Welcome to the B2B Sales Tech Podcast - This is the place where you’ll find real conversations with real sales leaders about how you can leverage sales technology to get ahead of the pack and improve your sales numbers by taking advantage of emerging technology, before your competitors get there first.
They’ll share everything from the trends they’re seeing in the marketplace to actionable strategies that you can use to make more sales today. So, if you’re ready for a value packed interview - listen on.
Mark Ackers is Head of New Business at Refract, a company that uses AI to help sales teams have better conversations and determine what separates top performers from the rest. Refract brings technology to reform the management and training of salespeople. It analyses calls and enables sales managers to save time by revealing key coachable insights and moments. In this episode Mark talks about why communication is so important, tips on cold calling, and the prospecting days he runs at Refract.
Trey Gibson is the CEO of SPOTIO, a sales tracking and territory management solution for field sales teams. Even though reps have a CRM, a quota, and a territory - there are no real software tools to understand the actual productivity that outside sales reps have in the field. In this episode, he talks about solving the problem of salespeople not using the CRM, the importance of tone in sales calls and the problems SPOTIO solves for field teams.
Link to the show notes: https://morgandwilliams.com/028-using-data-to-maximize-the-productivity-of-your-outside-sales-team-with-trey-gibson/
Jack Maher is an expert in digital transformation. He is the author of Standing on Shoulders: A Leader’s Guide to Digital Transformation. The book contains practical, actionable information on building an employee and customer-obsessed culture that drives speed and efficiency while leveraging technology to sell better products and services. In this episode, he talks about why being the best means using technology, the power of automation, and things to consider when integrating new technology into an organization.
Alzay Calhoun is a business coach and the owner of Coveted Consultant. His step by step program focuses on three business systems that allow business owners to get the greatest amount of impact in the shortest amount of time. In this episode, he talks about dealing with overwhelm in his business, the importance of focus, and understanding the invisible decisions that can make or break your business.
Raluca Apostol is the Audience Acquisition, Lead Generation and Campaign Marketing Director of Event Marketing Stars. Event Marketing Stars is a data driven marketing company for events and conferences. Events can be an important marketing tool, but in order to be effective they need to generate both attendees and revenue. In this episode, Raluca talks about technology in events, how to run a great event and how to turn an attendee into a lead.
Brian Downard is the Founder of BD Ventures and a partner at Prospecting on Demand. Prospecting On Demand helps consultants and agencies create a steady source of high-quality leads without paying for ads. Brian is an expert in helping people start and grow profitable B2B service companies. In this episode, he talks about using LinkedIn for lead generation, how he built his Facebook group, and the importance of knowing who your customer is.
Neil Napier is the CEO and Co-Founder of Kyvio. Kyvio helps info product creators sell more products by helping them easily create profitable membership websites, sales funnels, lead generation funnels, and more. In this episode, Neil talks about the end of all-in-one products, why creating community increases sales, and the importance of a focused mission.
Link to the show notes: https://morgandwilliams.com/023-how-to-map-customer-journeys-into-your-sales-funnels-with-neil-napier/
David Henzel is the CEO of TaskDrive. TaskDrive takes over labour intensive sales development tasks, so your team can focus on closing more deals. David previously created MaxCDN, a Los Angeles Content Delivery Network that he went on to sell. David has been an entrepreneur in Germany, USA and now Turkey. In this episode he talks about having a clear mission, developing a niche, and selling in international and untapped markets.
Link to the show notes: https://morgandwilliams.com/022-how-your-companys-mission-vision-and-core-values-can-make-or-break-your-business-with-david-henzel/
Kirk Deis is the CEO of Treehouse51 and The Bug Squasher. Treehouse51 is a digital marketing agency and The Bug Squasher is a comprehensive system for diagnosing and tracking bugs in your code. Kirk has a varied background in marketing and web design. He believes in the power of telling stories and in a world where anyone can make a website, that good web design is still important. In this episode, he discusses finding his first clients, why there is still value in the old methods of selling, and the future of video in sales and marketing.
Stefan Ciancio is the co-founder of Growth Commander, software that helps you create the most viral content online. Stefan is an internet entrepreneur with vast experience in content creation, promotion, and distribution. In this episode, he talks about how he approaches blogging, tips on growing traffic through content, and why affiliates can be incredibly important in the beginning of any new online business venture.
