The SalesStar Podcast
The SalesStar PodcastMay 11, 2022
Episode 169: B2B Sales, Process Enhancements and Tips: with Sean Flynn, SVP of Global Sales at Avalara
Sean Flynn, SVP of Global Sales at Avalara joined as our guest in this episode to discuss a few sales best practices and salestech trends for 2023:
Key topics covered:Driving sales resilience in a tough economic climate Sales processes and strategies that can boost goals in 2023 Five things that should change in B2B sales!
Episode 168: AI and its Impact on Marketing and Sales with Marco Lagi, Vice President, Artificial Intelligence at Intentsify
Marco Lagi, Vice President, Artificial Intelligence at Intentsify (a platform that provides B2B organizations comprehensive buyer-intent intelligence) spoke about the growing impact and benefits of AI in this podcast episode:
Key Topics Covered:
How AI is disrupting sales and marketing processes
Common user misconceptions surrounding AI
Five fundamentals for first time users of AI to keep in mind
Episode 167: Precision Based Marketing Tips: with Carter Lassy, Chief Product Officer at Terminus
Carter Lassy, Chief Product Officer at Terminus (a platform that empowers marketers to drive revenue impact with account-based marketing) joined as our guest in this episode of the SalesStar Podcast;
Key topics covered:
Intent data - benefits and challenges teams face when using intent data
How can marketers be more precision based in their approach?
GTM practices and tips that work in a dynamic market
Episode 166: Renewed Sales-Marketing Alignment Tips: with Melton Littlepage, CMO at Outreach
Melton Littlepage, CMO at Outreach (a platform that empowers the entire end to end sales process) joined us as a guest in this episode to highlight some of Outreach’s latest innovations and discuss the importance of improved sales-marketing alignment:
Key topics covered:
Unifying your martech/salestech and marketing-sales processes
The impact of AI on marketing and sales
How B2B teams should look at optimizing their salestech and martech to drive goals and alignment
Episode 165: Why You Need Video In your Sales and Marketing Outreach: with Karthi Mariappan, Co-founder and CEO at Hippo Video
In this podcast we had Karthi Mariappan, Co-founder and CEO at Hippo Video chat about the various use cases and benefits of video across marketing, sales and other customer facing roles in B2B:
Key topics covered:
Why does video benefit sales and marketing teams
How leading brands use video as part of their outreach to drive end goals
Best practices to keep in mind when implementing a video strategy
Episode 164: The Growth of Digital Experience Platforms with Darren Guarnaccia, president of Uniform
Darren Guarnaccia, president of Uniform a Digital Experience Composition Platform (DXCP) that helps marketing and development teams collaborate to deliver better customer experiences joined us as our guest to discuss the future of DXCP.
Key topics covered:
What is driving more adoption of Digital Experience Composition Platforms How are digital experience tools being used to drive organizational and end user experiences The future for DXCP
Episode 163: The Benefits of Video in Sales, Marketing, HR and more with Jonathan Lister, COO at Vidyard
Jonathan Lister, COO at Vidyard shared some insights into the various ways in which different B2B teams (sales/marketing/HR and others) can benefit from using videos, from prospecting to job hunts:
Key topics discussed:How brands use videos to drive sales/marketing experiences and goals Benefits of videos across B2B functions including HR Best practices for optimizing use of video to drive B2B goals
Episode 162: Lead Generation Best Practices with Eric Watkins, president of outbound sales at Abstrakt Marketing Group
Eric Watkins, president of outbound sales at Abstrakt Marketing Group joined this episode as our guest to talk about a few lead generation tactics that can empower B2B teams:
Key topics covered:
B2B lead generation: best practices
Creating a balance between inbound and outbound strategies
Aligning multiple teams on core objectives
Episode 161: How to Establish Better Customer Success Frameworks with You Mon Tsang, CEO and Founder of ChurnZero
We welcomed You Mon Tsang, CEO and Founder of ChurnZero, (a leading Customer Success platform and partner for growing SaaS and subscription based businesses) to this episode of the SalesStar Podcast to discuss ways in which B2B tech brands can build better customer success frameworks
Key topics covered:
The evolution of ChurnZero
How customer success trends are changing in B2B
The impact of AI/Generative AI in sales and marketing
Episode 160: Enhancing Inter Department Collaboration in B2B: with Tyrona Heath, Director of Market Engagement at LinkedIn’s B2B Institute
Tyrona Heath, Director of Market Engagement at LinkedIn’s B2B Institute spoke about the benefits of having better inter department collaboration to drive B2B growth in this podcast:
Key topics covered:
What should growth marketers and sales teams keep in mind in today's B2B environment
How can inter department collaboration drive unified growth models
The importance of having the office of the CFO involved
Episode 159: The Benefits of AI in Content Development, Marketing and Sales with Ben Pines, Director of Content at AI21.com
Ben Pines, Director of Content at AI21 Labs and WordTune joined us in this episode to highlight more on how AI is enabling the whole content experience in today’s business and digital marketplace:
Key topics covered:
How AI is redefining content creation for marketing and
How leading brands use AI to transform their content experience
The future of AI in marketing and content
Episode 158: Optimizing Sales and Brand Journeys with Ken Hohenstein, CRO at OneStream
Ken Hohenstein, Chief Revenue Officer at OneStream a market-leading intelligent finance platform that reduces the complexity of financial operations participated in this episode to discuss more on what modern day sellers should do to optimize brand journeys:
Key topics covered:
What works in B2B sales
Building sales cycles and journeys that create value
The future of B2B sales and salestech
Episode 157: Inventory Optimization and Its Impact on Supply Chains with Richard Lebovitz, President and CEO, LeanDNA
Richard Lebovitz President and CEO, LeanDNA, an inventory optimization and execution platform that synchronizes workflows joined us in this episode to talk about the growing demand for inventory optimization software, and its impact on supply chains;
Key topics covered:How are factory inventory optimization systems changing the whole supply chain game today How will more commerce / distribution companies look at these tools as an advantage How brands can use these tools to tie into actual user experience
Episode 156: Purpose-led Advertising Fundamentals with Julia Hitchman, Chief Commercial Officer at Good-Loop
Julia Hitchman, Chief Commercial Officer at Good-Loop (a Purpose-Powered advertising platform that unites brands, consumers, charities & publishers) joined us in this chat to share a few best practices that can help drive ad revenue goals:
Key topics covered:Growth strategies that enable ROI for B2B advertisers and marketers How B2B commercial officers can use tech and new processes to push boundaries The future of B2B sales
Episode 155: How Employee Recognition Programs Can Keep Salespeople on Their Toes: with Kevin Yip, Co-founder and President of Blueboard
Kevin Yip, Co-founder and President of Blueboard (an employee rewards and recognition platform for the modern workplace) discussed the impact of recognition programs on B2B teams:
Key topics covered
Episode 154: B2B Business Development Tips for 2023 with Brian Bero, cofounder and VP Sales, Strike Graph
Brian Bero, cofounder and Chief Revenue Officer, Strike Graph (a compliance SaaS solution that helps simplify security certifications) joined us in this episode to talk about a few trending B2B business development tips that should be on every sales teams radar through 2023:
Key topics covered:Latest B2B business development trends Sales practices that are proven to work within B2B tech How will salestech reshape B2B/B2C sales
Episode 153: Personalization and the Future of Sales with Collin Mitchell, Chief Evangelist at Humantic AI
Collin Mitchell, Chief Evangelist at Humantic AI (a Buyer Intelligence platform for revenue teams) spoke about the benefits and importance of better personalization tactics in sales:
Key topics covered:Importance of personalization Out of the box practices that can drive sales journeys How lean teams can scale ROI
Episode 152: Sales Compensation Best Practices for B2B Sales Teams with Grayson Morris, CEO at Performio
Grayson Morris, CEO at Performio, (a platform that helps handle complex incentive compensation plans, processes, and strategies) spoke about the importance of having an effective compensation plan for salespeople:
Key topics covered:Why B2B sales leaders need to have better sales compensation structures How a good B2B sales compensation plan can enable better sales Top practices to follow when putting a commission strategy in place
Episode 151: Driving Growth Across e-Tail with Kate Musgrove, Managing Director for Asia Pacific, Bazaarvoice
Kate Musgrove, Managing Director for Asia Pacific at Bazaarvoice, (a platform that builds smarter shopper experiences across the entire customer journey) shared a few fundamentals and best practices for e-tailers in this podcast:
Key topics covered:Regional expansion tips and practices for SaaS teams How e-tailers can build better online experiences for end users The future of eCommerce and e-Tail
Episode 150: The Future of Customer Success with Allison Tiscornia, Chief Customer Officer at ChurnZero
Allison Tiscornia, Chief Customer Officer at ChurnZero, (a Customer Success platform for growing SaaS businesses) discussed more about the future impact of customer success in B2B.
