Predictable B2B Success

Subra Krishnan, is a co-founder and Chief Executive Officer of Lemnisk. Lemnisk offers real-time marketing automation built on a customer data platform. Lemnisk delivers superior customer experiences that result in increased conversions, retention and growth for enterprises. Lemnisk a leading enterprise Customer Data & Marketing Platform announced its entry into the Japan market. The company’s solution enables enterprise brands to maximize their marketing ROI by orchestrating 1-to-1 personalization and cross-channel customer journeys at scale. Lemnisk customers include Citibank, Standard Chartered Bank, AIA Insurance and Abu Dhabi Commercial Bank. Subra has over two decades of experience building and scaling deep tech products and teams, including over a decade in big data, machine learning, and marketing technology systems. Prior to starting Lemnisk, Subra was the CEO at Vizury, a leading ad tech company that was sold to Singapore-based Affle.  In this episode, he shares how we can leverage customer data platforms to provide insights for real time marketing that can enhance customer experiences and drive growth. Insights he shares include: Why he advocates for real time marketingDoes all marketing need to be real-timeWhy some companies don't see value in real time data and take action on itIn general, is a Customer Data Platform (CDP) seen to be more of a marketing prerogativeHow CDP's can help with marketing automation and enhance customer experiences across their journey with a brandWhere and how does AI come into the picture with real time marketingB2B use cases for a CDPPre-requisites for launching real time marketing in your companyKey metrics to watch in order to drive growth via CDPs and real time marketingand much much more ...

Christina Kay is the VP of Marketing for ResellerRatings, a platform that offers a holistic suite of user-generated content (UGC) tools to reach, convert, and understand customers across their journey. She has years of experience in various MarTech tools, demand gen, customer success, and sales enablement (as well as a short stint in advertising and PR). In 2020, Christina was recognized as one of the Top 25 under 35.  In this episode, she shares how we can leverage user-generated content to drive rapid growth. Insights she shares include: The importance of UGC for B2B brands in terms of increasing trustUser-generated content examples from the B2B space How best to approach building community and a user generated content strategy for your businessHow to build a community and empower them to market on your behalfTrust factors to look for in your campaignsThe implications on social commerce now and in the futureWhy use HubSpot and the tech stack to support marketing and sales activities as well as UGC.Is there any merit to the idea that ratings can be spammy and don't convert wellShe knocks the notions that Hubspot can only be used if you scale and that you can scale out of HubSpotand much much more ...

Investor, Entrepreneur, Tech Pioneer, Reynaldo Santana is the founder of Impact Annex & face of the company. Reynaldo founded the company on his journey to impact 1 billion people. He has 10+ years of working in technology within business development roles because of his love for solutions and helping people. In this episode, Reynaldo Santana shares how we could use our businesses to do good in communities and the secrets to driving business growth fast. Insights he shares include: How Reynaldo went from real estate agent to being a socialpreneurWhy should the leadership of any for-profit business consider being socialpreneurs and setting up a non-profit organization?Why become a socialpreneur and diversify our energy and focusGoogle Grants what are theyHow can we take advantage of Google Grants and is it worth itImplications of being a socialpreneur and starting a non-profit business beyond getting grants?What do mean by grant writers and why do you need them?and much much more ....