Amir Reiter is the CEO of CloudTask, a managed workforce provider for growing companies looking for B2B Sales, Customer Success, and Customer Support solutions. CloudTask wants to solve the problem of scaling and growth that many companies face. Amir faced these problems in previous entrepreneurial pursuits and this was his inspiration for creating CloudTask. In this episode, Amir talks about how CloudTask helps with growth, the rise of social selling, and how sales is changing.
Shruti Kapoor is the Co-Founder and CEO of the sales enablement startup, Strings.ai. Strings.ai assists, audits and analyzes every sales call through their AI engine and gets real time insights on how your sales reps can improve their performance.
Shruti believes in the power of data to tell stories and wants to help salespeople get better at telling them. In this episode, she talks about why reviewing sales calls is important, how sales has changed over the past decade and how Strings.ai supports salespeople during sales calls.
Michael Fossi is the Head of Sales at Rainmakers. Rainmakers is a hiring platform that connects high-performing salespeople with awesome companies. They want to improve the hiring experience for both the candidate and the employer. Michael has a passion for improving the hiring process and recognizes how important finding the right talent is for every business.
In this episode, Michael talks about the challenge of hiring the right salespeople, using AI tools for recruitment, and how Rainmakers improves the sales hiring process.
Shawn Finder is the CEO & Co-Founder of Autoklose, a revolutionary sales automation platform that is used by 3000+ sales professionals around the world to help them automate tedious tasks so they can focus on selling. Autoklose features automated lead generation software, an email drip campaign management tool, and various different CRM integrations.
Shawn has a background in sales and entrepreneurship. He successfully founded ExchangeLeads, a B2B data company, and parlayed it into Autoklose. In this episode, he talks about making videos, the importance of self branding, and why the Autoklose team built a community through social media before they had a product.
Link to the show notes: https://morgandwilliams.com/016-how-to-book-more-demos-and-discovery-calls-today-with-shawn-finder/
Derek Homann is the co-founder of Median. Median allows your website visitors to connect directly to a salesperson when they have the highest interest in your product or service. Median wants to change how salespeople interact with potential leads, making the process faster, more meaningful and more successful. Derek previously led teams at Flywheel and LinkedIn and has a background in customer service.
In this episode, Derek talks about branding, why you need to connect with potential leads immediately, and why chatbots aren’t the answer.
Link to show notes: https://morgandwilliams.com/015-a-simple-way-to-turn-more-website-visitors-into-sales-calls-with-derek-homann/
Elad Levy is the Head of Growth at Fixel. Fixel is a fully automated segmentation tool that ranks your website audience according to their level of engagement. Elad has a background in web analytics, marketing automation, and SEO.
In this episode, he talks about the rise in using data, how Fixel helps marketers make decisions based on data, and what the two most popular pages on a website are.
Georgios Chasiotis is the Co-Founder of georgioschasiotis.com, a client-centric digital agency that specializes in online communication and advertising. By implementing advanced online strategies, they communicate your company's message directly to your target audience.
In this episode, Georgios talks about how voice is changing things, that brands need a personal side, and his process of working out what a company needs help with.
Charles Stead sells ink cartridges from his bedroom office in Wales, UK. He doesn’t advertise and his company doesn’t have a website. What he does have is over 450 customers including McDonald's and Specsavers (a large UK company). He has achieved this purely through cold calling. Why does Charles think cold calling is still important in the day of email and automation?
In this inspiring and motivational episode, Charles talks about the 3 keys to success in cold calling, why connection is a dying art, and the community he has built to help people find success in cold calling.
If you want this episode's show notes, head over to: https://morgandwilliams.com/012-an-inspirational-story-that-every-cold-caller-should-hear-with-charles-stead/
Rushi Adhia is a customer support and sales consultant for SaaS companies. With a background as a developer, email marketer, customer support executive, and much more. He now uses his skills and experience to help organizations develop strong customer service departments.
In this episode he talks about why good customer service helps with retention, the use of technology, and how he works with companies to improve their customer service.
Kris Sharma is the founder of Freestyle Growth, a growth marketing agency for B2B tech companies. Kris started as a comedy writer, became a salesperson and moved into consulting and growth marketing. Kris is a strong believer in content marketing and a big fan of webinars.
In this episode he talks about the importance of human connection in sales, providing value to leads and why he’s so passionate about webinars.
If you want this episode's show notes, head over to: https://morgandwilliams.com/010-using-webinars-and-content-marketing-to-sell-b2b-saas-products-with-kris-sharma/
Alex Glenn is a growth marketer who started as a salesperson for a variety of companies and had a habit of finding the white space in his different accounts and markets. His current venture is Automated.af to help people find the right tech stack for a better customer experience.
