Minds On B2B

ABOUT THIS EPISODE:

In this extraordinary episode, we are taking a break from marketing and sales conversations and showcasing a non-profit organization that is making a difference in our world. Joe and Pam Pulizzi, founders of The Orange Effect Foundation, share their stories. They provide insight into how the foundation is benefiting recipients and explain how you can apply for a grant, donate, or contribute to the cause.

BIOS:

Pam Pulizzi

Pam is the co-founder and executive director for The Orange Effect Foundation. Her background originates as a social worker, and she is raising a son with autism, so the opportunity to start and direct this non-profit is a dream come true. She has been a critical leader in the OEF, the OEF Golf for Autism, and a champion for many other non-profit organizations.

Joe Pulizzi

ABOUT THIS EPISODE:
In this episode, you will have a chance to hear from author and Wall Street Journal cartoonist, Stu Heinecke. Stu provides listeners with tips, ideas, and examples of contact marketing that has the potential to deliver 100% response rates. 

BIO:
Stu Heinecke is a Wall Street Journal cartoonist, award-winning marketer, international best-selling author of How To Get A Meeting with Anyone - Available today. A new book titled Get The Meeting - Available in October 2019. You can pre-order that book today. Stu believes in creative, innovative, and imaginative approaches that producing unfair advantages for B2B sales teams using Contact Marketing. 

ABOUT THIS EPISODE:
In this episode, Ilan Kasan, Co-founder and CEO for Exceed.ai, describes the key challenges facing marketing, sales development reps, and the opportunity lost due to the lack of nurturing and follow-up. He shares a solution to this challenge, and everyone will want to hear about it. If you're in sales and marketing, interested in exceeding your sales goals, this is a must-listen episode. Take a listen, and then share with your peers. You won't be sorry. 

BIO:
Ilan is the co-founder and CEO of Exceed.ai.  He is an accomplished product leader with proven successes in driving product, user experience, strategy, and execution. His passion is building products that users and enterprises love, such as Webex and others. With deep expertise in mobile, web, & application software & SaaS products, I have built an 18-year career in general management, product management for leading global technology companies including, Cisco, WebEx, Comeet and others. 

ABOUT THIS EPISODE:

In this episode, Alison Shurell, the global market leader for Oracle's Health Science team, describes her systematic approach to the first thirty days in a leadership position. 

BIO:

Business-to-business (B2B) software executive with a 20-year record of excellence leading marketing efforts to increase and sustain revenue contribution. Demonstrated success in launching new brands and new markets on a global level through rigorous market analysis, message development, go-to-market strategy, sales training, and effective marketing. Charismatic, energetic and sincere, able to motivate and lead both direct and cross-functional teams and build strong and lasting relationships with analysts, media, and the market.

ABOUT THIS EPISODE:

In our last episode with Greg Lindsey, we covered how to build purpose-driven tradeshow events, In this follow-up episode on face-to-face marketing and trade shows, we’re going to turn our focus from purpose, to people and process, and sharing Ideas and insights event and marketing managers can apply immediately.  

BIO:

Greg Lindsey is the vice president for New Albany-based Exhibitpro. He is nationally recognized as a leader in face-to-face marketing and trade show and event strategy. Greg has built his reputation as an industry leader in tradeshow marketing and client engagement. Greg has been asked by numerous clients to work with their on-site teams to maximize attendee engagement at corporate events and tradeshows, and has published articles to share his expertise. He can often be found on-site at our client’s tradeshows, offering consultation and making last-minute adjustments to maximize the experience.

ABOUT THIS EPISODE: 

In this installment, Greg Lindsey. VP at Exhibitpro and I discuss the importance of creating a face-to-face tradeshow experience with a purpose-driven mindset. Greg shares insights and great questions event teams should ask and answer before they invest in a tradeshow as a strategic and tactical initiative.   

BIO: 

Greg Lindsey is the vice president for New Albany-based Exhibitpro. He is nationally recognized as a leader in face-to-face marketing and trade show and event strategy. Greg has built his reputation as an industry leader in tradeshow marketing and client engagement. Greg has been asked by numerous clients to work with their on-site teams to maximize attendee engagement at corporate events and tradeshows, and has published articles to share his expertise. He can often be found on-site at our client’s tradeshows, offering consultation and making last-minute adjustments to maximize the experience.

