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The Big 3 of B2B Leadership
The podcast for growth-minded B2B leaders
Category: Business
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by Mike Faherty
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January 11, 2021 03:00 AM PST

In this episode, sales thought-leader and prolific business author Jeb Blount shares his thoughts on the future of selling. How virtual reality technology, video platforms, and social media will change the way salespeople engage with prospects and customers in the future. We also discuss what investments any serious professional salesperson should be making in 2021 to remain relevant and increase the chances of blowing out their quota. Finally, Jeb explains why he wrote his latest book, Virtual Selling, which he started writing before the pandemic. Listen to this fast-paced and insight-rich conversation with Sales Gravy CEO and best-selling business author Jeb Blount.

To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast

Connect with Jeb!

Websites: https://salesgravy.com/, https://jebblount.com/
LinkedIn: https://www.linkedin.com/in/jebblount/

January 04, 2021 03:00 AM PST

In this episode, we dig into some of the most powerful lessons learned as Zennify scaled the business from three founders to over 120 employees. We discuss segmenting the market to differentiate, using culture as a competitive advantage, and how strategic partnerships bring credibility and opportunity to a growing business. Listen to this fast-paced conversation with CEO and Co-Founder, Manvir Sandhu of Zennify.

LinkedIn: https://www.linkedin.com/in/manvir-sandhu-zennify/
Zennify: https://www.zennify.com/

To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast

December 14, 2020 03:00 AM PST

There are some who believe that to have consistent success as a sales professional, one must have the right personality. They believe that being an extrovert is a prerequisite to sales achievement. In this episode, Troy Elmore of Sandler Training explains how each personality type has innate advantages and disadvantages as it relates to the interpersonal nature of the sales process. We discuss common mistakes salespeople make that inhibit their success as well as a discussion on what makes a great sales leader. Hint, it might not include being the best salesperson!

To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast

How to connect:

LinkedIn: https://www.linkedin.com/in/troyelmore/
Sandler Training: https://www.iss.sandler.com/
Email: telmore@sandler.com
Twitter: @SandlerTrainers

November 16, 2020 03:00 AM PST

Mergers and Acquisitions are a tricky business. When well-executed, it can be one of the fastest routes to growth available to a strong business.

In this episode, Andy Harris, a serial hired-gun CEO and now adviser, talks about the M&A strategy and how he makes the tough decisions that have led him to consistently amazing exits.

Andy is also passionate about personal growth through mentoring, no matter who you are or where you are in your life journey. We discuss his passion-project of building a best-in-class mentorship program at the University of Arizona (Bear Down!) Enjoy this insightful discussion with Andy Harris!

To WATCH a video recording of this podcast and to access the show notes, please visit us at https://www.prosalesconnection.com/podcast

Connect with Andy!

LinkedIn: https://www.linkedin.com/in/andyharris4/
STS Capital Partners: https://stscapital.com/

November 09, 2020 03:00 AM PST

When the economy struggles and commercial business gets hard to find, the Federal government is usually increasing their spending to nudge the economy along. Having a portion of your business coming from contracts with the Federal Government is just smart business. The process is challenging and time-consuming, but not impossible. In this episode, we hear from Tim Brown, a consultant with 30 years' experience inside government contract offices. He walks us through what it takes to win your first Federal contract and how to build a growth strategy using this special market. You owe it to your company to listen to this conversation.

How to connect:

LinkedIn: https://www.linkedin.com/in/timothy-brown-aa0b5117a/
Website: http://www.mcallisterbrown.com/
Email: tbrown@mcallisterbrown.com

October 26, 2020 03:00 AM PDT

Has educational technology delivered on its promise of increased student achievement? Are software and curriculum developers leading the transformation we hoped for? Today we meet with Diana Richie, an EdTech thought leader. Diana has led sales and marketing organizations at big tech companies and scrappy start-ups alike. Her decades of experience leading growth efforts for some great companies have informed her interesting perspective on the K12 education market. We were excited to discuss her thoughts on the state of the K12 customer as they struggle to navigate the pandemic and other significant challenges.

How to connect:

LinkedIn: https://www.linkedin.com/in/dianarichie/
Website: https://www.advancingglobaledu.com/

October 12, 2020 03:00 AM PDT

Is social selling really different from traditional selling? According to our guest this week, Chris Kenton, CEO of Social Rep, there are some significant differences, but the fundamentals are very much the same. We go deep into content marketing over social media, and Chris shares game-changing strategies for engaging prospects on social media with both the Geek and the Guru approach.

Connect with Chris!

LinkedIn: https://www.linkedin.com/in/chriskenton/
Instagram: https://www.instagram.com/chrispkenton/
Website: www.socialrep.com

October 05, 2020 03:00 AM PDT

Growth requires intention. In fairness, it requires a lot of things. However, over the last 40 years, John Whaley has discovered that most owners make growth way harder than it needs to be.

In this episode, we talk with John Whaley, Project-based Business Development Leader, about how to move from the Quarterback of the team to Coach. Then from Coach to General Manager and ultimately to Owner. There are specific steps and a mindset adjustment required to consistently "level up." Is your business a passion project or an investment vehicle?

September 28, 2020 03:00 AM PDT

Sometimes our biggest breakthroughs take time. Like, enough time to run across the state of Texas! That is exactly what Jason Arcemont did in 2014. He came away from that experience knowing that he was the only thing holding himself back. Jason is a visionary leader and serial entrepreneur having built businesses across several verticals from a wind farm service company to one of the country's fastest-growing PPE manufactures. In this episode, we trace Jason's business journey and explore how his "servant heart" is at the core of his business growth strategy.

Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonarcemont/

September 14, 2020 03:00 AM PDT

Now might be the best time ever to dig deep to understand your customers. In this episode, John McTigue, the Customer Journey Maestro, shares his thoughts on why every business should have detailed customer journey maps. These maps are foundational to your business and can unlock insight into your customer's experience with your company, customer retention opportunities, and even new business development. Learn what resources are available to help you, and some of the common mistakes business leaders make when creating customer journey maps.

How to connect:


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