In this episode, he talks about the democratization of MarTech, the changing state of partnerships in B2B, and how startups can use automation to grow their businesses.
If you want this episode's show notes, head over to: https://morgandwilliams.com/009-how-to-leverage-partnerships-and-automation-to-grow-your-startup-with-alex-glenn/
Alex Grieco is an expert in creating digital marketing agencies and has developed a system that other people can use to create a successful business. Alex is the Founder of Blue Fox Media, a Social Media Marketing agency, and Agency Mentorship Elite, an action packed 8 weeks training that helps everyday people start and grow very profitable advertising agencies. Alex truly believes that anybody can start their own online agency and live a life much more meaningful life with significantly improved income and freedom.
In this episode, Alex talks about his journey in entrepreneurship, the lessons he has learned, and how to follow up with a lead.
Link to the show notes: https://morgandwilliams.com/008-a-simple-and-powerful-follow-up-process-that-will-help-you-close-more-deals-with-alex-grieco/
David J.P. Fisher shows professionals how to harness the power of relationships to uncover new opportunities and make existing business easier. He helps individuals and organizations win more business by building their digital influence and creating human connections. He has written 7 books, including the best-seller “Hyper-Connected Selling” and is the host of "Beer, Beats, and Business", a podcast which provides listeners access to conversations with entrepreneurs, salespeople, business owners, writers, and others who are leading their industries.
In this episode he talks about how to take old school selling skills and combine them with technology and how to get started with using digital platforms to engage with potential clients.
Link to the show notes: https://morgandwilliams.com/007-how-to-build-a-personal-brand-for-networking-and-social-selling-with-david-j-p-fisher/
As an early adopter of chatbots technology, Arvell Craig helps companies create chatbot funnels that take leads on interactive journeys to become qualified opportunities.
He recently launched the "COFOCUS Accountability Chatbot" inside Facebook Messenger which automates accountability conversations for professional coaches.
With ChatbotFunnels.me - we are helping marketing agencies standout with their clients by providing innovation, uncommon creativity and positive ROI on ad spend.
In this episode, he talks about how conversational marketing and a solid conversion process can produce an outstanding ROI for your marketing campaigns.
Brian Basilico helps small and medium-sized businesses connect with their perfect customers to generate more sales. He is an internationally recognized best-selling author, online marketing strategist, and sought out speaker on the topic of social networking, relationship marketing, and internet marketing for business. He has over 30 years experience of running businesses traditional and new marketing tools Brian started his first business at 16 and was doing content marketing before the internet and email existed. In this episode, he talks about building relationships, thinking about the tools you use, and why he’s known as the B.A.C.O.N guy.
Yan Moukoury is an entrepreneur and the founder of Voltaire, an AI personal assistant which uses data and machine learning to automate your research from thousands of sources including LinkedIn, Facebook, and Google. The system will automatically generate personalized follow ups and re-open a previous stalled conversation in a charming way. Yan was born in Africa and moved to the US by himself when he was 15 to play basketball. After playing professionally he moved into sales. In this episode, he talks about account based selling, how AI can assist salespeople with their daily tasks, and why AI won’t replace the need for a salesperson anytime soon.
Rob Andreski is the VP of Sales, Midwest for Enradius. Enradius is a local programmatic digital advertising platform that is bringing the value of programmatic display, mobile, video, and social to small and mid-sized businesses, non-profits, agencies and publishers. Rob is a digital media and technology sales veteran with over 18 years experience working with advertisers, agencies, and publishers. His key areas of expertise are digital advertising including display, programmatic, mobile, and video. He started his career in digital media with the company that later became Monster.com. Rob talks about the rise of programmatic advertising, other trends in digital marketing and the power of geofence advertising.
Curtis Bendt is the VP of Customer Success at Market Joy which is one of the leading B2B lead generation and sales development companies in the US. He has over 28 years experience in sales and is an expert in lead generation, campaign design, and lead management. He specializes in scalable, viable, quality driven lead generation and telesales. In this episode he talks about cold calling campaigns, the keys to successful email campaigns, and how they work with startups.
Nolan Clemmons is a growth marketer, games entrepreneur and blogger. He assists gaming and other companies in digital marketing and is an expert in creating outbound sales campaigns from scratch. He also trains inside sales teams on how to drive organic growth. Nolan started his career at a gaming startup before getting involved in marketing. He has become the go-to guy for finding out what software and apps to use for outbound sales and marketing. In this episode he talks about his Sales Stack framework, the power of chatbots, and how to work with automation.