Key topics covered:Trends that dominate B2B customer success journeys How leading brands plan their customer success workflows The future impact of customer success in B2B
Episode 149: Sales Practices and Tips For Recessionary Times with Ed Hill, SVP - EMEA at Bazaarvoice
Ed Hill - SVP and GM for the EMEA – at Bazaarvoice, (a platform that helps build smarter shopper experiences across the entire customer journey) spoke about a few trending sales practices and tips;
Key topics covered:What sales teams should do to thrive in a challenging market How salespeople can enhance their skillset and salestech knowledge to drive ROI Common B2B sales and salestech challenges
Episode 148: Core Sales Strategy Best Practices with Stephanie Vandenberg, GM and SVP Revenue & Growth at Verve Group
Stephanie Vandenberg, GM, SVP Revenue & Growth, at Verve Group (an omnichannel ad platform that connects advertisers, agencies, brands, and publishers to people in real time) spoke about a few top media-sales trends while sharing some tips on improving brand sales outcomes;
Key topics covered:Building a strong sales foundation: what it takes Salestech that help enables sales processes in B2B The future of media sales and advertising
Episode 147: Driving Better Customer Revenue Journeys with Holly Procter, SVP of Global Sales at Clari
Holly Procter, SVP of Global Sales at Clari (a Platform that helps improve efficiency, predictability and growth across the typical revenue journey) shares a few thoughts on modern-day B2B sales processes:
Key topics covered:What sales leaders and business stakeholders should do to align revenue processes and practices Core sales strategies that work well in B2B SalesTech optimization tips
Episode 146: The Bazaarvoice Growth Story with Zarina Stanford, CMO at Bazaarvoice
Zarina Stanford, CMO at Bazaarvoice chats about the evolving trends that are keeping today's marketers on their toes while taking us through Bazaarvoice’s growth story:
Key topics covered:Current day marketing trends that are changing the future pace of marketing B2B Marketing and B2B sales predictions for 2023 Tips to keep in mind when aiming to build unified brand experiences
Episode 145: The Changing Face of Sales with Mark Wright, VP Sales & Partnerships at Zeitworks
Mark Wright, VP Sales & Partnerships – Zeitworks, (a business intelligence platform that uses automated data collection to reveal information about the way teams work) spoke about the changing sales ecosystem:
Key topics covered:Fundamentals that work in sales today Best practices new sellers should follow The future of salestech and B2B selling
Episode 144: What Drives Better B2B Performance: with Rachel Clap Miller - VP of Marketing and Digital Engagement at Ascender by Force Management
Rachel Clap Miller - Vice President of Marketing and Digital Engagement at Ascender by Force Management, (a sales engine that fuels repeatable revenue growth) highlights more on what it takes to drive B2B sales effectiveness:
Key topics covered:Increasing sales effectiveness in B2B Dominant tools that help Enhancing the B2B sales experience
Episode 143: Uncovering the Evolution in Retail Media with Mikey Paley, SVP of Business Development, Retailers at Aki Technologies
Mikey Paley, SVP of Business Development, Retailers at Aki Technologies, (a platform that helps advertisers reach their audience with better personalization) shared a few thoughts on the evolving retail media segment in this podcast episode:
Key Topics Covered:
Episode 142: Go-To-Market Best Practices with Jeffrey Ha, Chief Go-to-Market Officer at Rev
Jeffrey Ha, Chief Go-to-Market Officer at Rev (a platform that combines A.I. to deliver an enhanced end-user experience) joined us in this episode to share a few B2B tips and practices that can enable better go-to-market and sales output:
Key topics covered:
Episode 141: B2B Revenue Generation Tips with Marjorie Janiewicz, Chief Revenue Officer at Foursquare
Marjorie Janiewicz, Chief Revenue Officer at Foursquare, (a technology platform that powers leading business solutions and consumer products through a deep understanding of location) spoke about a few proven revenue generation practices in this episode of the SalesStar Podcast:
Key topics covered:B2B sales/marketing challenges and sales-martech best practices Revenue and growth strategies that can enable B2B teams The future of B2B sales and salestech-martech
Episode 140: Sales Enablement Tips for B2B Teams with Mark Magnacca, Co-founder and President at Allego
Mark Magnacca, Co-founder and President at Allego, a leading all in one sales enablement platform joined us in this episode to discuss more on what it takes to drive sales enablement best practices for B2B teams:
Key topics covered:Allego's journey and its recent innovations Sales enablement trends in B2B Sales strategies that work better in B2B The future of salestech and B2B sales
Episode 139: Decoding Enterprise Sales Fundamentals with Molly McKinstry, Head of Enterprise Sales, Calendly
Molly McKinstry, Head of Enterprise Sales, at Calendly, (a sales scheduling automation platform) joined us in this episode to chat about a few enterprise sales fundamentals:
Key topics covered:Fundamentals that Enterprise Sales teams and Enterprise Sales leaders need to pursue today to drive faster/better business impact How enterprise sales teams across industries use different tactics to drive goals The kind of salestech/sales intelligence that can impact enterprise sales teams with optimization tips
Episode 138: Marketing and Ops Tips for B2B Teams with Camela Thompson, VP Marketing at CaliberMind
Camela Thompson, VP Marketing at CaliberMind, (a B2B Marketing Data Platform that helps generate Marketing Insights) joined in as a guest to share a few growth marketing tips and best practices:
Key topics covered:Growth marketing practices that work in B2B How B2B marketers and sales teams can optimize ROI The future impact of revenue insights to B2B teams
Episode 137: Sales and Revenue Ops Best Practices with Jamie Shanks, CEO of Pipeline Signals & Sales for Life
Jamie Shanks, CEO of Pipeline Signals & Sales for Life caught up with us in this episode of the SalesStar Podcast to talk about the changing scope of B2B sales:
Key topics covered:Driving ROI with improved Sales Intelligence Sales and RevOps Best Practices for B2B Teams The changing face of salestech and B2B sales
Episode 136: Driving Sales Revenue Despite Recessionary Times with AJ Bruno, Founder and CEO at QuotaPath
AJ Bruno, Founder and CEO at QuotaPath an end-to-end compensation solution for revenue teams joined in as a guest on the SalesStar Podcast to chat about the changing B2B sales marketplace and what will redefine the industry in the near future:
Key topics covered:Trends surrounding the B2B sales market today Maintaining Sales ROI during a recession and through today's ''great resignation'' The future of B2B sales and salestech
Episode 135: B2B Growth Hacks and Best Practices with Andy Champion, VP and General Manager of EMEA at Highspot
Andy Champion, VP and General Manager for the EMEA region at Highspot, a sales enablement platform that enables every customer conversation spoke about a few proven B2B growth tips and best practices…
Key topics coveredLoopholes in the current state of B2B marketing/sales Alignment practices for sales-marketing teams How can revenue leaders-sales and marketing teams change processes to drive faster growth
Episode 134: Driving Marketing ROI- Tips and Best Practices with Mariana Cogan, CMO at People.ai
Mariana Cogan, CMO at People.ai a leading revenue operations and intelligence (ROI) platform shared a few thoughts on what it takes to drive better marketing ROI in B2B:
Key topics covered:B2B marketing in 2022 Common pitfalls marketers face Marketing strategies that work better in B2B The importance of better DEI in B2B
Episode 133: B2B Customer Engagement Best Practices with Myles Kleeger, President and Chief Customer Officer of Braze
Myles Kleeger, President and Chief Customer Officer at Braze, a leading customer engagement platform joined us on this episode of the SalesStar Podcast to talk about a few must-do customer facing fundamentals for B2B teams.
Key topics covered:Evolving trends in the typical B2B customer journey Key fundamentals to keep in mind when driving personalized customer experiences The future of customer service in B2B
Episode 132: Biggest B2B Sales Learnings with Astrid Boer Masle, VP of Sales, EMEA & APAC – RFPIO
Astrid Masle Boer, VP of Sales, EMEA & APAC – RFPIO a market leader in response management software joined us in this chat to share her biggest sales learnings and key trends that are set to shape the tech/B2B industry:
Key topics covered:Dominating B2B sales trends given today's market dynamics Core sales processes/models that drive ROI and growth Biggest B2B sales challenges/solutions
Episode 131: Product Management Tips and Best Practices with Kimen Warner, VP of Product Management at Drift
Kimen Warner, VP of Product Management at Drift shares proven B2B product management best practices as well as some highlights on Drift’s newly launched Deal Room, in this episode of the SalesStar Podcast:
Key topics coveredHow Product Management has evolved over the years... What can product managers do to differentiate themselves The launch of Drift's ''Deal Room'' and how it benefits B2B sales and marketing teams The future of SalesTech
Episode 130: Digital Marketing and Ad Best Practices with John Piccone, Regional President, U.S, Adform
John Piccone, Regional President, Americas, at Adform an Integrated Advertising Platform joined us on this episode of the SalesStar Podcast to chat about a few trending digital marketing and ad best practices:
Key topics covered:Fundamentals in B2B marketing that help drive ROI Understanding marketplace evolutions and customer behaviors What B2B revenue/sales/marketing leaders need to keep focus on in today's dynamics
Episode 129: Regional Sales Development Best Practices with Abdul Javed, VP of Sales for APAC at Clari
Abdul Javed, VP of Sales, APAC at Clari, a Revenue Operations Platform that improves efficiency, predictability, and growth across the entire revenue process joined in as our guest in this episode to share a few regional sales development best practices;
Key topics covered:What does it take to build a strong Sales foundation Sales strategies that work for regional sales Salestech and alignment tips for global teams
Episode 128: Marketing Tips and Best Practices for the Rest of 2022 with Daniel Rodriguez, CMO at Simplr
Daniel Rodriguez, CMO at Simplr a machine-enabled customer experience solution that meets the demands of the Customer across all digital channels was our guest on this episode of the SalesStar podcast, Daniel spoke about a few proven marketing practices that should be the highlight through 2022,
Key topics covered:Thoughts on core marketing strategies to fuel ROI through 2022 Key martech trends for B2B marketers to keep in mind Creating better end to end experiences for end users in B2B
Episode 127: B2B Sales and SalesTech Best Practices with Craig Moore, Head of Sales at Vyond
Craig Moore, Head of Sales at Vyond a platform that helps people create dynamic and powerful video media joined us on this podcast to talk about a few top B2B sales practices and the salestech behind them.
Key topics covered:Biggest B2B sales challenges Optimizing your choice of martech/salestech Discussing the future of salestech
Episode 126: Revenue Intelligence Trends and Best Practices with Chris Cabrera, CEO and Founder at Xactly
Chris Cabrera, CEO and Founder at Xactly, (an Intelligent Revenue Platform that acts as a solution to align seller behavior) joined us on this episode to chat about a few top B2B revenue trends and best practices:
Key topics covered:How is Revenue Intelligence today changing the game for B2B sales teams How B2B sales teams have used Revenue Intelligence to drive their goals Technologies that will become core and integral to sales-marketing experiences
Episode 125: Sell without Selling Out – A Conversation with Andy Paul
Global sales advisor, sought-after speaker and author – Andy Paul joins us in this episode of the SalesStar Podcast to share a few top sales practices that can help enable a more proactive and slightly less salesy approach to sales:
Key topics covered:B2B sales challenges that persist in today's environment The disadvantage with being too ''salesy'' and what to do about it What sales practices help drive true ROI Thoughts on the future of Salestech
Episode 124: Improving the Online Buying Journey with David Greenberg, CMO at Conversica
David Greenberg, CMO at Conversica (a leading provider of Conversational AI for business), shares a few marketing and sales best practices for B2B teams;
Key topics covered:Enterprise marketing and sales alignment practices What it takes for B2B marketers and sales people to drive online buying experiences The future of salestech/martech
Episode 123: B2B Revenue Tricks And Best Practices with Jamie Bertasi - President and Chief Operating Officer at Totango
Jamie Bertasi - President and Chief Operating Officer at Totango spoke about a few proven revenue tricks and best practices that have enabled goals for the Totango team over the years,
Key topics coveredTakeaways from the Totango growth story over the years Fundamental salestech/martech systems that enable revenue processes What should start-up teams keep in mind when implementing processes The future of B2B sales/B2B tech
Episode 122: Building The Connected Enterprise for Modern Sales: with Mike Smith, Senior Director, Enterprise Sales, CData Software
Mike Smith, Senior Director, Enterprise Sales at CData joined us in this episode of the SalesStar Podcast to discuss a few modern day SalesOps best practices and trends;
Key topics covered:The role of Sales Ops in building a modern sales organization How the customer purchasing process has changed The need for salespeople to have better customer 360 views/insights (along with best practices/tips) How CData's suite of data connectivity solutions can enable better sales forecasting and customer insights for B2B teams
Episode 121: Sales Enablement Trends for 2022: with Carson Conant, Founder and CEO at MediaFly
Carson Conant, Founder and CEO at MediaFly, a collaborative tool for sellers & marketers shared a few of his top sales enablement predictions for 2022,
Key topics covered:Growing importance of Sales Enablement Platforms How sales enablement and sales tech as a whole will shape up in the near future Sales enablement processes that boost ROI for B2B teams
Episode 120: The Future of Customer Success with Guy Nirpaz, Founder and CEO at Totango
Guy Nirpaz, Founder and CEO at Totango, (a customer success software platform) that helps organizations to monitor, track and optimize every stage of the customer journey joined this episode as our guest, to chat with us about the story behind Totango and the future of customer success:
Key topics coveredTotango's growth journey through the years... Why customer success platforms are crucial to B2B sales today The future of sales tech and customer success in B2B
Episode 119: Sales Trends that Generate Better ROI: with Scott Smyth, VP Global Sales at HG Insights
Scott Smyth, VP Global Sales at HG Insights, a global leader in technology intelligence shared a few proven sales and salestech tips and practices that can generate better overall ROI for B2B teams:
Key topics covered:Common sales tactics that work in B2B Challenges faced by B2B sellers The future of sales and salestech
Episode 118: The Power of Chatbots in B2B Tech with Chris Maeda, co-founder and CTO at Botco.ai
Chris Maeda, co-founder and CTO at Botco.ai an AI-powered marketing chat solution shared a few thoughts on the impact of chatbots in today’s digital sales and marketing world:
Key topics covered:The evolving role and importance of chatbots in sales and marketing today How leading brands are using their bots to drive sales/marketing How AI will evolve to change the sales-marketing landscape
Episode 117: Marketing Best Practices to Follow Through 2022 with Katie Foote, CMO at Drift
Katie Foote, Chief Marketing Officer at Drift a conversational Marketing platform that combines chat, email, video, and automation to remove the friction from business buying joined us on the SalesStar Podcast to share a few top marketing optimization thoughts and best practices.
Key topics covered:Core marketing tricks to keep in mind for 2022 Martech solutions to consider to help optimize marketing efforts Understanding today's B2B market dynamics and using it to drive marketing goals
Episode 116: The Impact of CX Automation in Sales and Marketing with Adam Johnson, SVP, Sales at ActiveCampaign
Adam Johnson, SVP, Sales at ActiveCampaign a global leader in Customer Experience Automation shares a few proven sales success tips and collected takeaways from his built up sales expertise through the years, while taking us through the impact of customer experience automation systems:
Key topics covered:Technologies that matter to eCommerce/online businesses today Impact of CX automation How salestech-martech adoption will evolve with changing market dynamics
Episode 115: Direct Mail and its Impact on B2B Marketing: with Kris Rudeegraap, CEO and co-founder of Sendoso
Kris Rudeegraap, CEO and co-founder of Sendoso, a platform that helps sales and marketing teams connect and drive revenue with personalized gifts in order to improve customer engagement initiatives shared a few thoughts on the impact of Direct mail in B2B sales and marketing:
Key topics covered:What inspired Sendoso and how has the platform evolved over the years to meet changing business-user needs The benefits of direct mail How can marketers and sales teams create better end to end experience (that convert!) with direct mail?
Episode 114: Marketing Do’s and Don’ts with Chris McLaughlin, Chief Marketing Officer at LumApps
Chris McLaughlin, Chief Marketing Officer at LumApps chats about the biggest CMO trends and practices that need to be followed to enable better marketing output through 2022 in this episode of The SalesStar Podcast
Key topics coveredTypical B2B CMO best practices and challenges Optimization trends and tips that drive better internal marketing practices The future of B2B marketing and martech
Episode 113: Optimizing B2B Sales Training Efforts: with John Elsey, CEO at Richardson Sales Performance
John Elsey, CEO at Richardson Sales Performance shared a few best practices and sales training tips that are especially crucial to today’s B2B sales environment;
Key topics covered:In what ways do B2B sales teams struggle with adequate training Virtual selling best practices What it takes to build and scale a B2B sales team
Episode 112: B2B Revenue Tricks and Optimized Sales practices with Karen Gallantry, GM at mParticle
Karen Gallantry, GM at mParticle a customer data platform that enables marketing efforts spoke about a few proven revenue and sales practices that yield results for B2B teams:
Key topics covered:Strategies in sales/revenue operations that yield results How core processes in sales and revenue operations are changing Sales technologies/ Revenue technologies that will become more crucial to everyday B2B operations
Episode 111: Driving Better Productivity within your Product Team: with Kristina Simkins, VP of Product at Lessonly by Seismic
Kristina Simkins, VP of Product at Lessonly by Seismic a coaching software platform built for frontline teams shared a few tips on leading product teams effectively:
Key topics covered:Meeting the evolving need between products-customers and what product teams need to do How can product teams – marketers and sales people align to impact overall processes and business growth? The future for B2B Product teams: trends and thoughts
Episode 110: Driving Sales-Marketing Unity with Chetan Chaudhary, Chief Revenue Officer at Scale AI
Chetan Chaudhary, Chief Revenue Officer at Scale AI, a platform that accelerates the development of AI applications by helping machine learning teams generate high-quality ground truth data shared a few insights in this podcast that can help sales-marketing and revenue teams drive better unison in their core processes.
Key topics covered:What should sales/marketers focus on to build unified customer and buying journeys?
Problems faced in B2B when it comes to go-to market plans and strategies
Tips to drive better revenue and sales operations
Episode 109: B2B Revenue Generation Tactics with Michelle Pietsch, VP of Revenue at Dooly.ai
Michelle Pietsch, VP of Revenue at Dooly.ai, a connected workspace that helps revenue teams win more deals shared a few thoughts and best practices that can drive better processes and output for B2B Revenue teams:
Key Topics Covered:Best practices and processes that drive B2B revenue and sales teams given today’s market dynamics Core salestech-revtech that have always helped drive team output and business goals Top tips for marketers and B2B sales teams for 2022 and beyond!
Episode 108: Driving Sales Success with Jeremey Donovan, SVP of Revenue Strategy, SalesLoft
Jeremey Donavan, SVP of Revenue Strategy at SalesLoft, a leading platform that helps selling teams drive revenue initiatives talked about a few proven B2B sales practices while sharing a few thoughts on the changing scope of sales today:
Key topics covered:Missing elements in B2B revenue strategies Technologies and processes that sales and revenue leaders need to focus on strengthening Salestech / Revtech optimization tips
Episode 107: How New Age Technologies Can Drive Better eCommerce Sales with John Bruno, VP of Strategy at PROS
John Bruno, VP of Strategy at PROS a provider of AI-based solutions that help power commerce in the digital economy shared a couple of thoughts on today’s evolving eCommerce market and how new age technologies can drive better online sales;
Key topics covered:Biggest challenges that eCommerce/online businesses face when driving sales today As platforms evolve to meet the needs of online sellers, basic best practices that companies need to keep in mind The future role of Salestech
Episode 106: The Need for Predictive Systems in B2B: with Viral Bajaria, CTO and Co-Founder, 6sense
Viral Bajaria, CTO and Co-Founder at 6sense, an Account Engagement Platform that helps B2B organizations boost revenue growth shared a few insights on 6sense’s newest innovations and what’s in store for the B2B martech and salestech world in this episode of the SalesStar Podcast:
Key topics covered:About 6sense's latest innovations and integrations and how it changes the game for B2B marketing and sales teams How predictive systems and better business insights and data transforms B2B sales and B2B marketing for the better Using intent data and predictive analytics to drive business outcomes: Tips and Tricks
Episode 105: Biggest Sales Enablement Trends and Challenges with Mert Yentur, CEO and Founder at Pitcher AG
Mert Yentur, CEO and Founder at Pitcher AG, a leading provider of mobile sales enablement and content management for field sales and marketing teams shared a few thoughts on his startup journey and the future of B2B sales enablement in this episode of the SalesStar Podcast:
Key topics covered:Sales Enablement Trends and Challenges that are being seen across B2B sales, globally Changes to the sales-marketing approach in business-to-business What it takes to drive a unified vision and prospect approach How should sales leaders structure their teams and processes to optimize sales efforts
Episode 104: CMO Best Practices with Kevin Tate, Chief Marketing Officer at Clearbit
Kevin Tate, CMO at Clearbit, a marketing data engine that helps drive customer interactions shared his top CMO moments and marketing best practices in this episode of the SalesStar Podcast:
Key topics covered:Biggest concerns for digital marketers today Martech best practices that B2B marketers need to pay more attention to Biggest trends in B2B marketing to get ready for Driving marketing impact as a CMO
Episode 103: B2B Optimization and Engagement Strategies with Chris Tranquill, Chief of Strategy at Khoros
Chris Tranquill, Chief of Strategy at Khoros, shared a few thoughts on B2B optimization and engagement strategies;
Key topics covered:B2B Customer Engagement Strategies - Top Lags Teams Face Using the right metrics to measure engagement and ROI Marketing and Sales automation that help drive customer engagement
Episode 102: B2B Marketing and MarTech Learnings with Michelle Lisowski, Global Director, B2B Marketing at Uber
Michelle Lisowski, Global Director, B2B Marketing at Uber, a global innovator known best for its ride hailing and delivery services is here to share a few observations and trends on what it takes to drive marketing success in an evolving marketplace;
Key topics covered:What helps drive better marketing and martech collaboration? Must-have qualities for B2B marketers Martech suggestions and optimization tips The future of B2B marketing and martech
Episode 101: Evolving Trends in Sales and Salestech with Amy McClain, Senior Manager of Sales Enablement, Calendly
Amy McClain, Senior Manager of Sales Enablement at Calendly a leading meeting scheduling tool joined as our guest in this episode of the SalesStar Podcast to share a few salestech trends impacting B2B sales:
Key topics coveredSales technologies that are becoming crucial in B2B sales and why What sales leaders need to do to boost sales training and salestech best practices Diversity and women in tech and B2B sales
Episode 100: Tools and Technologies that Help Drive Better Team Efforts: with Shawn Herring, VP Marketing at PandaDoc
Shawn Herring, VP Marketing at all-in-one document workflow automation platform, PandaDoc joins us in this episode to share a few highlights on PandaDoc’s Zoom app launch and what it takes to succeed in B2B marketing;
Key topics covered:How all in one document automation platforms enable team efforts across functions Tools and technologies that help address challenges at the workplace especially in sales and marketing teams Thoughts on the evolution of martech-salestech today
Episode 99: Paroma Sen of SAP speaks with Paroma Sen of SalesTechStar.com on the Importance of DEI in B2B Marketing and Sales
Paroma Sen of SAP speaks with Paroma Sen of SalesTechStar.com on the Importance of DEI in B2B Marketing and Sales:
Key topics covered:Growing importance of DEI culture in the B2B marketplace What drives stronger DEI cultures in tech? Why sales and marketing leaders need to focus on building diversity in hiring
*This episode was pre-recorded on Women's Day
Episode 98: Intent Data is Crucial to B2B Sales and Marketing: with Mike Burton, Co-Founder & SVP Data Sales, Bombora
Mike Burton, Co-Founder & SVP Data Sales, at Bombora, a leading provider of Intent data for B2B sales and marketing teams shared a few observations surrounding the growing importance of intent data in B2B sales and marketing today:
Key topics covered:Key observations surrounding the use of intent data in B2B sales and B2B marketing Why B2B sales and marketing need to bank on behavioral insights today Changing data trends in business-to-business today The future of martech and salestech
Episode 97: B2B Marketing Trends and the Changing Face of the B2B CMO: with Dave Dabbah, CMO, CleverTap
Dave Dabbah, CMO at CleverTap, an AI-powered customer engagement and retention platform that enables businesses to drive better customer retention was our guest in this episode of the SalesStar Podcast powered by SalesTechStar.com; Dave shared a few thoughts on the evolving role of the CMO and the biggest trends in B2B marketing today:
Key topics covered:Evolution of B2B marketing teams and the office of the CMO Long-term changes in B2B marketing set in motion because of the long-drawn Covid-19 pandemic! What makes marketing more performance-driven?
Episode 96: B2B Sales Intelligence Trends and Best Practices with James Isilay, CEO at Cognism
James Isilay, CEO at Cognism, one of the world's leading sales intelligence platforms shared a few top data and intelligence trends consuming B2B sales in this episode of the SalesStar Podcast (powered by SalesTechStar.com!).
Key topics covered:Top business and sales intelligence trends of today that are changing the game for global sales teams
Enhancing overall sales strategies and sales processes with better sales intelligence
What should sales people be keeping in mind to ensure they don’t suffer from lags like disparate data or the inability to draw the right insights and processes from their sales intelligence
Episode 95: Enterprise Sales Best Practices with Damien Swendsen, VP Sales at InsideView
Enterprise sales can be more complex and involve much longer sales cycles, but with optimized processes, sales leaders can drive quicker results; to that end we had Damien Swendsen, VP of Sales at InsideView, a leading platform that empowers business leaders to quickly and confidently make improved go-to-market decisions share some top tips in this episode.
Key topics covered:Evolution of Enterprise Sales Salestech that enables enterprise sales goals Martech-salestech alignment for better enterprise sales
Episode 94: Getting Smarter About your Choice of Martech and SalesTech: with Yoni Tserruya, Co-founder & CEO at Lusha
Yoni Tserruya, Co-founder & CEO at Lusha, a platform that helps business professionals with high-quality lead data shared a few snippets from Lusha’s journey and today’s evolving salestech climate:
Key topics covered:Salestech and tech startups in Israel Trending sales strategies and salestech tips from around the world Improving your choice of martech and salestech
Episode 93: How do you Build an Impactful Customer Success Model: with Daljit Bamford, Tenth Revolution Group
Daljit Bamford, Chief Customer Officer at Tenth Revolution Group, a global leader in cloud talent solutions shares a few top customer success tips and best practices that can help create better impact;
Key topics coveredTop skills needed in B2B customer success teams and leaders Impactful customer success models and how they are built Technologies that drive customer success initiatives
Episode 92: B2B Marketing Learnings and Martech Tips with Jon Perera, CMO at HighSpot
Jon Perera, Chief Marketing Officer at HighSpot joins the SalesStar Podcast to share a few thoughts on evolving martech trends and B2B marketing best practices in this quick chat.
Key topics coveredTop martech and marketing trends in B2B What does the immediate future of marketing and martech look like? CMO best practices
Episode 91: Top Trends and Concerns of B2B Revenue Teams: with Sylvia Ananicz, Head of Revenue at Lilt
Sylvia Ananicz, Head of Revenue at Lilt a modern language service and technology provider enabling localized customer experiences talks about the evolving role of tech in revenue operations;
Key topics coveredHow Revenue Trends and Processes have Evolved in the Last Few Years Revenue Technologies at the Forefront in Today's Marketplace The Future of Revenue Operations
Episode 90: Boost your Customer Engagement and Marketing Process: Tips and Thoughts by Steve Daheb, CMO at ON24
Steve Daheb, Chief Marketing Officer at ON24, a Digital Experience Platform that helps drive customer engagements shared a few of his biggest marketing learnings and tips:
Key topics covered:Redefining the marketing and customer journey Marketing technologies and sales technologies that help create impactful customer experiences Marketing takeaways from leading tech brands
Episode 89: Demand Gen and B2B Marketing Tips: with Gil Allouche, Founder & CEO at Metadata.io
Gil Allouche, Founder & CEO at Metadata.io a platform that helps B2B marketers scale their best-performing ad campaigns joined in as our guest in this episode of the SalesStar Podcast; to share a top observations on the changing B2B marketing and Demand Gen space -
Key topics covered:The changing B2B Demand Generation Game and some Top Trends Shifts in Choice of Martech/SalesTech Stacks The Future of B2B Demand Gen
Episode 88: The Impact of Sales Automation on Sales Processes: with Pouyan Salehi, Co-founder and CEO of Scratchpad
Pouyan Salehi, co-founder and CEO of Scratchpad a platform that helps you update Salesforce, take sales notes, and stay on top of sales to-dos participated as our guest in this episode:
Key topics covered:How sales automation platforms are set to innovate further and redefine sales processes Top sales processes and trends in B2B sales Salestech optimization tips
Episode 87: B2B RevTech and SalesTech Trends with Thiago Sá Freire, Chief Revenue Officer, Chorus.ai (a ZoomInfo company)
Thiago Sá Freire, Chief Revenue Officer at Chorus.ai (a ZoomInfo company), joined in as our guest to talk about the changing sales and revenue / revtech trends in B2B today:
Key topics covered:Revenue generation and revtech trends in B2B Sales success tips for a business environment that is evolving under a pandemic The future of the B2B Chief Revenue Officer and how the role of the CRO is set to evolve
Episode 86: Delivering Value with Data-Driven Practices: Shakeel Itoola, Chief Data Officer, Demand Science and PureB2B
Shakeel Itoola, the Chief Data Officer for Demand Science and PureB2B shared a few thoughts on what is on every marketer’s and sales person’s mind today – core best practices to drive better value driven insights from all their data!
Key topics covered:Key data trends in sales and marketing Optimizing your data to meet marketing goals Top trends in data and marketing to watch out for
Episode 85: How do you Boost Customer Success in B2B: with Michelle MacCarthy, Global Head of Customer Success at Unit4
Customer success today is more about building stronger and engaging online customer communities, Michelle MacCarthy, Global Head of Customer Success at Unit4 dives deeper into today’s changing trends in this podcast:
Key topics covered:Evolving customer success trends reshaping the B2B market Building stronger online interactions The importance of growing online communities of happy customers Sales technologies and marketing technologies that boost customer success
Episode 84: Top Marketing Trends To Follow: with Bob Ray, Head of Agency Services at Merkle B2B
Bob Ray, Head of Agency Services at Merkle B2B discussed some key trends that are set to shape media consumption and communication investments in 2021:
Key topics coveredHow can marketing and communications teams use technologies to improve their strategies Changing patterns in media consumption habits What's in store for marketing and communications in the near-future
Episode 83: Best Practices in Customer Success and Sales: with Jeff Heckler, Global Head of Customer Success, Pipedrive
Jeff Heckler, Global Head of Customer Success from Pipedrive the first CRM platform developed from the salesperson's point-of-view in this episode of the SalesStar podcast to share a few thoughts on the changing trends impacting customer facing teams in tech:
Key topics covered:Best practices that drive customer success Challenges facing customer success teams in tech today The future of customer success in B2B
Episode 82: Building out a Strong Multichannel Digital Marketing Process with Nii Ahene, CSO at Tinuiti
There are many to change and improve how multichannel digital marketing processes are built out in today’s B2B environment, to share a few thoughts we had Nii Ahene, Chief Strategy Officer at Tinuiti, a performance marketing firm in this episode.
Key topics coveredBest practices for today's multichannel digital marketing Planning a strong, all-round marketing plan that meets customer expectations Martech tool recommendations
Episode 81: Customer Trends and the Changing Feedback Game: with Rob Holland, Chief Executive Officer at Feedback Loop
Rob Holland, CEO of Feedback Loop, an agile research platform for rapid consumer feedback shared a few thoughts on the changing customer-feedback game prevalent in today's online marketplace:
Key topics covered:Ecommerce trends and its evolution since 2020 How implementing a comprehensive feedback loop is crucial to customer experience What matters most when it comes to driving customer retention in online sales
Episode 80: What’s trending in Marketing and Sales: with Jason Webby, Vice President, Eastern Region at Future
Jason Webby, Vice President of the Eastern Region at Future, a global specialist multi-media platform joined this episode as our guest to share a few thoughts on trending marketing and sales tricks that are taking over the overall theme in B2B technology today.
Key topics covered:What are technology marketing and sales teams doing differently today? The future of B2B marketing and sales Top martech and marketing gimmicks in the limelight
Episode 79: Improving Sales Processes and Strategies: with Rob Watson, SVP Sales at Bluecore
Rob Watson - Senior Vice President Of Global Sales – Bluecore, a retail marketing platform that empowers brands to discover their best customers joined this episode as our guest to share a few top tips on improving sales strategies through 2021!
Key topics covered:Proven sales strategies and practices for B2B Challenges facing today's SDRs and Sales Reps Sales tech tools that can boost SDR productivity
Episode 78: A Podcast Subseries within a Series: Paroma Sen of SAP speaks to Paroma Sen of SalesTech Star about Using Data and Marketing for Good
In this sub series of the SalesStar Podcast, Paroma Sen of SAP spoke to Paroma Sen of SalesTech Star about Using Data and Marketing for Good.
Key topics coveredImplementing CSR / Humanitarian practices into overall marketing strategies How can companies use data for good? Best practices in marketing that allow room for social impact too
Episode 77: The Importance of Humor in Content Marketing: with Rishi Mathur, Global Program Manager at LinkedIn
In this interesting conversation, we had Rishi Mathur, currently the Global Program Manager at LinkedIn join us, Rishi has had quite an exciting journey so far in the content and content marketing fields, he shared a few thoughts on the importance of using humor in tech in content marketing!
Key topics coveredChallenges for content marketers Differentiating B2B content Emerging trends in content marketing
Episode 76: Emerging HR Tech Trends: with Mahe Bayireddi, Chief Executive Officer, Phenom
Mahe Bayireddi, CEO and Co-founder of Talent Experience Management (TXM) platform Phenom People was a guest is this episode; to share a few thoughts on the emerging trends in HR Tech and to take us through Phenom’s journey…
Key topics coveredBiggest HR Tech trends today Using AI to create less hiring bias AI and the employee experience
Episode 75: Building Resilience to Drive Growth: with Huw Owen, Vice President and General Manager - EMEA at Couchbase
Huw Owen, Vice President and General Manager for EMEA at Couchbase a highly scalable, distributed data store joined us in this episode of the SalesStar Podcast to share a few observations and thoughts on what it takes to drive more business impact with improved processes in today’s business environment,
Key topics covered:B2B and tech sales and marketing trends and shifts Revisiting your tech stack in today's business environment Realigning sales and marketing priorities
Episode 74: Improving Customer and Employee Experience: with Grant Halloran, Chief Executive Officer, Planful
Today’s business environment has taught us all to refocus efforts on improving not just the B2B customer experience but also the overall employee experience, to that end we had Grant Halloran, CEO at Planful, a leading financial planning and analysis (FP&A) cloud platform sharing his thoughts in this episode of the SalesStar Podcast;
Key topics covered:Achieving a customer - employee experience balance What can fintechs do to improve the overall employee experience during a pandemic? Top work trends that will reshape the tech workplace in 2021 (and beyond!).