BIO:

ABOUT THIS EPISODE: 

In this installment, Alan Minton, VP of Sales at Pacejet and I have a great time busting five myths about sales people. You also learn, I can’t keep count. We’ll walk through all five myths and you’ll hear his take on culture and the profession of sales.

BIO:

Alan Minton, Vice President of Sales at Pacejet is a 25+ year veteran in B2B sales and marketing creating and executing corporate strategy, as well as, sales and marketing programs that deliver consistent profitable growth and shareholder value. With significant expertise in developing and leading successful business development and account management teams. Alan is, successful at creating marketing campaigns that grow revenue, increase brand value and strengthen customer relationships. Requested public speaker, conference presenter and industry commentator. Career combines executive leadership of a federal agency, international expansion of a marketing communications firm, entrepreneurial growth of a technology company and strategic guidance of an IT consulting firm.

CONNECT:

In this episode, Charlotte and Dan share their vast experience in product design, innovation and explain the why behind user-center design and marketing.  Charlotte guides us, and describes the importance of user stories and why involving customers in your process consistently delivers better results. With a diverse background and years of experience, Charlotte will share with us, the importance of engaging and getting your customer involved. After listening to this episode, you'll understand when a customer is involved, they are much more invested in the outcome and much more likely to buy your product or solutions, remain a customer and become loyal to your brand.  

BIO:

Driving growth through a focus on the voice of the customer and agile, user-centered product design, marketing, and sales tools.
I’ve learned how to drive growth. I know a model that works, no matter the industry. Even in an economic slow down. I was taught early on to think from the customer perspective. I’ve been applying this philosophy throughout my career to drive results in a number of industries. I’ve leveraged, created, mastered, and shared a number of tools for growth. Learn more about them at www.GrowByVOC.com.

Specialties:
• Strong advocate for leading from the customer perspective.
• Data-driven, continual improvement mindset, always focused on improving the customer experience.
• Research and user-centered product design, marketing strategies and sales tools.
• Strategic writer and visual director with the ability to simplify complexities to create engaging stories.
• Go-to-market strategist and execution lead, with expertise in all launch phases. 

In this episode, James Rores, President of Floriss Group and Dan Harris discuss and share COLLECTING WINS™ which is a customer-centric sales platform. You'll learn, that this approach will help sales professionals better understand the WANTS, IMPACTS and NEEDS of their prospects and customers and help you, the sales person, become a Growth Multiplier. 

BIO:

As a veteran top producer, coach, trainer, author and keynote speaker, I founded Floriss Group in 2006 to extend and scale my passion for helping sales and customer-facing teams compete and win as servant leaders. Eventually, our clients’ successes fostered the creation of the Growth Multiplier Movement™.

Over the years, I have founded or invested in more than a dozen closely held and venture backed companies, resulting in multiple IPOs and liquidity events. I have trained or coached more than 6,500 CEOs and sales leaders from startups, family businesses and global enterprises across more than 100 industries — including many INC 500, Deloitte Fast 50, Deloitte Fast 500, Business First Fast 50 and Innovation Award winning companies.

Today, I serve and lead clients and partners from our offices in Columbus, Ohio. My calendar is open to anyone who wants to #takethelead by taking control of growth. Connect with me here, or reach out to james@florissgroup.com.

ABOUT THIS EPISODE:

In this episode, James Rores, Founder and CEO of the Floriss Group and I discuss the personal and professional benefits of being a servant leader in sales versus a power leader. The results shared in this episode are amazing. Learn more about James and the Floriss Group below.

BIO:

As a veteran top producer, coach, trainer, author and keynote speaker, I founded Floriss Group in 2006 to extend and scale my passion for helping sales and customer-facing teams compete and win as servant leaders. Eventually, our clients’ successes fostered the creation of the Growth Multiplier Movement™.

Over the years, I have founded or invested in more than a dozen closely held and venture backed companies, resulting in multiple IPOs and liquidity events. I have trained or coached more than 6,500 CEOs and sales leaders from startups, family businesses and global enterprises across more than 100 industries — including many INC 500, Deloitte Fast 50, Deloitte Fast 500, Business First Fast 50 and Innovation Award winning companies.

Today, I serve and lead clients and partners from our offices in Columbus, Ohio. My calendar is open to anyone who wants to #takethelead by taking control of growth. Connect with me here, or reach out to james@florissgroup.com.