Gene Valentino was the founding President of CellularOne, a pioneering visionary of the online payment industry, is a serial entrepreneur, VC, investor, local government leader, major motion picture award-winning executive producer, race car driver, recreational pilot, Dive Master, Adjunct Professor at Pensacola State College, has interests in real estate, hospitality industry, and life sciences. Gene has over 8 years of public service. He was up close and personal as County Commissioner with the citizens in his precincts within his county. Several times each week, Gene had his “Coffee with the Commissioner” sessions at various coffee shops throughout the County, unlike most other elected officials. Gene wrote the first economic development incentive ordinance of the law, providing incentives for business. The focus was on jobs. He traveled to Farnborough, England, Paris, and Berlin to meet world-class businesses to identify their needs and to lobby for their interest in bringing their businesses to the Panhandle of Florida. Gene is a ‘rags to riches' story. His life is filled with designing, creating, developing, operating, and growing innovative enterprises through life stories of trials and tribulations. In this episode, he shares an investor and VCs perspective on how we can identify business opportunities to invest for profitable short-term exits. Insights he shares include: How to identify business opportunities to invest inWhat some companies don't realize in their quest to grow fastHow to identify business opportunities via research and analysisExamples of businesses that Gene has invested in and how he went about itThe trust signals Gene looks for in a potential business investmentWhy Gene examines the context of the marketplace for a business investmentHow to decide whether to invest for the long term or short termand much much more ...

Merit Kahn is the CEO and President of SELLect Sales Development, which is an organization that helps companies across the country with their sales development through more of a consultive structured sales process. Merit Kahn, CSP, is the author of Myth Shift: Challenging The Truths That Sabotage Success and creator of The Sales Mindset Mastery program, co-host of The Smarter Sales Show podcast featured on The Sales Experts Channel… and… writer, producer and star of the one-woman inspirational comedy show, “Book of Merit”. Prior to joining SELLect Sales, Merit was the Senior VP of Sales for a nationwide sales training organization and the youngest General Sales Manager for a start-up radio station in the country’s third-largest market. She is certified in Emotional Intelligence and earned the highest designation in The National Speakers Association, one held by less than 12% of professional speakers worldwide, The Certified Speaking Professional, CSP. In her various roles as a business owner, trainer, coach, consultant, and keynote speaker, she has worked with CEOs, business owners, entrepreneurs, sales management teams, and professionals across a wide variety of industries including financial services, manufacturing, engineering, professional services, technology, and even pest control. In this episode, she shares how we can stop selling and get selected to drive revenue growth. Insights she shares include: The problem that most businesses face with complex sales processesThe secret to the first step in closing a deal What is the Open for Business Framework and the science behind itWhy Merit advocates the Open for Business Framework for complex sales        Why we need to use the ABC of selling in a complex sales processWhat is the SELLect sales processWhy use SELLect sales process as a solution for your complex sales processHow to leverage the process and framework to build trust with future clientsFour words can really transform your businessand much much more ...

Mark Raffan is a serial entrepreneur and lover of marketing, developer of thought leadership brands, and founder of Content Callout, a B2B content marketing agency. He is also the co-host of the two incredible podcasts The Content Callout (about B2B content marketing) and Negotiations Ninja Podcast (one of the top negotiations podcasts in the world). Mark is an expert in influence, persuasion, and negotiation and has coached executives and teams in some of the largest companies in the world. He has been referenced in Entrepreneur, Forbes, Thrive Global, and many other publications. In this episode, Mark shares how we can inspire brand evangelism in people to drive growth. Insights he shares include: Why create brand evangelists instead of investing in influencer marketingThe psychology of brand evangelismWhat is brand evangelism and how can you inspire itWho can be a brand evangelistTypes of brand evangelistsAre brand evangelists the least expensive form of new businessHow do businesses create brand evangelists/superfansand much much more ...

Sheila Kloefkorn is a marketing expert with more than 25 years of experience. She leads a talented team of marketers in creating and executing award-winning marketing campaigns across the US and more than 100 countries around the world. After helping to lead the world’s largest youth marketing agency in the late 1990s, Sheila founded KEO Marketing in 2000. KEO Marketing is a full-service, business-to-business marketing agency located in Phoenix, Arizona. It specializes in marketing strategy, messaging, digital infrastructure, execution, and analytics. Sheila is the recipient of many local and national marketing awards. She was named one of the “Top 10 Business Leaders of the Year” and “Top 25 Dynamic Women in Business” by the Phoenix Business Journal. On behalf of her company and client, she received a Stevie ® American Business Award for “Marketing Campaign of the Year,” and a Stevie Worldwide Women in Business Award in Advertising, Marketing, and Public Relations. She was also named one of the Top 100 Marketing & Advertising Leaders by MarSum. In this episode, Sheila shares how we can make an Account Based Marketing funnel that drives growth fast. Insights she shares include: How best to determine how accounts flow through the marketing and sales funnelWhat is an Account Based Marketing funnel and what it looks likeKey characteristics of an Account Based Marketing funnel and why use itMetrics for Account Based Marketing funnelsDefining the stages of the new Account Based Marketing funnelThe funnel differences between a sales funnel and an ABM funnelWays in which you can get a fractional CMO and team to help get you underway and scale-upand much much more ....