Episode 73: Tips to Double Marketing ROI with Latane Conant, Chief Marketing Officer, 6sense
It was exciting to have Latane Conant, CMO of leading ABM platform 6sense as a special guest in this 73rd episode of the SalesStar Podcast! Latane had a chat with us to share key learnings from her marketing experiences during the (still ongoing!) pandemic of 2020 while talking about innovative ways for marketers to improve ROI in 2021:
Key topics covered:6sense's marketing experience and learnings through 2020 The importance of revisiting core marketing strategies and fundamentals today How CMOs can drive help sales alignment and overall business outcomes
Episode 72: How to Plan your Product Roadmap, with Amir Hofman, Chief Product Officer, CloudShare
Amir Hofman, Chief Product Officer at CloudShare, a virtual lab for software training, sales demos and POCs shared a few thoughts on evolving product trends in tech and sales insights in this episode:
Key topics covered:Challenges with sales/marketing teams due to the pandemic What best practices should be followed when planning your product road map What kind of services and products in tech will grow in demand in the future
Episode 71: A Podcast Subseries within a Series: Paroma Sen of SAP speaks to Paroma Sen of SalesTech Star about Changing Customer Experience trends that B2B marketers need to focus on
*The Paroma in Conversation with Paroma series is a sub series within the SalesStar Podcast!
*To listen to the previous episode of this subseries: Go here!
Paroma Sen of SAP joined Paroma Sen of SalesTechStar in this (second!) episode of the Paroma in Conversation with Paroma sub series to talk about evolving CX trends in the B2B marketplace.
Key topics covered:Top and emerging B2B and B2C Customer Experience trends CX initiatives that stood out during the Covid-19 pandemic What it takes to plan a better customer experience today (tips, dos, dont's, thoughts!)
Episode 70: Revenue Trends and RevTech Insights with Mark Banfield, Chief Revenue Officer at LogicMonitor
Mark Banfield, Chief Revenue Officer at LogicMonitor, also a seasoned revenue leader with a strong history of developing successful go-to-market strategies for high-growth businesses joined in as our guest in this episode of the SalesStar Podcast,
Key topics covered:The evolving role of the CRO during the Covid-19 pandemic Key learnings for revenue teams to keep in mind How customer facing reps should adapt to today's digital-selling and digital marketing world B2B tech trends to look forward to through 2021
Episode 69: Business and Tech Management amid the Vaccine Roll Out with Phil Friedman, CEO at CGS
Phil Friedman, founder at Computer Generated Solutions (CGS), a diversified IT solutions and services company that has built a strong global presence since its inception in 1984 shared a few thoughts on business growth and tech management in this episode of The SalesStar Podcast:
Key topics covered:How should Tech CEOs be handling team management amid the vaccine roll out Key services in tech outsourcing that are impacted due to the pandemic Biggest B2B tech trends to look forward to in the near-term
Episode 68: Podcasts for B2B Sales and Marketing Teams: Top Tips with Zachary Ballenger, Co-founder, Sales & GTM at Casted
Zachary Ballenger, co-founder, of Casted a marketing platform built around brand podcasts joined as our guest in this episode of the SalesStar podcast to talk about best practices that can drive better podcasting techniques:
Key topics covered:How B2B tech marketing and sales teams optimize their podcasting strategies today Innovative podcasts and their must-watch techniques Tips for tech teams starting out with podcasting as a new lead generation or prospecting channel A few technologies to invest in, for a better podcasting experience!
Episode 67: Realigning Customer Journeys in Tech with Jonathan Anguelov, COO and Cofounder of Aircall
Jonathan Anguelov, COO and Cofounder of Aircall, a cloud-based voice platform that integrates seamlessly with productivity and helpdesk tools joined us as a guest in this episode of the SalesStar Podcast:
Key topics discussed:Delivering effective customer experiences that stand out What it takes to realign the customer experience today Game-changing marketing and sales technologies that can create better customer journeys
Episode 66: Sales Engagement and Tech Marketing Learnings with Kristin Hersant, VP, Marketing at Groove
Kristin Hersant, VP of Marketing at Groove, a sales engagement platform for enterprises using Salesforce joined us in this episode of the SalesStar Podcast to share a few of her observations and tips to address B2B sales and marketing challenges.
Key topics covered:The state of marketing in the B2B and tech marketplace Common challenges business leaders face in B2B today; creative solutions to help alleviate the most common ones Sales and marketing priorities for 2021
Episode 65: Growing Cross-Border Sales And Marketing Teams And Plans: With Greg Chapman, SVP Of Partner Management, Avalara
Greg Chapman, SVP of Partner Management at Avalara, a cloud-based tax compliance solution provider joined us in this episode of the SalesStar Podcast!
Key topics covered:Evolving business practices in today's new normal Evaluating best fit sales and marketing technologies given today's challenges Preparing for the rest of 2021
Episode 64: A Podcast Subseries within a Series -> Paroma Sen of SAP speaks to SalesTechStar’s Paroma Sen about Today’s Evolving Digital Transformation Trends
In this series-within-a-series of the "Paroma in Conversation with Paroma podcast'', Paroma Sen of SAP and Paroma Sen of SalesTechStar bring you a fresh, lighthearted conversations surrounding key trends in tech.
Key topics covered:Top digital transformation initiatives and trends across industries Upcoming predictions on must-need digital evolutions and what companies must do Top changes in B2B sales and marketing today
Episode 63: Martech – Salestech: A growing connect - with Scott Brinker, VP, Platform Ecosystem at HubSpot
We had a very special guest in this episode of the SalesStar Podcast – martech thought expert (or should we say the father of martech?) Scott Brinker joined us to share his thoughts on the key trends that are set to reshape the face of martech and salestech.
Key topics covered:As the martech – salestech landscape evolves to meet changing business needs, how are innovators focusing on creating more centralized systems? Biggest challenges when teams try to scale results out output with the tech stack in marketing and sales Balancing creativity and tech use / implementation in sales and marketing Top predictions for martech and salestech for the near-future!
Episode 62: Exploring the Rise of Intent Data in B2B with John Steinert, CMO at TechTarget
John Steinert, CMO at TechTarget, a purchase intent-driven marketing and sales provider that delivers deep business impact for enterprise technology companies joined us in this episode of the SalesStar Podcast to share a few thoughts on the changing dynamics in B2B sales through 2020 and the impact of intent data in today’s marketplace.
Key topics covered:Sales and marketing in the extended new normal Intent data and how it helps funnel better sales / marketing opportunities Best practices for improved ABM and Go-to market success
Episode 61: CX and Digital Transformation Trends with Kirsten Boileau, Global Head of Digital Transformation Enablement at SAP
Some would say that digital transformation was a core theme in 2020, in this episode we had Kirsten Boileau, Global Head of Digital Transformation Enablement at SAP joining us to share her thoughts.Digital transformation trends in 2020 The need to upskill to meet changing tech needs Digital selling tips for today's economy and key takeaways
Episode 60: Overcoming Customer-facing Challenges, with Tips for 2021: Kenneth Peterson, President of Customer Experience at QuestionPro
Kenneth (Ken) Peterson, President of Customer Experience at QuestionPro an online survey software provider joined us in this chat to take us through his experience in 2020 leading customer success initiatives through a pandemic while sharing key tips on enhancing the B2B customer experience in this new normal:
Key Topics Covered:Evolving sales and marketing models in B2B Important aspects of a strong CX in B2B today Learnings from leading brands in tech Technologies / tools that sales and marketing should focus on more
Episode 59: B2B Customer Success Tips and Trends with Bernie Kassar, Chief Customer Officer, SVP - Alliances & Business Development at Xactly Corp
In episode 59 of The SalesStar Podcast, special guest - Bernie Kassar, Chief Customer Officer, SVP - Alliances & Business Development at Xactly Corp spoke with Nandini Ramaswamy, Senior Vice President - Global Incentive Compensation Strategy & Operations at Salesforce to evaluate top trends, tricks and strategies for an improved customer facing experience and journey.
Episode 58: Evaluating the Changing Role of Today’s B2B Chief Revenue Officer with Tim Lambert, CRO at Openprise
Tim Lambert, Chief Revenue Officer at Openprise, a Data Platform that helps automate manual processes takes us through the changing priorities in sales, marketing and revenue generation in this episode:
Key topics covered:The role of the B2B CRO and it's evolution Tips and best practices for CROs in 2020/2021 Basic fundamentals for marketing and sales and revenue teams to keep in mind Inter-team alignment trends and tips
Episode 57: Sales and Marketing Trends 2020-21 with Geoff Webb, (Former) VP of Strategy at PROS
*This episode was recorded when Geoff was VP, Strategy at PROS
We had Geoff Webb, Vice President of Strategy at PROS, an AI-based solution that powers commerce in the digital economy joining in as a guest in this episode,
Key topics covered:The changing role of B2B sales Sales trends through 2020 Marketing alignment practices Tips for salespeople to prosper through Covid-19 business challenges
Episode 56: Optimizing Pricing and Positioning in B2B with Pete Eppele, SVP Products & Science at Zilliant
Pete Eppele, Senior Vice President of Products & Science at Zilliant, a B2B Pricing and Sales Solution Provider joined this episode of the SalesStar podcast. In this short QnA, Pete spoke about some interesting tips and thoughts on optimizing pricing and positioning in B2B:
Key topics covered:Misalignments in B2B pricing strategy Sales performance impacts during the pandemic: changes to processes Game changing technologies to watch out for in sales
Episode 55: Business and Sales Intelligence Tips with Nealesh Patel, Head of Business Development at Crunchbase
Teamed with the right business intelligence, sales and marketing teams can drive better ROI rates, in episode 55 of the SalesStar Podcast we had Nealesh (Neal) Patel, Head of Business Development at Crunchbase as a guest to share a few thoughts:
Key topics covered:Technologies and strategies that can help drive sales and marketing Tips for new entrants Creating better sales and marketing processes Innovative campaigns that stood out in 2020 game-changing technologies to look forward to
Episode 54: Diversity and Inclusion in Tech with Morag Lucey, CEO at Televerde
In this episode of the SalesStar Podcast we had Morag Lucey, CEO at Televerde a company that helps global B2B organizations generate demand and accelerate sales with strategic data solutions, marketing technology and sales professionals backed by a unique model! Morag shared a few thoughts on Televerde’s journey while talking about filling the missing pieces in diversity and inclusion in the tech marketplace.
Key topics covered:Diversity and Inclusion in Tech today: importance and best practices How HR leaders can use initiatives to benefit communities more Televerde's adjustment to the new normal Sales and marketing / business tips for today's new normal
Episode 53: How did B2B Companies Drive Impact with HR Tech in 2020: with Mark Sawyier, Co-founder and CEO, Bonfyre App
Mark Sawyier, Co-founder and CEO of workplace culture platform - Bonfyre App joined us to share a few thoughts on how B2B and Tech companies drove impact and change with HR tech in 2020 at the height of the Covid-19 pandemic.
Key topics covered:How workplace platforms help enhance employee experiences Using HR Tech to boost remote productivity Future trends in HR and HR Tech
Episode 52: Building Resilience in B2B Sales: with Drew Naukam, Chief Growth Officer North America at Ness Digital Engineering
It’s especially crucial for sales and marketing leaders to step up and drive team processes and efforts while working through what we now call the new normal. To share a few thoughts on building resilient teams in tech, Drew Naukam, Chief Growth Officer North America at Ness Digital Engineering, a company that designs and builds digital platforms and software to help organizations engage customers and differentiate their brands joined us as our guest.
Key topics covered:Leadership qualities integral to sales and marketing in today's new normal Building / Hiring and shaping stronger sales and marketing teams How to adapt to changing business needs in the new normal
Episode 51: The State of Technology Sales Today with Declan McGonigle, VP Sales and Marketing at VISUA
Declan McGonigle, VP Sales and Marketing at VISUA a brand monitoring platform joined us to share his thoughts on the state of technology sales and how global marketing and sales teams should readjust to today's new normal.
Key topics covered:The state of B2B sales and tech sales today Biggest changes to expect in the industry Improving remote selling processes Sales technologies that can help create an impact during this time
Episode 50: Streamlining B2B Marketing and Sales Efficiencies with Gautam Goswami, CMO and Global EVP, Marketing & Products at TeamViewer
Gautam Goswami, CMO and Global EVP, Marketing & Products at TeamViewer, a company that builds innovative cloud-based technologies to enable better online remote support and collaboration globally spent sometime chatting with us to share a few thoughts on the changing B2B sales and marketing landscape.
Key Topics Covered:Creating the ideal feedback loop between marketing and sales Filling the talent gap in marketing and sales tech with the right upskilling / reskilling Scaling sales in times of a global crisis: tips and thoughts
Episode 49: B2B Marketing and Sales – Alignment and Process Tips with Steve Hartert, CMO at JotForm
Steve Hartert, CMO at JotForm, an online forms platform that helps customers create custom forms and collect relevant data joined this episode as our guest to share a few ideas and tips on B2B marketing relevant to today's business climate:
Key topics covered:How marketing and sales is transforming in the new normal Tips that can help drive success in this downtime Better alignment tips for sales and marketing teams Creating a seamless brand experience for the end user
Episode 48: Technology Sales in The “New Normal” with Chris Cabrera, Founder & CEO at Xactly
It was a pleasure to welcome Chris Cabrera; Founder & CEO of Sales Performance Management (SPM) company Xactly to this episode of the SalesStar podcast!
Key topics covered:The story behind Xactly... Sales and marketing in the new normal A few sales and marketing campaigns that have driven impact in 2020 (in tech!) How Xactly adapted during the new normal A few of Xactly latest innovations in 2020 Game changing technologies to watch out for in sales and marketing
Episode 47: What Should New Salestech and Martech Entrants Keep in Mind: with Nicolas Vandenberghe, CEO at Chili Piper
In episode 47 of the SalesStar Podcast, Nicolas Vandenberghe, Co-founder and CEO at Chili Piper, a Calendar & Scheduling system for Sales Professionals joined us to share a few thoughts on the idea and story behind the Chili Piper platform and to dive into a few tips that can help new entrants in the sales tech / martech space.
Key topics covered:The story behind Chili Piper Marketing and selling tips for new martech / salestech entrepreneurs Top tips for emerging salestech / martech entrants
Episode 46: Learning to Sell and Scale Despite a Slowdown: with Chris Jackson, VP, Customer Success at POPin
Managing remote teams for an extended period of time and scaling efforts in the midst of a pandemic is a concept marketing and sales is fast adjusting to in this new normal. Chris Jackson, VP Customer Success at POPin joins this episode of the SalesStar podcast to talk about his observations and to share a few tips…
Key topics covered:Biggest sales and marketing challenges in the new normal Improving business outcomes with the right sales and marketing strategies Keeping sales and marketing goals and motivation alive through the downtime
Episode 45: Enhancing Customer Success Strategies in B2B the Right Way: In conversation with Rick Chappel, VP of Customer Success at Zilliant
While the role of the typical B2B sales and marketing person is changing rapidly, so is the scope of customer success in tech and B2B. In this episode, to share some thoughts and tips on improving customer success in a downtime we had Rick Chappel, VP of Customer Success at Zilliant joining us.
Key topics covered:Customer success best practices that B2B customer-facing teams should be focusing on more today A few innovative customer success and care initiatives Boosting customer satisfaction and success with the right tech Zilliant's experience driving customer initiatives during the Covid-19 downtime
Episode 44: Driving Revenue Strategies and Business Operations: Evan Luke, Head of Revenue Operations at VanillaSoft Shares Key Tips
Driving revenue or streamlining revenue ops during an uncertain time while adjusting to the new normal is the theme of the moment for most global businesses, to share some tips and ideas we had Evan Luke, Head of Revenue Operations from sales engagement platform innovator VanillaSoft join us.
Key Topics Covered:Top challenges in B2B today Preparing for the new normal with the right skills and sales tech / martech Driving business growth and revenue during a downtime
Episode 43: Picking Up The Pace of Business Despite Covid-19: with Pankaj Bhula, Regional Director, Africa at Check Point Software Technologies Ltd.
Pankaj Bhula, Regional Director at Check Point Software joined us on the SalesStar podcast to share a few learnings from his journey in tech and his observations on what it will take for sales teams to adjust to the new normal.
Key topics covered:Biggest workplace changes seeping into the tech / b2b work cultures Planning Marketing and Sales activities for better ROI despite a downtime Changing trends in B2B sales and marketing
Episode 42: Creative Ways to Drive Marketing and Sales in B2B and B2C with Beth Brady, CMO at Chief Outsiders
Finding more creative ways to market to and engage customers in both the B2C and B2B marketplace is turning into a top priority in an attempt to help ensure business continuity during these trying times. In this episode, Beth Brady, CMO at Chief Outsiders joins us to share some thoughts.
Key topics covered in this episode:Top 5 tips for everyone in marketing Driving business despite a downtime Sales leaders and their role in employee support in today's environment Staying motivated through the Covid-19 pandemic
Episode 41: Discussing Rebranding Tips with Grant McDougall, co-founder, BlueOcean
Grant McDougall, founder and CEO at BlueOcean.ai a brand auditing platform joined us for this episode of the SalesStar podcast.
Key topics covered:Brand auditing know-how and tips What should B2B tech marketing and sales teams keep in mind when it comes to brand image and rebranding aspects? How brand audits help enhance overall reputation and image
Episode 40: Sales and Sales Leadership Tips with Natasha Sekkat, VP Demand Creation at Acoustic
Tech sales leader Natasha Sekkat, VP of Demand Creation at Acoustic, an intuitive AI-powered marketing cloud joined us on the SalesStar podcast to talk about her journey in the industry and to share a few insights and tips on the evolving technology sales segment.
Key topics covered:What "smarketing" skills sales and marketing teams need a combination of, today How technology sales is transforming due to the industry changes and the new normal What can sales teams and sales leaders do more of during this crisis to improve outcomes
Episode 39: How to drive deeper business relationships during a global downtime: with Jim Nichols, Chief Marketing Officer at Partnerize
Driving deeper and more meaningful business relationships is the need of the hour today, especially given the way the ongoing pandemic is creating challenges worldwide on the business and individual level! In this episode of the SalesStar Podcast, Jim Nichols, CMO at Partnerize a SaaS-based Partner Management Platform joined us to share a few tips for sales and marketing in the new normal.
Key topics covered:What sales and marketing technologies can best-enable efforts during this downtime What methods and strategies should drive basic initiatives Top trends and transformations in sales and marketing Predictions for the new normal
Episode 38: Influencer Marketing Best Practices with Brandon Brown, CEO and Co-founder at GRIN
Brandon Brown, CEO and Co-founder at GRIN a CRM for influencer marketing joined us in episode 38 of the SalesStar podcast. Catch the complete conversation to understand the value and impact the right influencer campaign can have on your ROI.
Key topics covered:Influencer marketing benefits and tips for a downtime Integrating an influencer campaign effectively with other marketing strategies Top metrics to asses the value and output of influencer campaigns
Episode 37: Enabling Better Customer Success Stories and Strategies Despite the Covid-19 Pandemic: with Magda Houalla, Director of Marketing Strategy at AspireIQ
We had Magda Houalla, Director of Marketing Strategy at AspireIQ a community intelligence marketing company that’s putting people, rather than transactions, at the heart of a brand by changing relationships between brands and the people join us in episode 37 of the SalesStar podcast.
Key topics covered:Impact of Covid-19 on the marketplace and on how teams function today Tips for customer-facing teams to drive better interactions and strategies during a global downtime Marketing and sales tips for B2B teams
Episode 36: The Impact of Covid19 on Marketing and Sales: with Nigel Cullington, VP of Marketing for the Upland Enterprise Sales & Marketing Cloud
Nigel Cullington, VP of Marketing for the Upland Enterprise Sales & Marketing Cloud, a leader in enterprise work management software joins us in this episode of the SalesStar podcast to share some thoughts from his journey in martech and tech marketing so far and to talk about innovative tricks to help tide over these challenging times.
Key topics covered:Learnings from pivoting / making changes to overall processes during the Covid19 lockdowns How marketing and sales is evolving due to the Covid19 pandemic What sales teams can do to drive results faster during this downtime
Episode 35: A Few Tips to Help Reformulate Sales Strategies for the New Normal: with Sheila Aharoni, Vice President of Global Sales, CloudShare
Sheila Aharoni, Vice President of Global Sales at CloudShare a business acceleration cloud company, that helps deliver sales and customer success by helping software companies deliver complex demos, PoCs and training, replicating real-world experiences without compromising time to market joined the SalesStar podcast in this episode.
