Driving B2B Sales Revenue
74 episodes - English - Latest episode: over 2 years ago -Interviews and insights about driving B2B sales revenue and growing successful sales organizations from sales leaders at the front lines of modern B2B selling.
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Episodes
#19 Has Data Changed Sales and Selling
August 31, 2020 05:00 - 23 minutes - 16.3 MBABOUT THE GUEST - CATIE IVEY, RVP OF SALES AT DEMANDBASE Catie Ivey is the RVP of Sales at Demandbase, which is a leading B2B marketing platform. Prior to joining Demandbase, Catie ran revenue teams at Marketo, Insightpool, Salesforce, and Meltwater, where she talks about getting her start as an ‘accidental salesperson’. With deep expertise in MarTech specifically and how to better leverage technology to scale revenue teams, Catie spends a ton of her time these days working with sales, ma...
#18 Breaking Through the Noise with the Physical Channel
August 24, 2020 05:00 - 29 minutes - 20.1 MBABOUT THE GUEST - ALEX OLLEY, CO-FOUNDER, HEAD OF REVENUE & MARKETING AT REACHDESK Alex specializes in SaaS technology and using innovative ways to break through to prospects. He believes in treating customers like humans (rather than leads or opportunities) using ABM strategies, Direct Mail, Personalized Gifting, and a human element across every touchpoint. If you want to get in touch with Alex, send him something... - OR - Find Alex on LinkedIn here: https://www.linkedin.com/i...
#17 How to Scale Passion as You Grow
August 17, 2020 05:00 - 27 minutes - 19 MBABOUT THE GUEST - JASON SMITH, VP ACCOUNTS AT LEAGUESIDE Jason Smith has been with LeagueSide for over 3 years and currently oversees new business while also growing current accounts into new business lines. He has spent his career in the sport and entertainment space as part of two separate startup businesses as well as a stint as a Major League Baseball agent. His experience lies in Business Development, Marketing and Sales within organizations readying to scale. Jason studied Business ...
#16 Enlightened Sales Management Starts with an Informed Blank Page
August 10, 2020 05:00 - 35 minutes - 24.8 MBABOUT THE GUEST: SIMON TECLE, HEAD OF SALES AND CUSTOMER SUCCESS AT CITRUSLABS The first startup I worked at went public and that’s where my passion for building and scaling sales teams was born. 12+ years experience working with great founders and teams. Experienced with startups, growth and public companies. Proven sales and leadership abilities that has enabled me to achieve a high level of success developing and executing sales strategies that acquire new clients, drive revenu...
#15 All About Hiring, A Little About Firing, and What Comes in Between
August 03, 2020 05:00 - 27 minutes - 18.9 MBABOUT THE GUEST - ADAM JAY, VP of SALES AT SPOTON From Adam’s LinkedIn Profile: I am recognized as an Executive Sales Leader with career hallmarked by multiple sales honors including 14 President’s Club Awards. I build and lead high-performance GTM sales teams accountable for $130M+ regions while coaching my team to effectively manage the sales process end-to-end. Find Adam on LinkedIn: https://www.linkedin.com/in/adambjay/ ABOUT THE EPISODE: Adam Jay has done a lot of hirin...
#14 Consultative Selling as an Antidote to Prospect Friction
July 27, 2020 05:00 - 25 minutes - 17.2 MBABOUT THE GUEST - IAN VARLEY, CEO AT EAGLE BUSINESS CREDIT Ian Varley is the CEO of Eagle Business Credit. Working capital funding is a way of life for him and his can-do approach when crafting a facility for his clients has kept thousands of companies in business and helped them grow. He is passionate about helping small business in America and believes that discount factoring and financing receivables is the simplest way a business can fund itself. You can reach Ian to learn more abo...
#13 Sales Coaching: Why it Matters and how to get it Right
July 20, 2020 05:00 - 26 minutes - 18.2 MBABOUT THE GUEST - ADAM SNIDER, SR. MANAGER, BUSINESS & CHANNEL DEVELOPMENT AT ENERCARE, INC. Adam is a passionate, experienced sales leader with 19 years’ experience in sales and leadership roles, with practice in both product and service-based industries. Serving in individual contributor, Director, and Senior Manager positions throughout his career, he has been impactful with large corporations and a pivotal member at startup companies, by transforming under-performing teams to building...
#12 The Power of Discipline and Intentionality in Sales
July 13, 2020 05:00 - 23 minutes - 16.1 MBABOUT THE GUEST - DAVID WEISS, ENTERPRISE SALES DIRECTOR AT OUTREACH My guest in this episode is David Weiss, he is an Enterprise Sales Leader at Outreach, has spent the last 13 years working on sales process across small, medium, and large enterprises. He has been both a salesperson and sales leader and loves to help people have the best sales career possible. To that end, he has written a book called Your Definitive Sales Career Guide, he coaches people in sales, he is The Mad Scientist...
#11 Service as the Tangible Representation of Value
July 06, 2020 05:00 - 29 minutes - 20.3 MBABOUT THE GUEST - NED ARICK, VP of GROWTH at HALOS SYSTEMS Ned is currently the VP of Growth at HALOS Systems, a healthcare analytics firm focused on furthering AI adoption in healthcare. Ned's career has spanned multiple industries and even more disciplines, from operations to product management to sales and marketing. Having worked in early stage start ups his entire career he's worn many hats but where he hangs his hat is on go to market strategy and building the initial team. Ned has ...
#10 Overcoming the “Fallacy of Growth”
June 29, 2020 05:00 - 24 minutes - 17.1 MBABOUT THE GUEST - JACK WILSON, DIRECTOR OF FRANCHISE DEVELOPMENT AT CINCH I.T. From Jack’s LinkedIn profile: “There are 2 things I'm incredibly passionate about, SMB's and Entrepreneurs. By empowering Small Businesses and their leaders to realize levels of success they thought were impossible, I strive to impact their business and their lives, as well as that of their employees, the broader community, and ultimately our world. Whether it's through Sales, I.T., Finance, or Strategic dev...
#9 Culture Clash: Selling for a VC-backed Startup
June 22, 2020 05:00 - 32 minutes - 22.7 MBABOUT THE GUEST: MARC BODNER, PRINCIPAL CONSULTANT, SITESTAFF CHAT From Marc’s LinkedIn profile: “I have dedicated my career in executing key initiatives that have resulted in multimillion-dollar deliverables, savings, and operational improvements. I consider it a privilege to elevate the standard of excellence at my companies and I remain deeply committed to raising leaders through professional development, training, and mentorship.” Learn more about Marc and enjoy his sales-focuse...
#8 Executing Around Continuous Change and Improvement
June 15, 2020 05:00 - 26 minutes - 17.9 MBABOUT THE GUEST - SEBASTIAN VIVACQUA, SALES PRO AT HUUB Sebastian Vivacqua is an empathic and mindful Sales Coach and Sales Professional with over 6+ years of sales experience in B2B selling and F2F sales, and the rest of his career spent in operations, customer service and back-office sales in the supply chain & logistics industry. Seb beliefs that exceeding budgets and quotas can and should only be through thinking sustainably because quick wins will create shallow companies that have b...
#7 The Art of the Pivot and the People Who Make It Work
June 08, 2020 05:00 - 26 minutes - 18.6 MBABOUT THE GUEST - MATTHEW TOTH, VP OF SALES AT THE NEAT COMPANY: Matthew Toth has been with The Neat Company for over 12 years and currently oversees the company’s Direct Revenue Channels, Accountant Partner Program, Affiliate Marketing, as well as developing relationships with strategic partners. He has held roles focusing on virtually all aspects of sales including Inside Sales, Retail Sales, Logistics and Distribution, and Channel Sales. Matthew studied Finance at Rowan University and ...
#6 Building B2B Sales and Marketing Synergy
June 01, 2020 05:00 - 26 minutes - 18.5 MBABOUT THE GUEST - MIKE HOOK, DIRECTOR OF SALES AT CHILDCARE CRM: Mike Hook is a high-energy senior sales leader with over ten years of experience driving revenue growth. As an individual contributor Mike has been a sales and sales management leader, closing over seven figures annually; and pioneering several departments including: SDR, cross-sell GTM strategy and ICP refinement, and Subject Matter Expert sales specialists. As a leader, Mike has built teams to scale by putting the right pe...
#5 Building a Culture Primed for Great CS/CX
May 25, 2020 05:00 - 25 minutes - 17.4 MBABOUT THE GUEST - ANDY DEANGELIS, COO AT VOTACALL: Andy DeAngelis is an experienced sales leader, business strategist, husband, and Father of three daughters. With a passion for developing people, building fantastic teams, and designing customer-centric processes; Andy has helped Votacall become known for delivering an unrivaled Customer Experience. Although Andy oversees all departments at Votacall, he is a Sales Coach first and believes that sales success can only happen when the ...
Building a Culture Primed for Great CS/CX
May 25, 2020 05:00 - 25 minutes - 17.4 MBABOUT THE GUEST - ANDY DEANGELIS, COO AT VOTACALL: Andy DeAngelis is an experienced sales leader, business strategist, husband, and Father of three daughters. With a passion for developing people, building fantastic teams, and designing customer-centric processes; Andy has helped Votacall become known for delivering an unrivaled Customer Experience. Although Andy oversees all departments at Votacall, he is a Sales Coach first and believes that sales success can only happen when the ...
