The SalesStar Podcast
By SalesTechStar
The SalesStar PodcastMay 28, 2021
Episode 183: B2B Technology Sales Dynamics with Jason Smith, Senior Sales Engineer at CallTrackingMetrics
In this episode of the SalesStar Podcast, Jason Smith, Senior Sales Engineer at CallTrackingMetrics, (a digital platform that uses call tracking intelligence to inform contact center operations) joined us to talk about current trends in B2B tech sales;
Key topics covered
- Biggest misunderstandings when it comes to technology sales
- Sales Ops and SalesTech processes that work well today
- The impact of generative AI to these functions
Episode 182: Improving Technology Sales Renewal Processes: with Brian Fitzgerald, Chief Revenue Officer, Augury
Brian Fitzgerald, Chief Revenue Officer at Augury, a pioneer in Machine Health and Process Health solutions joined as a guest in this episode to talk about what can help B2B tech teams drive better vendor, partner and renewal processes:
Key topics covered:
- Technology sales and platform renewals: what should be done to make it easier for end users
- How can technology sales evolve further to make the buying process more user friendly
- Benefits of subscription and self-serve models
Episode 181: How Podcasts can Drive Growth in B2B: with Justin Steinman, CMO at Definitive Healthcare
In this episode we had Justin Steinman, Chief Marketing Officer at Definitive Healthcare to talk about podcasts and how they can enable growth for B2B brands:
Key topics covered:
- Using podcasts to drive B2B brand growth
- Podcasting fundamentals that help
- What brands can do to increase their listen rates
- How podcasting should be integrated to a brand's other marketing channels
Episode 180: Visual Storytelling Best Practices with Andrew Fingerman, CEO of PhotoShelter
Andrew Fingerman, CEO of PhotoShelter (a platform that empowers effortless visual storytelling) chatted about some of Photoshelter’s latest innovations while throwing light on what it takes to drive effective storytelling through visual content, in this episode:
Key Topics Covered:
- The impact of AI on visual search today and how you feel AI is set to impact this process further
- Some of the typical hygiene issues you see digital teams struggle with when it comes to their visual and creative needs
- A few best practices digital teams need to keep in mind to create above par visual experiences
Episode 179: The Impact of AI in Sales and Marketing with Ketan Karkhanis, EVP & GM, Sales Cloud, Salesforce
Ketan Karkhanis, EVP & GM, Sales Cloud, Salesforce spoke about the increasing use and impact of AI in sales and marketing while taking us through Salesforce’s latest product innovations;
Key topics covered:
- How Salesforce’s latest Sales GPT and Service GPT enables sales and marketing efforts
- The growing use of AI in sales and marketing areas today
- How can B2B teams use AI to drive success
Episode 178: RevOps and Revenue Generation Best Practices with Derrick Herbst, Director - Business Transformation at Conga
Derrick Herbst, Director - Business Transformation at Conga (a scalable revenue lifecycle management solution) joined as our guest to discuss more on what it takes to drive a better RevOps process and strategy when in B2B;
Key topics covered:
- RevOps in B2B: Tips to Streamline Processes
- RevTech and SalesTech worth focusing on
- The future impact of AI on revenue and sales strategies and models
Episode 177: Marketing Automation and Marketing Ops: Tips with Raja Walia, Founder and CEO of GNW Consulting
Raja Walia, Founder and CEO of GNW Consulting (a Marketing automation and CRM consulting firm) spoke about the importance of a better marketing ops and martech process, in this podcast episode:
Key Topics Covered:
- Challenges brands face when implementing new marketing processes and strategies
- How marketing ops teams should help
- What can marketing ops teams and leaders to do drive marketing journeys
Episode 176: B2B Marketing Tips with Inbar Yagur, Director of Content and Product Marketing at Lusha
Inbar Yagur, Director of Content and Product Marketing at Lusha a go-to-market intelligence platform, designed for sales, marketing and recruitment teams joined us in this episode of the SalesStar Podcast to chat about a few marketing tips that are crucial to current day challenges:
Key topics covered:
- What drives content marketing effectiveness
- Growing online engagement metrics in a crowded digital market
- AI and its impact on modern marketing
Episode 175: Go-to Market and Marketing Best Practices with Bryan Law, CMO at ZoomInfo
Our guest in this episode of the SalesStar Podcast was Bryan Law, CMO at ZoomInfo, a leader in modern go-to-market software, data, and intelligence;
Key topics covered:
- Go-to market models that work well in B2B
- Tools that enable a better GTM and marketing process
- The future of martech and B2B marketing
Episode 174: B2B Customer Engagement with Mike Molinet, Co-Founder, Thena
Mike Molinet, Co-Founder, Thena spoke about the impact of messaging tools and how they are set to create new fundamentals for business communication in this episode:
Key topics covered:
- The growth of messaging / communication platforms in B2B
- How can B2B teams use these platforms to drive more sales and marketing collaboration and quicker output
- The importance of having a messaging/collaboration platform
Episode 173: B2B Revenue Generation Hacks with Justin Schweisberger, Chief Revenue Officer at Pramata
Justin Schweisberger, Chief Revenue Officer at Pramata, (a solution that focuses on providing complete, cross-functional contract visibility) joined as our guest in this episode of the SalesStar Podcast, to talk about what it takes to drive B2B revenue generation tactics more successfully in 2023:
Key topics covered:
- Revenue generation and measurement fundamentals that B2B CROs today need to be more attentive to
- Tips for better alignment between revenue/revops, marketing and sales teams to drive a central business goal
- Revtech and Salestech best practices
Episode 172: Keeping Sales and Marketing on The Same Page: with Scott Kolman, Chief Marketing Officer at Cresta
Scott Kolman, Chief Marketing Officer at Cresta (an AI-powered platform that helps contact center agents unlock their full potential) joined in as our guest in this episode of the SalesStar podcast to talk about better sales-marketing unification best practices:
Key topics covered
- Tips to drive better collaboration between sales-marketing teams
- How to create better frameworks and fundamentals so processes, data and campaigns can be shared between both teams
- What type of salestech-martech help drive better unification practices
Episode 171: People Culture and its Impact on Business Growth: with Linda Lee - Chief People and Culture Officer, Velocity Global
Linda Lee - Chief People and Culture Officer at Velocity Global (a platform that helps simplify onboarding, pay and compliance related business matters) joined as our guest in this episode to talk about a very crucial element in a typical organization: the people culture and its impact on overall growth:
Key topics covered:
- Fundamentals in people and culture that brands in B2B should sport more of
- How tech brands can use HR experiences to not just drive company culture but also business and financial growth
- Future workplace trends and norms for B2B brands
Episode 170: Creating Connected Brand Experiences: with Jamie Adams, Chief Growth Officer at Scorpion
Jamie Adams, Chief Revenue Officer at Scorpion a provider of technology and services helping local businesses thrive joined us as a guest in this episode to discuss changing B2B consumer trends and what sales and marketing teams need to do to boost connected brand experiences:
Key topics covered:
- How consumers in B2B want brands to build connected experiences
- What can sales and marketing teams do to unify brand journeys
- How sales and marketing teams can use customer data to build ROI and scale revenue ops
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 sales teams
- 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
- Why are employee recognition programs crucial in B2B
- How employee recognition programs enable sales team ROIs
- Business growth must-dos based on Blueboard's journey
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:
- Dominant trends in retail media today
- How better retail media experiences can drive the retailer and end user experience
- The future of retail media advertising
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:
- How traditional practices can't sustain in B2B
- Enhancing the overall sales and GTM process
- Using predictive analytics to drive ROI
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 covered
- Loopholes 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