing is CRM. What are the current trends in CRM? What should you be thinking as you plan your CRM strategy? What’s next and what do you need to know? There’s nobody better to answer this question that the pioneer of CRM software himself, Jon Ferrara. He co-founded Goldmine CRM over 30 years ago. Today, he continues to innovate as the founder and CEO of Nimble. In this discussion you’ll hear about what’s new in the CRM space. We’ll talk about the core...

Revenue Marketing is a hot topic in organizations that depend on marketing to play a critical role in driving results. Today we’re joined by Mark Emond to explore the current trends in revenue marketing and how they can impact your success. Mark's team just completed the 2021 Revenue Marketing B2B Benchmark Report. What they learned is fascinating. Whether you work in sales or marketing, you’re going to find this conversation interesting. The findings of this research are very compelling, challe...

As we move into 2021, a make or break year for many businesses, it’s critical that sales and marketing work together to drive revenue results. Today, we’re joined by Jim Karrh for a powerful discussion of ways sales and marketing can align their efforts. Jim is the author of The Science of Customer Connections, is passionate about helping companies align their sales and marketing efforts. He’s also the co-host of the 2021 Sales & Marketing Alignment Challenge. In our conversation today we’ll dis...

If you are looking for ways to accelerate your growth, you’re in the right place. Today, Mark Thompson, Co-founder of PayKickstart shares eight practical ways companies can accelerate growth. 2021 is a make or break year for many businesses. Right now we need to optimize every aspect of our sales and marketing strategies. Our guest today, Mark Thompson, brings us powerful ideas to accelerate growth by maximizing revenue per client. As an avid entrepreneur and the co-founder of PayKickstart, Mark...

Do you have deals stuck in your sales funnel? Are you struggling to open doors inside your target accounts. You’re going to enjoy our conversation today with Kristina Jaramillo about the personalized approach to Account Based Marketing. Kristina is the President of PersonalABM.com. She shares with us what do to with accounts that get stuck in the funnel and don’t close. We’ll take about how sales and marketing can help prospects break free of the status quo. She’ll also share some real-world suc...

With 65% of sales professionals saying they are planning to look for a new job this year, it’s time to think about our recruiting and sales management processes. As we emerge from the challenges of 2020 it is critical that organizations hit their goals in 2021. Much of this depends on having a winning sales team. Today, we’ve invited Mark Perlo to the podcast. He helps companies transform their sales teams to hit their revenue goals. Mark will share recent statistics that show that almost half o...

Revenue Operations is a term that we hear more and more often these days. What is Rev Ops and how could you think about it in the context of your business? Whether this is a new term for you or you have a Rev Ops role at your company, I think you’re going to enjoy my conversation with Patrick Thorp, Head of Delivery for Sales for Startups. He helps startup companies create and execute strategies to scale. Together, we discuss ways that companies can align marketing, sales, and customer success t...

Many people have forecast the rise of artificial intelligence in sales. Today we hear from an innovator who has developed a way to use artificial intelligence to customize messaging based on the psychological profiles of individual prospects. Our guest, Anne Cheng is the founder at Supercharge Lab where they are using artificial intelligence in some very creative and powerful ways to drive sales. Anne began wondering if artificial intelligence could be used to solve the problem. She came up with...