Chaz Horn has gone from homeless to a suicide attempt to conquer his fear and develop his mindset to Become a top B2B salesperson in 9 unique industries over 25+ years. He has also spent 17,000 + Hours executing on LinkedIn to develop his LinkedIn Strategy. Over his career, he broke sales records for most sales in a month, year, and five-year period with established B2B businesses. He moved from sales to sales management, to starting his own business as a B2B sales and marketing coach after creating a unique process of qualified sales lead automation. The Mastery of B2B Sales process originated by personally surveying over 2,000 business owners, founders, CEOs, presidents, and C-level executives. This study revealed core problems that limit sales opportunities. These are answered in Mastery of B2B Sales. His passion is to help you unlock your true selling potential. His approach is 100% transparent with honest, engaging, and unfiltered conversation. In this episode, he shares how we can unlock our true selling potential to drive growth fast. Insights he shares include: How Chaz overcame a suicide attempt to get to where he is todayHow Chaz used a social media platform to eliminate cold calling in his sales team and build out a successful b2b sales processHow to identify pressing problems that prospects faceHow to leverage positioning to be viewed as an authority by prospects as part of your b2b sales processHow a 12-year-old girl broke the record of selling in Girl ScoutsHow to craft a B2B sales processHow Chaz builds a prospect profile around value propositionsHow to add automation to strategically attract high-value clientsand much much more ...

Nabeil Alazzam is CEO and founder of Forma.ai, a Toronto-based company striving to solve the massively under-appreciated pain point of sales-based compensation. Currently, the systems for calculating and awarding sales-based compensation are clunky, unwieldy, and often manual, creating a lot of work for operations teams and sales professionals. Nabeil identified that automation could solve this problem, and built a system (aka Forma.ai) that is able to take the many unique compensation problems that sales organizations face and create unified solutions that save time, money, and mental health for their customers. In this episode, Nabeil shares how Forma.ai is streamlining the process for over $1.5 billion in commissions per year. He also shares how we can craft data-driven plans that drive growth. Insights he shares include: Issues affecting sales compensationAre sales compensation plans necessary to truly motivate peopleCan sales compensation be done differently than just offering standard policiesThe lever that most businesses often overlook to drive their business strategyIn what ways are businesses not leveraging sales compensation to their advantageWhat are the impacts of ignoring systemic issues with sales compensation (data points and examples)What are the impacts of revamping sales compensation for the better (data points and examples)What lessons can sales operations learn from marketingCan sales compensation be tied to the organization's values and value proposition?and much much more ...

Nelson Gilliat is the author of the book called The Death of the SDR: Birth of Buyer Centric Revenue. He is also a Demand Generation Manager at Centerbase, a practice management software provider to law firms. Nelson proposes the Buyer Centric Revenue model as an alternative to help marketers and sellers have more productive and fulfilling careers while helping companies grow better: more, faster, easier, and at less cost.  In this episode, he shares how we can reduce our sales cycle by 33% and drive growth. Insights he shares include: Why Nelson believes companies are running on outdated modelsHow companies should go about sales prospectingDoes Nelson's sales prospecting plan suggest a model change? If so how do we deal with resistance within the organizationBest ways to get buy-in and build the culture requiredInsights from companies that have made the changeand much much more