Key topics covered:Sales learnings and takeaways that have stayed constant through tech sales The evolving role and challenges of today's salespeople Qualities needed in today's B2B sales teams Tips to consider when reformulating sales plans for the new normal
Episode 34: Being A Tech Entrepreneur Amid A Challenging Time; with Vishal Sunak, Co-Founder & CEO at LinkSquares
Vishal Sunak, Co-founder and CEO of LinkSquares, a software that automatically reads and retrieves key data from your library of agreements, making review and diligence projects super simple joined us in this episode to share a few thoughts on being a tech entrepreneur amid a challenging time while also discussing his biggest industry learnings so far…
Key topics discovered:Customer facing learnings and tactics that work in sales How can teams pivot to face challenges because of the Covid-19 pandemic? Top trends and changes in tech sales / sales tech over the next few months
Episode 33: What can you do to boost Revenue during downtime and other sales tips with Gopkiran Rao, Chief Strategy and Marketing Officer at MindTickle
Gopkiran Rao, Chief Strategy and Marketing Officer at MindTickle, a comprehensive, data-driven solution for sales readiness and enablement joins us in this episode of The SalesStar podcast, Gopkiran, shares some interesting insights in this episode, especially those that can help teams tide over these rough times! As a start though…
Key topics discussed:What it takes to make a sales/marketing campaign successful How should sales and marketing pivot during a pandemic? How will salestech adoption and use evolve during this remote work phase due to Covid-19 What it takes to boost revenue plans and generation for a successful outcome
Episode 32: What’s Changed in Sales Today Due to Covid-19?: Risa Crandall, VP Strategy and Sales at Aki Technologies shares some thoughts
Risa Crandall, VP of Strategy and Sales at Aki Technologies, a platform that helps revolutionize how marketers engage mobile consumers…joined us in this episode of the SalesStar podcast, listen in to extract some valuable tips on technology and B2B sales!
Key topics covered:How a typical sales team has had to pivot during the Covid-19 crisis What will the slowdown do for the next few quarters in terms of realigning how sales and marketing functions What can salespeople do differently to help them overcome struggles related to Covid-19 and achieving their quotas? Must-have sales technologies for a time such as the present
Episode 31: Shifting Priorities in Marketing and Sales: A chat with Vicki Kolovou, Head of Marketing at Behavioral Signals
Vicki Kolovou, Head of Marketing at Behavioral Signals, a company that develops technology to analyze human behavior from voice-data joined us in this episode of the SalesStar podcast.
Key topics discussed:The current world situation and challenges related to the ongoing Covid-19 pandemic How the pandemic is set to impact the SaaS industry Shifting priorities in sales and marketing What can brands do to reposition themselves?
Episode 30: Driving Through Uncertainty with the Right Business Tactics, a B2B Conversation with Craig Bumpus, Chief Revenue Officer at Qumulo
Newly appointed Chief Revenue Officer of Qumulo Hybrid Cloud File Storage that delivers real-time visibility, scale and control of data joins us in this episode of the SalesStar podcast, Craig brings more than 27 years of go-to-market strategy, sales enablement and technical sales expertise to Qumulo and was CRO at UiPath prior to his role at Qumulo.
Key topics covered:Plans, strategies that work best in B2B marketing and sales and revenue generation How B2B teams should rethink the way they plan and hire for sales and marketing roles How sales will change given the ongoing Covid-19 pandemic and the effects of the changing salestech-scape. Revenue generation tricks that can help tide through business challenges
Episode 29: Thriving During Uncertain Business Times: A Conversation with Tapajyoti (Tukan) Das, CEO at LeadSift
On this episode of the SalesStar podcast we had Tapajyoti (Tukan) Das, CEO and Founder of Sales Intelligence Platform LeadSift join us to share a few thoughts on thriving during uncertain business times while also talking about the importance and benefits of intent data in the whole B2B and technology sales process.
Key topics discussed:How intent data powers successful marketing and sales campaigns Best practices to follow when implementing intent backed sales intelligence Biggest challenges in tech sales today Tips for sales teams to meet quotas despite the current challenges imposed by Covid-19
Episode 28: Discussing Tech Sales and Marketing Tricks with Jay Tuel, VP of Sales Development at Demandbase
Every technology marketer and salesperson is finding ways to adjust to the new normal while using this challenging time to build better business relationships despite the downturn and effects of the Covid19 pandemic. To that end, we had Jay Tuel, VP of Sales Development at Demandbase join us in this episode of The SalesStar podcast to share some insights and tips!
Key topics discussed:Proven sales tips that work in tech / B2B Tips to keep in mind when shaping or building out a tech sales team Top trends that will be seen in sales for the rest of 2020 Tips on building out an ICP Revenue generation tips for a challenging time (due to the Covid-19 pandemic)
Episode 27: A Chat with Martech thought-leader Matt Heinz
It was a pleasure to have well known martech and sales tech thought leader Matt Heinz of Heinz Marketing as a guest on this episode of the SalesStar podcast! Given the current world challenges related to the spread of the Covid-19 pandemic, the interesting marketing and sales insights and tips from him is definitely something that will come in handy for businesses as they focus on business continuity efforts.
Key topics discussed:Best ways to maintain quotas during a downturn How the Covid-19 pandemic will change how sales and marketing performs in the next few months Sales leadership thoughts for teams as they tide through extended remote work experiences Must-have aspects of every sales and marketing strategy / campaign What to keep in mind when identifying the ''right'' martech / salestech stack!
Episode 26: A Tech Sales Talk with Raul Perdigão Silva, Global Head Inside Sales at Pipedrive
On this episode of the SalesStar podcast, we had Raul Perdigao Silva, Global Head of Inside Sales at Pipedrive (the first CRM platform that was built keeping the salesperson’s point of view in mind!) joining us.
Key topics discussed:Top sales training tips to develop sales teams Tips for Inside sales to tide over the Covid-19 pandemic How to pivot core strategies in times of a crisis Best practices for tech sales campaigns Remote work and collaboration tips
Episode 25: Michael McLaren, Global CEO, B2B Group at Merkle Discusses Business Challenges and Tips for Sales and Marketing to Tide Over Covid-19
On this episode of the SalesStar podcast we have Michael McLaren, Global CEO – B2B Group at Merkle a tech enabled global performance marketing agency as our guest.
Key topics discussed:Evolutions in martech and salestech Building impactful customer relationships Evolving skills needed by marketing and sales The right parameters to keep in mind when choosing a martech or salestech stack Business continuity tips to tide over Covid-19 Remote work collaboration tips
Episode 24: A MarTech and SalesTech Conversation with Julian Baring, General Manager, Americas of Adform
In this episode of the SalesStar podcast, we have Julian Baring, General Manager, of the Americas region for Adform a global digital media advertising technology company joining us.
Key topics discussed:Challenges being faced because of the Covid-19 impact in SaaS/B2B Innovative ways for sales teams to cut through the noise to create impact with prospects faster Challenges that most sales teams face in spite of having access to sales technologies of various kinds Tips to help shorten overall sales prospecting time Tips to get through the trying times caused by the effects of the Covid-19 pandemic
Episode 23: Anand Shah, CEO and Co-founder of Databook shares Demand Generation and Sales Tips To Endure The Global (Covid-19) Pandemic
With the Covid19 pandemic still impacting how businesses and economies function, it's time for marketing and sales to be empathetic and to get creative!
In this episode of The SalesStar podcast, we have Anand Shah, Co-founder and CEO at Databook, an innovative platform that helps enterprise sales reps improve performance at scale joining us to share some useful tips.
Key topics discussed in the episode:Successful sales strategies that effectively help with demand generation How marketing and sales can adapt to the challenges at hand because of the downturn and the pandemic Must-have sales technologies every technology salesperson should have access to Tips to enhance overall sales outreach and prospecting efforts 5 best practices that help support overall business expansion plans
Episode 22: Bud McGann, Executive Vice President of Global Sales at Reltio Shares his Thoughts on Improving your Selling Techniques During Challenging Times
Bud McGann, Executive Vice President of Global Sales at Reltio a Saas platform that helps deliver enhanced customer experiences joins us in this episode.How the role of B2B sales has changed over time Biggest challenges that today’s technology salesperson/Enterprise salesperson faces Tips / thoughts on selling to Fortune 500/Fortune 2000 companies: the strategies that work Changing priorities for sales leaders today The impact of the global pandemic (Covid19) on businesses, How tech Marketing and Sales teams are adapting to these challenging times The top 3 things for teams to do while they are struggling through this uncertainty due to Covid-19
Episode 21: Ami Gal, CEO and Co-founder of SQream joins us to share humanitarian tips to practice during Covid-19 while also sharing his learnings from being a tech entrepreneur
Ami Gal, CEO and Co-founder of SQream - a tech startup that helps businesses to easily ingest, store and analyze tens to hundreds of terabytes of data and beyond joins us in this episode to talk about his journey as a tech entrepreneur while also dipping into some insightful marketing and sales tips.
Key topics covered:Biggest takeaways being a serial tech entrepreneur Top 5 things tech startup founders who are looking to get investors or have their company acquired should keep in mind How global technology Marketing and Sales are adapting and what are the top 3 things teams should follow when struggling through this uncertainty caused by the Coronavirus Top predictions for Sales and SalesTech in 2020? How there will be a change in the role of tech sales Innovative ways in which Sales teams can use Sales technology to enhance their prospecting / outreach efforts Additional Sales tips, given the current world challenges because of the novel coronavirus
Episode 20: Ron Baden, Chief Revenue Officer of SalesHood Joins us in this Episode to Share His Top Sales Leadership and Sales Enablement Practices
Ron Baden, Chief Revenue Officer at SalesHood, a leading sales enablement platform that helps companies boost sales productivity joins us in this episode of The SalesStar podcast to share his thoughts on technology sales and key revenue strategies that can drive business outcomes.
Key Topics Discussed:Successful campaigns/ best practices that have worked well in technology sales Factors that are critical to ensuring optimized performance for a sales team and business as a whole Changing dynamics in sales/salestech and best ways for sales/marketing teams to re-think how they build or shape their teams today, given that today’s salesperson needs a whole set of key skills that the one of yesteryear didn’t need. Top trends foreseen for the B2B/Tech Sales space for 2020 and points on the evolving technologies in this space and how it changes the way sales or especially revenue generation as a function is approached Few notes/words of caution to businesses navigating through the current Coronavirus pandemic
Episode 19: Troy Barter, Director of Sales Development at PandaDoc Joins us to Talk about His Top Best Practices that Help Drive Better Sales Outcomes
In this brand new episode of The SalesStar podcast, we have Troy Barter, Director of Sales Development at PandaDoc join us. Troy is an experienced technology sales leader and we loved some of the interesting tips and insights he shared in this conversation from his experience so far! Have a quick listen:
Key topics covered in this episode:Predictions for the evolving role of technology Sales and SalesTech in 2020 Innovative ways in which Sales teams have used sales technology to enhance their prospecting / outreach / overall efforts Observations when it comes to the top sales challenges that sales leaders still haven’t been able to solve or optimize well enough using their tech stack 5 best practices that make up the framework of the most successful sales strategies Additional Sales tips given the current (Coronavirus pandemic) and world situation with advise on how marketing and sales can tide through these times
Episode 18: Rob Sharland, Global Sales Head at Audiens Discusses Business Tips for the Ongoing Covid-19 Pandemic
It’s a trying time for the world at large, given the extent of damage Covid-19 is causing on homes, families and economies. But as they say, the show must go on! In this episode, Rob Sharland, Global Sales Vice President of Audiens, a Customer Data Platform joins us to discuss:Biggest technology-sales challenges faced in the industry! How Marketing and Sales has evolved over the years How CDPs enable better optimization of processes for Marketing and Sales How leading marketing and sales teams use their martech/salestech to improve their outreach Why CDPs should be part of a typical martech/salestech stack? Best ways for tech sales teams to be creative in ensuring a better overall customer experience? Additional tips/thoughts given the ongoing global coronavirus pandemic – tips for businesses and teams struggling to work through the uncertainty01
Episode 17: Manny Medina, CEO at Outreach.IO joins us to talk about AI in Tech and the evolving sales and marketing landscape
Manny Medina, CEO and Co-founder of Outreach.IO, an AI-driven platform that automates administrative tasks and combines customer interactions across email, voice and social to help sales reps take better actions joins us in this episode of the SalesStar Podcast.