BIO:

Rob Barnhart

Sr. CX Strategist

Rob Barnhart is a Senior Customer Experience Strategist with 15+ years in marketing leadership roles. Rob has developed and driven strategies and processes for b2b software companies including one of the leading American multinational computer technology companies in the world.  Rob is focused on driving success in the Software as a Service world. Fundamentally changing the way we think about customer experience and simplifying the complex for our customers is driving real results. 

ABOUT THIS EPISODE:

In this episode, Rob, will share his insight into the digital buying process. He'll share his perspective on how to build interest, awareness and the importance of bringing sales into the content generation process earlier, so the marketing and sales conversations align and reduce confusion for prospects and customers. 

BIO:

Daniel Waas, Director of Marketing, @GoToWebinar

Daniel Waas, is the Director of Marketing for GoToWebinar, a leading web events platform with more than 50,000 customers. He's a passionate B2B digital marketer and a black belt in webinars. Daniel and his team are constantly experimenting with the cheeky goal of creating no less than the world's best webinar program.

Outside work, Daniel is a geek at heart who loves LEGO, sci-fi and the occasional video game if time permits. Despite these severe dating handicaps, he was lucky enough to get married and even luckier to have a son & daughter.

EPISODE DESCRIPTION:

In this episode,  Daniel shares webinar best practices, tips, techniques he has learned during his time @GoToWebinar. The information we talk about on this episode is backed by data collected over thousands of webinar sessions. If you've launched or consider launching a webinar strategy, this is a must listen episode. 

In this next installment, Dennis Brouwer and I talk about undividing your attention, and he shares the keys to being able to listen to listen. This is truly a skill that will help you no matter what level or role you play in your business. 

Dennis Brouwer 

CEO, Leadership Enthusiast, and Award-winning Navy Tactician.  

The Brouwer Group  

Dennis Brouwer is the CEO of The Brouwer Group, a business analytics firm that helps companies become more competitive, agile and customer-focused. He has over two decades of experience as a senior leader in sales, marketing, and product development roles, including five years as an executive with P&L responsibility for a $300m global IT services business. 

He began his career as a naval flight officer and mission commander searching for Soviet submarines while deployed aboard USS Ranger and USS Enterprise. For the past five years, he has applied his military and business experience to the challenges of creative leadership, peak performance, and business strategy. He holds the certificate in leadership coaching from Georgetown University and is the author of “The Return on Leadership”, which focuses on the Vision, Engagement, and Execution as the key building blocks used by highly effective leaders 

In this next installment, Dennis Brouwer and and I talk about an important leadership skill, and really a skill that will help you no matter what level or role you play in your business. You may also learn a bit about rock climbing. I know I did. I won't be climbing any cliffs. Ever! 

Dennis Brouwer
CEO, Leadership Enthusiast, and Award-winning Navy Tactician.
The Brouwer Group

Dennis Brouwer is the CEO of The Brouwer Group, a business analytics firm that helps companies become more competitive, agile and customer-focused. He has over two decades of experience as a senior leader in sales, marketing, and product development roles, including five years as an executive with P&L responsibility for a $300m global IT services business.

He began his career as a naval flight officer and mission commander searching for Soviet submarines while deployed aboard USS Ranger and USS Enterprise. For the past five years, he has applied his military and business experience to the challenges of creative leadership, peak performance, and business strategy. He holds the certificate in leadership coaching from Georgetown University and is the author of “The Return on Leadership”, which focuses on the Vision, Engagement, and Execution as the key building blocks used by highly effective leaders.

GUEST BIO:

Randy James 

Co-Founder and VP, Client Services 

Minds On – B2B Marketing and Sales Enablement Agency 

Randy James is the Co-Founder and VP of Client Services at Minds On, Inc. with Offices in Columbus, Ohio and Chicago, Illinois. Minds On is a leading B2B digital marketing agency known for delivering Smart Creativity for technology, software and manufacturing clients.  

Connect on Linkedin: https://www.linkedin.com/in/randy-james-38439a/ 

GUEST BIO:

Amy Franko
Founder & President | Impact Instruction Group
Author of The Modern Seller 

Amy Franko built a successful and lucrative B2B sales career with global tech giants IBM and Lenovo. She then took a 180° pivot into entrepreneurship in 2007, launching a training company, Impact Instruction Group. She knows what it’s like to build a book of business and a Fortune 1000 client base from the bottom up. She has successfully navigated that steep curve, consistently selling 5-to-7 figure engagements with repeat business and loyal clients. Amy is also the author of The Modern Seller: Sell More & Increase Your Impact in the New Sales Economy. Smart Business Books, September 2018.  