The Many Challenges of Selling Internationally
May 18, 2020 05:00 - 24 minutes - 16.7 MBABOUT THE GUEST - ZACH SELCH, VP GLOBAL SALES AT PHARMAJET: Zach Selch is the VP Global Sales for a high tech medical company and coaches and mentors Global Sales Leaders. Over 30 years he has sold in more than 135 countries, lived in 6 countries and has driven 4 digit sales growth multiple times while adding hundreds of millions of dollars to the value of companies by building their international footprint. Zach is an ex-paratrooper, a father of 3 and boxes, smokes brisket, and runs a ...
#4 The Many Challenges of Selling Internationally
May 18, 2020 05:00 - 24 minutes - 16.7 MBABOUT THE GUEST - ZACH SELCH, VP GLOBAL SALES AT PHARMAJET: Zach Selch is the VP Global Sales for a high tech medical company and coaches and mentors Global Sales Leaders. Over 30 years he has sold in more than 135 countries, lived in 6 countries and has driven 4 digit sales growth multiple times while adding hundreds of millions of dollars to the value of companies by building their international footprint. Zach is an ex-paratrooper, a father of 3 and boxes, smokes brisket, and runs a ...
#3 How to Balance Selling, Managing, and Coaching
May 11, 2020 09:00 - 23 minutes - 16.2 MBABOUT THE GUEST - RUSS MACUMBER, STRATEGY DIRECTOR AT IMPRESSIVE DIGITAL: With a passion for educating businesses large and small, Russ Macumber is recognized as a global Retail eCommerce Leader by SimilarWeb. Having grown up in small businesses, Russ is a business junkie that has been both client side and agency side; he's run his own businesses, been responsible for marketing budgets, thus has a 360-degree view when it comes to business and marketing. For the past 15 years Russ has b...
How to Balance Selling, Managing, and Coaching
May 11, 2020 09:00 - 23 minutes - 16.2 MBABOUT THE GUEST - RUSS MACUMBER, STRATEGY DIRECTOR AT IMPRESSIVE DIGITAL: With a passion for educating businesses large and small, Russ Macumber is recognized as a global Retail eCommerce Leader by SimilarWeb. Having grown up in small businesses, Russ is a business junkie that has been both client side and agency side; he's run his own businesses, been responsible for marketing budgets, thus has a 360-degree view when it comes to business and marketing. For the past 15 years Russ has bui...
#2 Enabling Effective Sales Enablement
May 04, 2020 09:00 - 25 minutes - 17.5 MBABOUT THE GUEST ANDY J SOLOMON Andy J. Solomon is the Director of Sales Training for Associated Materials a 1.2 billion dollar manufacturing and sales organization. He's a father, a husband, a writer, and he enjoys creating content related to personal growth and sales advice. You can find Andy and learn more about his great content on LinkedIn at: https://www.linkedin.com/in/andy-solomon-ami/ ABOUT THE EPISODE Andy is passionate, disciplined, and dedicated to creating effective...
Enabling Effective Sales Enablement
May 04, 2020 09:00 - 25 minutes - 17.5 MBABOUT THE GUEST ANDY J SOLOMON Andy J. Solomon is the Director of Sales Training for Associated Materials a 1.2 billion dollar manufacturing and sales organization. He's a father, a husband, a writer, and he enjoys creating content related to personal growth and sales advice. You can find Andy and learn more about his great content on LinkedIn at: https://www.linkedin.com/in/andy-solomon-ami/ ABOUT THE EPISODE Andy is passionate, disciplined, and dedicated to creating effective sales en...
Introducing the Driving B2B Sales Revenue Podcast
April 27, 2020 09:00 - 5 minutes - 4.16 MBABOUT THE EPISODE This is a short (5-minute) episode to introduce the host and the concept for the show. Host David Masover first talks about his own journey in B2B sales and how overcoming early struggles as a sales professional led him to the systematic and process-focused approach to sales force optimization that he is well known for now in his third decade in B2B sales. David then spends a few minutes talking about the concept behind the podcast itself and why he created it. The podcas...
#1 Introducing the Driving B2B Sales Revenue Podcast
April 27, 2020 09:00 - 5 minutes - 4.16 MBABOUT THE EPISODE This is a short (5-minute) episode to introduce the host and the concept for the show. Host David Masover first talks about his own journey in B2B sales and how overcoming early struggles as a sales professional led him to the systematic and process-focused approach to sales force optimization that he is well known for now in his third decade in B2B sales. David then spends a few minutes talking about the concept behind the podcast itself and why he created it. The ...