Key Topics Included:Manny's biggest tech entrepreneurial learnings/challenges Tips on humanizing the Sales process How today's salesperson needs to be more of an innovator and what they need to do better to grab their prospect's attention Top 5 things for sales reps to keep in mind before they get on their first cold call! Tips to help overcome business challenges during the ongoing global pandemic
Episode 16: Richard Lanchantin, Chief Executive Officer at QStream Joins Us to Share Leadership Development and Upskilling Tips for Technology Sales and Marketing Teams
Richard Lanchantin, CEO of Qstream, a company focused on making salespeople great at what they do by combining performance insights and coaching support joins us in this episode of the SalesStar podcast.
Key Topics Discussed in The Episode:Top challenges faced by technology sales and marketing teams with creative tips on overcoming them! Mentoring and leadership development skills for technology sales and marketing teams Evolution of the role of the tech sales person Best practices to optimize one's salestech stack Predictions for salestech in 2020
Episode 15: Jenna Raby Senior Vice President of Global Financial Services at RiskIQ Discusses Proven Enterprise Sales Tips and Tactics to Help Drive ROI
Senior Vice President of New Markets at RiskIQ and global thought-leader in Enterprise Software Sales and International SaaS Sales, Jenna Raby joins us in today’s episode of the SalesStar podcast!
Key topics discussed:Enterprise sales strategies and tips The evolving role of B2B and tech sales Changing sales / salestech landscape
Episode 14: R.J. Talyor, Chief Executive Officer at Pattern89 Shares his Thoughts on The Growing Use and Impact of AI in MarTech and SalesTech
R.J. Talyor who recently founded Pattern89 an AI-driven platform that analyzes ads to predict which ads perform the best on social media – joins us in this episode of The SalesStar Podcast to share his experience and insights in technology sales and marketing while discussing the impact of AI in this segment.
Key topics covered in the episode:Impact of AI-powered tools in the demand and use of new salestech / martech products Top best practices for adtech/ad and marketing teams to follow The evolution of sales technologies and martech and how it has changed the way sales and marketing is approached as a task How sales people / marketers should plan their outreach today Predictions for Sales and SalesTech in 2020
Episode 13: Peter Gillett, MD at Marketpoint Global & Founder at Zuant Joins us for a Chat to Discuss Key Mobile Lead Capture Tips for Technology Sales Teams
Peter Gillett, tech entrepreneur and Founder/CEO of Marketpoint and Zuant, a mobile data lead capture platform joins us in this episode of the SalesStar podcast to talk about his entrepreneurial journey and his experience going from mechanical engineer to tech entrepreneur.
Topics covered in the episode:How global technology sales teams use mobile lead capture solutions to boost ROI from their efforts Creating the right balance between skills in a tech sales team and choosing/adopting the right salestech stack Must-haves for any Technology Sales campaign Revenue Generation tips and strategies
Episode 12: Wayne Gomes, Co-founder of Grapevine6 Shares his Top Social Selling Tips for Sales Teams
Wayne Gomes, Co-founder of Grapevine6, an AI-powered profiling platform that lets sales people share highly relevant, valuable content to establish trust and credibility with prospects and buyers joins us in today’s episode of the SalesStar podcast to talk about his experience as a second-time tech entrepreneur while also sharing interesting ways for Sales teams to capitalize on social selling.
Topics covered in the episode:Social selling tips to help boost the overall sales process Common challenges faced by sales teams today with tips for overcoming them Innovative tips for sales teams to prospect better and shorten their overall prospecting time!
Episode 11: Enrico Quaroni, VP of Global Sales at Fanplayr Shares Interesting B2B Sales Tactics to Help Drive Better Business Results
In this episode of The SalesStar Podcast, Enrico Quaroni, VP of Global Sales at Fanplayr, a solution provider that helps convert browsers to buyers with real-time targeting shares creative ways for technology sales teams to prospect better in order to reduce their overall sales cycles.
Topics covered in this episode:Proven / best-performing sales tactics and sales strategies in Technology Sales that drive sales efforts How the evolution of salestech is redefining how sales teams approach their tasks Biggest challenges facing client-facing teams and sales teams, ideas to overcome them
Enrico serves as the VP of Global Sales at Fanplayr. Enrico has a rich expertise in creating strong sales, operations, account management teams and strategies to help make a mark in the Italian or European markets.
Episode 10: Mark Rogers, Chief Revenue Officer at Impartner Software Talks about his Best-performing Sales Tactics and Strategies
Chief Revenue Officer of Impartner Software Mark Rogers joins us in this episode of the SalesStar Podcast to talk about his best performing sales tactics and strategies while also sharing his thoughts and insights into the evolving sales and salestech landscape!
Key topics discussed in this episode:Mark's most successful Channel sales/ revenue strategies that have helped drive business success Tips on how sales/marketing teams should re-think how they build or shape their teams, given the evolving Salestech landscape Top trends in the B2B/Tech Sales space for 2020 and the evolving role of the B2B salesperson
Episode 09: Tyler Lessard, VP of Marketing at Vidyard Shares Innovative Tips for Sales Teams to Capitalize on Videos
Tyler Lessard VP of Marketing at Video Marketing Platform Vidyard joins us in this episode of the SalesStar Podcast to share a few innovative ways in which sales teams can capitalize on videos to optimize their outreach!
Topics Discussed in the Episode:The evolving martech/salestech landscape and how innovations in technology cannot change the basics of Marketing and Sales Biggest challenges facing client-facing teams like Sales today The need for more innovation in Sales to help stand out from the crowd Creative ways in which leading B2B / Technology companies have used Videos to enhance their prospecting efforts and outreach Top 5 Tips for Sales Reps shooting their first Video outreach!
Episode 08: David Lewis, Founder & CEO of DemandGen International Explores the Changing Role of the B2B Salesperson While Sharing Innovative Sales techniques to help you Boost your Sales
Martech thought-leader and inspiring sales leader David Lewis joins us in this episode of the SalesStar podcast to share his insights and tips on the evolving sales and salestech marketplace.
David is the Founder & CEO of DemandGen International and host of the DemandGen Radio.
Key Topics Covered in the Episode:How the core basics in marketing and sales will always remain the same despite innovations in martech and salestech Common problems facing marketing and sales teams today, vis a vis lags in their overall process and strategy How today’s sales person needs to be more of an innovator in order to get their prospect’s attention. Tips by David for sales reps do to get their prospect's attention faster The top 5 things every sales rep should do before they get on their first cold call!
Episode 07: Maria Tribble, VP of Enterprise Sales at Pathfactory Shares Best Practices that Help Optimize every Sales Campaign
Maria Tribble, VP of Enterprise Sales at Pathfactory joins us in this episode to discuss:Her Sales and SalesTech predictions for 2020 How the role of the typical B2B Salesperson will evolve, given the dynamics in SalesTech today Why (and how) Sales teams should pay more attention to Customer Experience
Episode 06: Michael Brenner, CEO of Marketing Insider Group Shares Content Marketing Tactics to Enable Sales Teams
Globally-recognized keynote speaker on leadership, culture, and marketing - Michael Brenner joins us in this episode to share some interesting tricks and tactics that can help Sales teams capitalize on content to achieve their goals.
In this episode, we cover:Top content marketing and content development tricks & best practices for a typical Sales outreach / or Sales prospecting cadence Biggest lags in Sales when it comes to prospecting/cold calling sales strategies and how B2B Sales teams can enhance/optimize their sales content or copy to help close more deals Michael's top sales and sales tech predictions for the year! Tips on enhancing the overall Customer Experience with content Why Sales teams and leaders should be more involved in content development (given that the popular method is for Marketing to work on Content assets within organizations)
Episode 05: Brandon Bornancin, Founder & CEO of Seamless.AI discusses the Impact of AI in Sales and his SalesTech Predictions for 2020
Serial entrepreneur and Sales thought-leader Brandon Bornancin shares his insights and tips on Optimizing Sales and SalesTech strategies in this conversation with SalesTechStar!
In this episode we cover:Innovative ways Sales teams can use SalesTech to optimize results Top challenges faced by B2B salespeople and how the right SalesTech stack can help Best practices by Brandon for formulating successful Sales strategies Sales tips that can help drive better win rates
Episode 04: Carlos Hidalgo, Founder & CEO at VisumCX discusses his predictions on Sales and SalesTech for 2020
Innovative thought leader with over 25 years in B2B Marketing and Sales, Carlos Hidalgo joins us in this episode to share his tips and insights on what the Sales and SalesTech landscape will look like in 2020.
Key topics discussed in this episode:Top sales tech predictions Tips on enhancing Customer Experience and Customer Success initiatives in B2B Sales Why Sales teams should pay attention to better CX and Customer Success outcomes? Ways to Optimize Sales Prospecting and cold calling efforts
Episode 03: Meetul Shah, Founder and CEO of DemandMatrix Discusses Innovative Account-based Selling and B2B Sales Tactics
Meetul Shah, Founder and CEO of leading technographics and intent provider firm - DemandMatrix joins us in this episode to share interesting sales tactics and insights on Account-based Marketing and Account-based Selling.
In this episode we cover:The future of Sales/SalesTech Sales Campaign from your time at Microsoft and of course, from your experience running sales at DemandMatrix Account-based marketing and Account-based selling tips Key learnings & takeaways for young BDRs and Sales Reps
Episode 02: David Raab, Founder and CEO of The CDP Institute Tells us why CDPs are Essential to Sales
David Raab, founder and CEO of the Customer Data Platform Institute, a vendor-neutral organization that educates marketing and sales teams about customer data joins us to discuss the importance of CDPs in Sales.
In this episode, we cover:How and why Sales teams should manage or own the use of the organization CDP How CDPS help reduce friction between Marketing and Sales Tips on how Sales teams can use CDPs to drive Account-based selling How Sales teams can use CDPs to accelerate business revenue
Episode 01: About the SalesStar Podcast - (A Brief Introduction!)
The SalesStar Podcast, hosted and produced by SalesTechStar (an online publication that aims to cover global trends, best practices, news and insights on B2B Sales and SalesTech) is an under-10-minute podcast that features the best in B2B and Tech Sales.