Minds On B2B

ABOUT THIS EPISODE: In this extraordinary episode, we are taking a break from marketing and sales conversations and showcasing a non-profit organization that is making a difference in our world. Joe and Pam Pulizzi, founders of The Orange Effect Foundation, share their stories. They provide insight into how the foundation is benefiting recipients and explain how you can apply for a grant, donate, or contribute to the cause. BIOS: Pam Pulizzi Pam is the co-founder and executive director for The Orange Effect Foundation. Her background originates as a social worker, and she is raising a son with autism, so the opportunity to start and direct this non-profit is a dream come true. She has been a critical leader in the OEF, the OEF Golf for Autism, and a champion for many other non-profit organizations. Joe Pulizzi Joe is co-founder and board member for The Orange Effect Foundation. His primary focus is actively fundraising for the Orange Effect Foundation, which he and his wife founded in 2014 to help children with speech disorders pay for therapy. Learn more: http://theorangeeffect.org/ Donate online today: via Paypal Donate by Check: Make check payable to The Orange Effect Foundation. Send it to: The Orange Effect Foundation 17040 Amber Drive, Cleveland, OH 44111 Email: info@theorangeeffect.org

ABOUT THIS EPISODE: In this episode, you will have a chance to hear from author and Wall Street Journal cartoonist, Stu Heinecke. Stu provides listeners with tips, ideas, and examples of contact marketing that has the potential to deliver 100% response rates.  BIO: Stu Heinecke is a Wall Street Journal cartoonist, award-winning marketer, international best-selling author of How To Get A Meeting with Anyone - Available today. A new book titled Get The Meeting - Available in October 2019. You can pre-order that book today. Stu believes in creative, innovative, and imaginative approaches that producing unfair advantages for B2B sales teams using Contact Marketing.  Connect on LinkedIn linkedin.com/in/stuheinecke Follow on Twitter: https://twitter.com/byStuHeinecke Visit the website: cartoonlink.com  E-mail: stuheinecke@gmail.com

ABOUT THIS EPISODE: In this episode, Ilan Kasan, Co-founder and CEO for Exceed.ai, describes the key challenges facing marketing, sales development reps, and the opportunity lost due to the lack of nurturing and follow-up. He shares a solution to this challenge, and everyone will want to hear about it. If you're in sales and marketing, interested in exceeding your sales goals, this is a must-listen episode. Take a listen, and then share with your peers. You won't be sorry.  BIO: Ilan is the co-founder and CEO of Exceed.ai.  He is an accomplished product leader with proven successes in driving product, user experience, strategy, and execution. His passion is building products that users and enterprises love, such as Webex and others. With deep expertise in mobile, web, & application software & SaaS products, I have built an 18-year career in general management, product management for leading global technology companies including, Cisco, WebEx, Comeet and others.  Connect on LinkedIn: linkedin.com/in/ilankasan Follow on Twitter: ilankasan Visit the website: https://exceed.ai/

ABOUT THIS EPISODE: In this episode, Alison Shurell, the global market leader for Oracle's Health Science team, describes her systematic approach to the first thirty days in a leadership position.  BIO: Business-to-business (B2B) software executive with a 20-year record of excellence leading marketing efforts to increase and sustain revenue contribution. Demonstrated success in launching new brands and new markets on a global level through rigorous market analysis, message development, go-to-market strategy, sales training, and effective marketing. Charismatic, energetic and sincere, able to motivate and lead both direct and cross-functional teams and build strong and lasting relationships with analysts, media, and the market. Connect on LinkedIn: https://www.linkedin.com/in/alisonshurell/

ABOUT THIS EPISODE: In our last episode with Greg Lindsey, we covered how to build purpose-driven tradeshow events, In this follow-up episode on face-to-face marketing and trade shows, we’re going to turn our focus from purpose, to people and process, and sharing Ideas and insights event and marketing managers can apply immediately.   BIO: Greg Lindsey is the vice president for New Albany-based Exhibitpro. He is nationally recognized as a leader in face-to-face marketing and trade show and event strategy. Greg has built his reputation as an industry leader in tradeshow marketing and client engagement. Greg has been asked by numerous clients to work with their on-site teams to maximize attendee engagement at corporate events and tradeshows, and has published articles to share his expertise. He can often be found on-site at our client’s tradeshows, offering consultation and making last-minute adjustments to maximize the experience. Connect on LinkedIn: https://www.linkedin.com/in/greglindseyna/ Visit the Exibitpro Website: https://www.exhibitpro.net/ Email Greg: glindsey@exhibitpro.net Prefer calling: 614-885-9541

ABOUT THIS EPISODE:  In this installment, Greg Lindsey. VP at Exhibitpro and I discuss the importance of creating a face-to-face tradeshow experience with a purpose-driven mindset. Greg shares insights and great questions event teams should ask and answer before they invest in a tradeshow as a strategic and tactical initiative.    BIO:  Greg Lindsey is the vice president for New Albany-based Exhibitpro. He is nationally recognized as a leader in face-to-face marketing and trade show and event strategy. Greg has built his reputation as an industry leader in tradeshow marketing and client engagement. Greg has been asked by numerous clients to work with their on-site teams to maximize attendee engagement at corporate events and tradeshows, and has published articles to share his expertise. He can often be found on-site at our client’s tradeshows, offering consultation and making last-minute adjustments to maximize the experience. Connect on LinkedIn: https://www.linkedin.com/in/greglindseyna/ Visit the Exibitpro Website: https://www.exhibitpro.net/ Email Greg: glindsey@exhibitpro.net Prefer calling: 614-885-9541

BIO: Joe Pulizzi is the founder of the Content Marketing Institute (CMI), the leading educational organization for content marketing, which hosts the largest physical content marketing event, Content Marketing World. In 2014, Joe was honored with the John Caldwell Lifetime Achievement Award from the Content Council. Joe is a highly sought after public speaker and a 5x author, including Killing Marketing, Content Inc. and Epic Content Marketing, which was named a “Must-Read Business Book” by Fortune Magazine. After selling CMI in 2016, Joe spends his time with his wife and two teenage boys and actively fundraises for the Orange Effect Foundation, which he and his wife founded in 2014 to help children with speech disorders pay for therapy. Joe loves the color orange and the city of Cleveland, where he’s an active ambassador to the city and a long-time season ticket holder of the Cleveland Browns.  Connect on LinkedIn: https://www.linkedin.com/in/joepulizzi/ Catch Up On  Twitter:  @JoePulizzi Visit and Donate To The: Orange Effect Foundation

ABOUT THIS EPISODE:  In this installment, Alan Minton, VP of Sales at Pacejet and I have a great time busting five myths about sales people. You also learn, I can’t keep count. We’ll walk through all five myths and you’ll hear his take on culture and the profession of sales. BIO: Alan Minton, Vice President of Sales at Pacejet is a 25+ year veteran in B2B sales and marketing creating and executing corporate strategy, as well as, sales and marketing programs that deliver consistent profitable growth and shareholder value. With significant expertise in developing and leading successful business development and account management teams. Alan is, successful at creating marketing campaigns that grow revenue, increase brand value and strengthen customer relationships. Requested public speaker, conference presenter and industry commentator. Career combines executive leadership of a federal agency, international expansion of a marketing communications firm, entrepreneurial growth of a technology company and strategic guidance of an IT consulting firm. CONNECT: Contact via Email: alan.minton@pacejet.com  Connect on LinkedIn: https://www.linkedin.com/in/alanminton/ Read Alan’s Article: https://www.linkedin.com/pulse/myth-salesman-alan-minton/ Visit PaceJet: https://www.pacejet.com/

In this episode, Charlotte and Dan share their vast experience in product design, innovation and explain the why behind user-center design and marketing.  Charlotte guides us, and describes the importance of user stories and why involving customers in your process consistently delivers better results. With a diverse background and years of experience, Charlotte will share with us, the importance of engaging and getting your customer involved. After listening to this episode, you'll understand when a customer is involved, they are much more invested in the outcome and much more likely to buy your product or solutions, remain a customer and become loyal to your brand.   BIO: Driving growth through a focus on the voice of the customer and agile, user-centered product design, marketing, and sales tools. I’ve learned how to drive growth. I know a model that works, no matter the industry. Even in an economic slow down. I was taught early on to think from the customer perspective. I’ve been applying this philosophy throughout my career to drive results in a number of industries. I’ve leveraged, created, mastered, and shared a number of tools for growth. Learn more about them at www.GrowByVOC.com. Specialties: • Strong advocate for leading from the customer perspective. • Data-driven, continual improvement mindset, always focused on improving the customer experience. • Research and user-centered product design, marketing strategies and sales tools. • Strategic writer and visual director with the ability to simplify complexities to create engaging stories. • Go-to-market strategist and execution lead, with expertise in all launch phases.  Connect on Linkedin: https://www.linkedin.com/in/charlotteoneal/ Visit the website: https://www.growbyvoc.com/

ABOUT THIS EPISODE: In this episode, James Rores, President of Floriss Group and Dan Harris discuss and share COLLECTING WINS™ which is a customer-centric sales platform. You'll learn, that this approach will help sales professionals better understand the WANTS, IMPACTS and NEEDS of their prospects and customers and help you, the sales person, become a Growth Multiplier.  BIO: As a veteran top producer, coach, trainer, author and keynote speaker, I founded Floriss Group in 2006 to extend and scale my passion for helping sales and customer-facing teams compete and win as servant leaders. Eventually, our clients’ successes fostered the creation of the Growth Multiplier Movement™. Over the years, I have founded or invested in more than a dozen closely held and venture backed companies, resulting in multiple IPOs and liquidity events. I have trained or coached more than 6,500 CEOs and sales leaders from startups, family businesses and global enterprises across more than 100 industries — including many INC 500, Deloitte Fast 50, Deloitte Fast 500, Business First Fast 50 and Innovation Award winning companies. Today, I serve and lead clients and partners from our offices in Columbus, Ohio. My calendar is open to anyone who wants to #takethelead by taking control of growth. Connect with me here, or reach out to james@florissgroup.com. Connect on LinkedIn: https://www.linkedin.com/in/jamesrores/ Follow on Twitter: https://twitter.com/JamesRores1 Visit the Floriss Group Website: https://florissgroup.com/

ABOUT THIS EPISODE: In this episode, James Rores, Founder and CEO of the Floriss Group and I discuss the personal and professional benefits of being a servant leader in sales versus a power leader. The results shared in this episode are amazing. Learn more about James and the Floriss Group below. BIO: As a veteran top producer, coach, trainer, author and keynote speaker, I founded Floriss Group in 2006 to extend and scale my passion for helping sales and customer-facing teams compete and win as servant leaders. Eventually, our clients’ successes fostered the creation of the Growth Multiplier Movement™. Over the years, I have founded or invested in more than a dozen closely held and venture backed companies, resulting in multiple IPOs and liquidity events. I have trained or coached more than 6,500 CEOs and sales leaders from startups, family businesses and global enterprises across more than 100 industries — including many INC 500, Deloitte Fast 50, Deloitte Fast 500, Business First Fast 50 and Innovation Award winning companies. Today, I serve and lead clients and partners from our offices in Columbus, Ohio. My calendar is open to anyone who wants to #takethelead by taking control of growth. Connect with me here, or reach out to james@florissgroup.com. Connect on LinkedIn: https://www.linkedin.com/in/jamesrores/ Follow on Twitter: https://twitter.com/JamesRores1 Visit the Floriss Group Website: https://florissgroup.com/

BIO: Rob Barnhart Sr. CX Strategist Rob Barnhart is a Senior Customer Experience Strategist with 15+ years in marketing leadership roles. Rob has developed and driven strategies and processes for b2b software companies including one of the leading American multinational computer technology companies in the world.  Rob is focused on driving success in the Software as a Service world. Fundamentally changing the way we think about customer experience and simplifying the complex for our customers is driving real results.  ABOUT THIS EPISODE: In this episode, Rob, will share his insight into the digital buying process. He'll share his perspective on how to build interest, awareness and the importance of bringing sales into the content generation process earlier, so the marketing and sales conversations align and reduce confusion for prospects and customers.  Connect with Rob on LinkedIn: https://www.linkedin.com/in/rob-barnhart-a445094/

BIO: Frank Agin, Founder and President of AmSpirit Business Connections Frank Agin's AmSpirit Business Connections is an organization that empowers entrepreneurs, sales representatives and professionals to become more successful through networking.  As AmSpirit Business Connections has grown, Frank has established himself as an authority on professionals networking and business relationship development. He has written various articles on professional networking, is a sought after presenter on this topic and consults with companies and organizations on how to make a more effective use of business relationships.  Finally, Frank is the author (or co-author) of various books, including… Foundational Networking: Creating Know, Like & Trust For A  Lifetime of Extraordinary Success LinkedWorking: Generating Success of the World’s Largest  Professional Networking Website and  The Champion: Finding The Most Valuable Person In Your Network. EPISODE DESCRIPTION: In this episode,  Frank will share advice on why networking is important, how to generate results through relationship building, and a story on when you should start networking. This 20-minute episode will pay life-long dividends if you listen and apply a few of the recommendations, provided by this guest.   

BIO: Daniel Waas, Director of Marketing, @GoToWebinar Daniel Waas, is the Director of Marketing for GoToWebinar, a leading web events platform with more than 50,000 customers. He's a passionate B2B digital marketer and a black belt in webinars. Daniel and his team are constantly experimenting with the cheeky goal of creating no less than the world's best webinar program. Outside work, Daniel is a geek at heart who loves LEGO, sci-fi and the occasional video game if time permits. Despite these severe dating handicaps, he was lucky enough to get married and even luckier to have a son & daughter. EPISODE DESCRIPTION: In this episode,  Daniel shares webinar best practices, tips, techniques he has learned during his time @GoToWebinar. The information we talk about on this episode is backed by data collected over thousands of webinar sessions. If you've launched or consider launching a webinar strategy, this is a must listen episode.  Connect on Linkedin: https://www.linkedin.com/in/danielwaas/  GoToWebinar website: https://www.gotomeeting.com/webinar The GoToWebinar Blog: https://blog.gotomeeting.com/gotowebinar/ My LinkedIn profile: https://www.linkedin.com/in/danielwaas/ My Twitter profile: https://twitter.com/DanielWaas Visit Daniels website: https://danielwaas.com EXTRAS: How to Pick A Winning Webinar TItle: https://blog.gotomeeting.com/webinar-title-formulas/

In this next installment, Dennis Brouwer and I talk about undividing your attention, and he shares the keys to being able to listen to listen. This is truly a skill that will help you no matter what level or role you play in your business.  Dennis Brouwer  CEO, Leadership Enthusiast, and Award-winning Navy Tactician.   The Brouwer Group   Dennis Brouwer is the CEO of The Brouwer Group, a business analytics firm that helps companies become more competitive, agile and customer-focused. He has over two decades of experience as a senior leader in sales, marketing, and product development roles, including five years as an executive with P&L responsibility for a $300m global IT services business.  He began his career as a naval flight officer and mission commander searching for Soviet submarines while deployed aboard USS Ranger and USS Enterprise. For the past five years, he has applied his military and business experience to the challenges of creative leadership, peak performance, and business strategy. He holds the certificate in leadership coaching from Georgetown University and is the author of “The Return on Leadership”, which focuses on the Vision, Engagement, and Execution as the key building blocks used by highly effective leaders  Connect on Linkedin: https://www.linkedin.com/in/dlbrouwer/  Visit the website: https://www.dlbrouwer.com/  Learn more about his book: https://www.dlbrouwer.com/book