LinkedIn: linkedin.com/in/amyfranko
Twitter: @AmyFranko
Email: amyfranko@gmail.com  

GUEST BIO:

Ralph Marino
SEO Specialist
STEALTHbits Technologies

Ralph Marino is an SEO Specialist with 6+ years of proven experience in marketing and has accomplished measurable results while leading marketing efforts in a dynamic, ever changing, digital environment. Ralph has extensive knowledge in SEO, social media, marketing campaigns, and brand building & governance however his passion is with Search Engine Optimization. He previously worked for Colorado’s largest digital marketing agency managing a portfolio of well-known brands and businesses SEO campaigns. Ralph transitioned out of the agency life and now works in-house as an SEO specialist for STEALTHbits Technologies, a leading provider of data security solutions, helping organizations protect their most critical assets against today’s greatest threats. 

GUEST BIO:
Brandon Snyder
Director of Marketing
HMB - Information and Technology Services Company

Brandon Snyder is a Columbus, OH marketing consultant with a deep understanding (and admiration) for small businesses. Brandon is also the Director of Marketing for HMB, an information and technology services company in Columbus, Ohio. With over 10 years of experience having started, ran and exited businesses of my own, I’m uniquely qualified to help small business owners better leverage marketing to grow their business. Many business struggle with marketing for one key reason, uncertainty. Brandon is on a mission to bring a mindset, framework and tools that revenue teams can use to make marketing and sales success more predictable. 

In this episode, Our focus will be on leadership and the challenges facing marketing and sales leaders when it comes to change. Change is everywhere, it is constant, and, it evolving rapidly and it's everywhere. Dennis will share how you can look at change, how, as a leader can you  deal with and manage change?

GUEST BIO:

Dennis Brouwer
CEO, Leadership Enthusiast, and Award-winning Navy Tactician.
The Brouwer Group 

Dennis Brouwer is the CEO of The Brouwer Group, a business analytics firm that helps companies become more competitive, agile and customer-focused. He has over two decades of experience as a senior leader in sales, marketing, and product development roles, including five years as an executive with P&L responsibility for a $300m global IT services business.

He began his career as a naval flight officer and mission commander searching for Soviet submarines while deployed aboard USS Ranger and USS Enterprise. For the past  five years, he has applied his military and business experience to the challenges of  creative leadership, peak performance, and business strategy. He holds the certificate in leadership coaching from Georgetown University and is the author of “The Return on Leadership”, which focuses on the Vision, Engagement, and Execution as the key building blocks used by highly effective leaders

Connect on Linkedin: 

ABOUT THIS EPISODE:

In this episode, Cathy McPhillips, VP of Marketing at the Content Marketing Institute talks with Dan and shares her story and the important role hiring the right people and how she has successfully utilized content and data to advance her career, strengthen the CMI brand and grow the organization, summits, events and publications that benefit content marketers daily.  

GUEST BIO:

Cathy McPhillips

VP, Marketing 

Content Marketing Institute

Cathy McPhillips

is the Vice President of Marketing for the Content Marketing Institute, an Informa company, where she oversees marketing efforts for the brand including 

In-person events Content Marketing World and ContentTECH Summit as well as Content Marketing University and Chief Content Officer. 

Prior to joining CMI, Cathy managed social/community efforts for Share Our Strength’s No Kid Hungry campaign, owned her own strategic marketing business focused on media and digital/social marketing for several international restaurant brands, and was media supervisor at Wyse Advertising in Cleveland. She was part of Ohio University’s Jerry L. Sloan Visiting Professionals in Public Relations program in 2017, and guest lectures at Kent State University, Cleveland State University and University of Akron. 

Cathy was named to Folio:’s 2014 Top Women in Media, and MarTechExec 2018 50 Women You Need to Know in Martech.

Connect on LinkedIn: 

About This Episode:

In this episode, Kelly will share her unique, timely and creative approach to build brand awareness, stay in front of her customers and prospects and create an opportunity for her construction management company to stand out and have some fun at the same time. 

About Our Guest: 

Kelly Zemcik is the Marketing Manager at Miles-McClellan Construction, a construction manager/general contractor with offices in Columbus, Ohio and Charlotte, North Carolina.

She’s been growing as a marketer in the A/E/C industry for 11 years and a member of SMPS just as long. Kelly is a one-person marketing department guiding her firm by using best practices and bringing inventive ideas to market.

Connect on LinkedIn: