Mari Anne Vanella, author, and CEO of the Vanella Group, has made millions of B2B outbound calls for her clients. For this program she discusses why companies don’t usually need more leads, they just need to fix the salesperson’s soft sales approach in the initial contacts. The salesperson’s failure, Mari Anne says happens when aggressive salespeople, who don’t listen to the prospect, fail to engage and then blames the lead and source of the lead: marketing. Mari Anne and Paul Roberts discuss:
You wouldn’t market to the CEO of a Fortune 100 company in the same way you’d market to a SMB marketing director. Why market to your customer and prospect audiences in the same way? When you prioritize segmentation, you enable your company to target the right audience with the right message at the right time, while delivering a superior experience. This month on Revenue Rebels, Rhoan Morgan sits down with Rebecca Kaufman, Director, Strategic Marketing at Phreesia to discuss the importance of segmentation in marketing.
Revenue Rebels is hosted by Rhoan Morgan, CEO of DemandLab the host sponsor.
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Mark Godley sits down with Rob Kornblum, author, former VC, and friend. Rob and Mark discuss their years in tech startups and why culture, hiring and people are the essential ingredients in a successful startup. Rob even goes so far to say that the team is more important than the product! Whoa! Join the podcast to hear from a successful author, VC, and data wonk about the skills and savvy you need to hire and succeed in the startup world.
Join host, Mari Anne Vanella as she welcomes Dave Farrow, Founder/CEO of Farrow Communications as he goes over why B2B sales reps must think like entrepreneurs. Dave Farrow is best known for his brain power. Listed twice in the Guinness Book of Records for Greatest Memory, Dave is an entrepreneur who mastered PR to promote his own business. Most PR professionals have a background working in television BUT have no sales or entrepreneurial experience. As for Dave, he took his skill in memory and developed several educational products and used PR as his primary sales tool. His results are impressive. Dave has personally been on over 2000 media interviews, including multiple appearances on Dr. Oz, Steve Harvey, the Today Show, Fox and Friends, CBS Early Show, Live! With Regis and Kelly, BBC, NBC, CBS, ABC, The CW, QVC, Discovery Channel, Science Channel, and more.
The first Data Dump podcast guest of 2019 is none other than Rick Holmes, Founder of Every Market Media. Rick is a longtime friend, peer and data wrangler of Mark Godley, CEO of LeadGenius. That means that nothing is off limits...are direct dials dead in 2019, will email be obsolete in five years, how will LinkedIn survive, and what are the dirty little secrets of B2B data wrangling. The wholesale data entrepreneur and enthusiast will entertain and school the listeners of what happens behind the velvet curtain of mass data collection and why he loves it so much.
About our guest, Rick Holmes, Founder, Every Market Media
Rick is an outbound marketing enthusiast who brings value to his customers through data feeds, software and analytical thinking.
Most recently, he launched LeadPorte.com to provide greater access to EMM B2B data.
Prior accomplishments include ranking on the Inc 5000 three times, building a sales team from 4 to 40 and bootstrapping a business to $1 million+ in sales in its first 12 months.
Host, Laura Patterson interviews Kevin Dunworth, CEO/Founder, Celling Biociences for her monthly program: Ready, Set, Grow!
Ready, Set, Grow! is to provide a venue for CXOs to share their insights on what it takes to successfully achieve organic growth, lessons learned, the role they believe Marketing needs to play in growth and how they measure Marketing’s contribution beyond this “quarters” revenue.
About our guest: Kevin Dunworth
Former athlete turned entrepreneur, Kevin’s heritage is deeply rooted in coaching and winning. The oldest of three brothers who all swam for university national championship teams, he and his brothers were raised to work hard and succeed at whatever they tried. After swimming at the University of Tennessee, Kevin moved this determination and grit into the boxing arena winning the Golden Gloves of Tennessee and becoming a professional boxer adding 56 amateur fights and 8 professional fights to his sports resume. He was introduced to the field of sports medicine as a patient and his interest quickly catapulted him as a businessman and entrepreneur.
Kevin went from managing medical companies in the Mid West to running medical companies in the Middle East, Western and Eastern Europe, and then back to the United States. His previous leadership roles have included: Vice President of Sales for GE Trans Leasing, Vice President of Global Sales and Director of International Operations for FlouroScan Imaging Systems, and Director of European Sales and Director of Emerging Markets for Smith & Nephew Dyonics.
Kevin has spent more than 34 years in the biomedical industry, the last two decades of which he has brought together physicians, scientists and like-minded entrepreneurs to help improve the standard of health care in the fields of orthopedics and regenerative medicine. He created BennuLife as his vision of how to not only collaborate with providers but with patients themselves as proactive individuals who want to improve their health and wellness.
For the final Data Dump episode of 2018, Mark Godley sits down with Santosh Sharan, CEO of Everstring, for the meeting of the CEO data industry minds! Mark drills down into Prayag’s initial interest in the B2B data space and why he has stayed since his background is deeply seeded in machine learning, multilingual text, and analytics. The CEOs than to go on to discuss what modern B2B data vendors have in common and what their future holds. Join the podcast to hear a lively discussion of what the leaders believe to be true about the importance of data and how it is transforming our space and beyond.
Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach and this month we’re excited to welcome Darryl Praill, Chief Marketing Officer at VanillaSoft back to the podcast.
Join host, Mari Anne Vanella on Outstanding Outbound as she welcomes Dan Sixsmith. Dan Sixsmith is a well-known Consultant , Speaker, Trainer, Coach and active blogger on the topic of Sales excellence. He works with large global sales teams in addition to individual executives. Recently, he joined the Board and serves as CMO of a non profit organization dedicated to protecting teens from substance abuse and speaks frequently on the subject.
Host, Laura Patterson interviews Greg Stock, CEO, Zenoss for her monthly program: Ready, Set, Grow!
For the November 2018 episode of Data Dump, Mark Godley, CEO of LeadGenius, chats with Maria Grineva, CEO and Co-Founder at Orb Intelligence, about her experiences as a serial entrepreneur in the data space over the last decade. What sets Maria apart from the pack is that she has built her companies without venture capital funds.
Andy Paul, author and founder of the Sales House says that the sales profession is in a self-imposed crisis. Companies spend freely to hire salespeople only to find them fail and then they simply fire them and hire more like them.
Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach and this month we’re featuring Darryl Praill, Chief Marketing Officer at VanillaSoft.
Outstanding Outbound host, Mari Anne Vanella welcomes Joe Brown, SVP Worldwide Sales at kare, an AI company. They’ll discuss tools and methods that can help conversations become more complex and empower reps to have more access to information to progress the sales cycle further on discussions in real-time.
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This month’s Data Dump Podcast spotlight’s a different kind of data buyer - a buyer of data companies. Mark Godley, Data Dump Host & CEO of LeadGenius, chats with Jason Mironov, Principal TA Associates, about the role that private equity investments play in the data world.
Funnel Radio Channel Programs for Sept 27 2018: Five Programs hosted by Praill, Vanella, Peterson, Heinz and Silverman
These are the programs for the Funnel Radio Channel broadcast of Sept 27th. Listen to the entire moring or choose the individual programs below: