Claim OwnershipGrow Your B2B Business
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Welcome to Grow Your B2B Business. Today, there are so many voices trying to tell you how to grow your business, it’s difficult to know who to trust. That’s why we interview today’s top growth practitioners that are driving revenue results for their businesses. You can learn what’s working today based on practical execution and take those same lessons to start seeing more growth in your business. So if you’re ready to learn how to grow your B2B business from today’s top revenue leaders, subscribe to this podcast today!
21 Episodes
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Creating content for any campaign can seem daunting, but it doesn't have to be that way. Join us as Stephanie Fisher breaks down some of the key components to creating great content for your ABM program.
Find out how to identify, build a strategy, and engage a champion.
In this episode, guest host Mason Cosby speaks with numerous team members from the MiniTab team about taking qualitative data to create actionable quantitate data in the age of the dark funnel. In an age where so much is dark, the MiniTab team leverages statisticians and technology to help B2B companies identify a clear path forward. If you want to learn how to create actionable plans based on dark funnel data, check out this episode!
If your looking to grow your business outbound marketing is one of the most effective ways to do that but you need to have the know-how. Join us, as we speak with Eric Quanstrom CMO of CIENCE Technologies, and dive into outbound marketing. In this episode, we cover all the wrongs and rights that come along with outbound and just how you can leverage the latter to keep your business ahead of the rest.
If you are looking to truly align across your organization, you must listen. Listen to the sales organization, the customer success organization, and your team. Before you can truly align with others, you need to hear them. And no one more accurately has lived this out than Rebecca Grimes at Ruby Receptionist. Throughout her career, she has continually listened to those she worked with. Everyone knew that she wanted what was best for them and the company as a whole. As a result, she serves as the CRO and aligns marketing, sales, and customer success to drive continued growth month over month for Ruby.
Most companies struggle to align marketing and sales for success with ABM.But without alignment between marketing and sales, ABM is destined to fail.Richa Pande, Head of Global ABM at HP, successfully planned, implemented, and drove revenue through her ABM initiatives in the enterprise space.In this episode from ABM-A-THON, Richa walked through how she drove alignment between marketing and sales, the common pitfalls that prevent success with ABM, and how to succeed with ABM. Want to learn how to align your organization? Listen to this episode today!
How do you align Marketing & Sales? Build the target account list together. Mike Wolber, CRO of Rent Dynamics, oversees the entire revenue organization. He saw that the most effective way to get buy-in from your teams is to brand everything. And in an effort to align Marketing & Sales, he built an initiative called the Focus 50. This list was built by marketing & sales, and by the joint effort to close 50 accounts, alignment was natural. As a result of marketing efforts, over 90% of revenue will be influenced by marketing this year.
If you are looking to scale your growth, the best opportunities lie with your customer base. Yet, so many businesses fail to know how to activate growth in their customer base. So Leslie Barrett, Director of Customer Marketing at Sendoso, walks through how to build a highly successful (and profitable) customer advocacy program.
The words you use in your sales process are critical. Yet, we often don't consider our buyers in the ways we communicate through our sales processes. In this episode, Christina Brady at Sales Assembly discusses with Nikole Rose how to ensure the way we communicate adhere to the best ways people receive information. This conversation dives into not only how to create incredibly clear language in your sales process, but also how to ensure clear communication internally between team members.
The B2B Marketing Exchange brought together some of today's top marketing leaders. If you didn't have the opportunity to attend, check out this episode to learn the highlights from the event! Two of our team members at Mojo had the pleasure of attending and walk through their major lessons in this episode.
The problem of running your marketing based on best practices results in your company falling into a sea of sameness. When you only rely on best practices, you only do what every other company is doing.Best practices are the starting point. And in this episode of Grow Your B2B Business, Jeff Pedowitz walks through the massive problems companies encounter when running on best practices alone.Additionally, he walks through how to overcome these challenges and find success by iterating based on the foundation of best practices.
Imagine you walk into a company as a Marketing Leader, and the revenue team isn't using anything. There is no real marketing happening. The company has been entirely built through cold outbound. And it's your job to get the marketing up and running.This is the situation Kirsten Paragona found herself in. In this episode of Grow You B2B Business, she walks through the process of building her strategy, getting executive buy-in, and standing up an ABM program that started delivering qualified opportunities to sales in less than 6 months.
When you transition your company from sales-led to product-led, you create two different pipelines for growth. Many customers will jump directly into the product. Others will want to engage a salesperson. And that's why it's critical to break out your two pipelines for growth so you can properly read intent signals, project revenue, and maximize customer engagement. To ensure you know everything you need to know about Product-Led Growth, and how to transition your company, Breezy Beaumont, Head of Growth at Correlated, joins Nikole Rose on this episode of Grow Your B2B Business.
Sam McKenna, Founder of #SamSales and Former Head of Sales at LinkedIn, asks before working with any clients how their marketing is working. As a sales consultant, Sam knows that Sales works far better when Marketing is working in tandem with Sales. In this episode, Nikole and Sam discuss how marketing can start to better align with sales, what responsibility sales holds in alignment, and exactly what it looks like when there is true alignment across the organization. If you are looking to align your teams and drive revenue, check out this episode today.
Nick Bennett has sourced over $500,000 in closed revenue for Alyce using his personal brand.Nick Bennett is the director of ABM, Field Marketing, and Community for Alyce. Through creating content on LinkedIn and his podcast, he has built an audience of over 30,000 marketers. And whenever those marketers need a gifting platform, they think of Nick first.In this episode of Grow Your B2B Business, Nick unpacks how B2B companies should be thinking about encouraging their teams to build personal brands, and how to demonstrate the impact personal brands can have on a company's bottom line.
If you have the right tracking in place, you have the data to see where your customers are coming from, how quickly they close, and their average value. But despite having the data, many marketers struggle to make sense of their data and turn it actionable. That's why in this episode of the Marketing Ladder, Mari Luke dives deep into unpacking how she has separated out her funnel to then predict her sales pipeline with over 90% accuracy. If you want to have more confidence in your pipeline, check out this episode of Grow Your B2B Business.
The way of doing marketing in 2010 is gone. Marketing success isn't based on the MQL. It's based on revenue. And in this interview, Wendy White, CMO of TigerConnect, walks through how she helped to transition the company from a lead generation MQL based marketing approach to a demand generation engine.
If you have hired marketers, you know they are very convincing. They know the terms. They are charismatic. And they often speak in terms of "we" when addressing their past experiences. But when you are making a hire, you want to find someone that's seen the movie before. And that's how Cody Ward, VP of Demand Generation at Sequoia Consulting Group, landed his new VP role. He walked through the growth roadmap he's been implementing at his previous companies that have resulted in numerous IPO's. So, if you'd love to have a playbook for your first 6 months as a marketing leader, listen to this episode of Grow Your B2B Business.
If you took 100% of your target audience, only 3% of them are in an active buying cycle.But did you know that 37% of them are open to being convinced?Unfortunately, most companies only focus their marketing on capturing the 3% actively buying.But if you were able to shift your marketing to not only capture the 3% but also convince the 37%, you'd open up the opportunity to close over 12X more business.So, if you'd like to close 12X more business, listen to this episode of Grow Your B2B Business where we speak with Jeff Sirkin of Sirkin Research.(Oh yeah. His thoughts are coming from data-backed research across numerous B2B companies. You won't want to miss this episode.)
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