In this episode, Jeff Davis talks to Douglas Burdett, also known as the "Oprah of Book Reviews," the host of "The Marketing Book Podcast," and Founding Principal of Sales Artillery. Douglas believes there are more companies who have a sales problem than a marketing problem. Most of them don't realize that their marketing is actually going to be better if they can align it with the way they sell. They discuss how companies that approach their customers with genuine understanding are the ones who come out on top. To truly capture an audience's attention, it is essential to demonstrate genuine empathy by demonstrating that you understand what they want and need. To help companies stand out from the competition and achieve success, Douglas provides insight into buyer-centric strategies to help marketers build trust with buyers, allowing them to uncover what’s driving purchase decisions on an emotional level. Listen to discover how you can tap into this knowledge!

In this episode, Jeff interviews Scott Gillum, who is the Founder and CEO of Carbon Design, a marketing agency that uses audience insight and personality to increase conversations, engagement, and revenue for clients. Scott believes that in order to differentiate a message or get people to advocate for it, one must create a personal connection with them by understanding their motivations, behaviors, and personalities. They discuss the four distinct personality types that are found in a buying group: the influencer, champion, challenger, and steady. They also talk about how to effectively coach B2B salespeople to connect with modern buyers and emphasize the importance of understanding corporate culture, motivations, and dynamics between people in the deal when coaching salespeople. Salespeople often come across false positives who seem friendly but don't actually do anything; these are influencers who like new ideas but are not invested enough in the process to move things forward. Listen to understand why softer sides of selling are important and how tools are not able to capture them. Don't miss out on this opportunity to gain more insights into your customer's purchase decisions! Tune in and learn how you can be more strategic about casting a wide net for leads.

In this episode of Rev Engine Podcast, Jeff Davis welcomes Gabe Larsen, who is the Head of B2B Marketing at Meta and an expert in the startup space. Jeff and Gabe have an intriguing conversation about how B2B revenue leaders can leverage the metaverse. Gabe shares his experience and insights on how businesses can use the metaverse to enhance revenue growth, including adapting work experiences with a 3D element, using video more creatively, and exploring new platforms for customer service and advertisement. He also introduces the concept of "Signal-based Marketing," emphasizing the importance of listening to customers' signals to pursue them effectively. Gabe highlights the significance of customer behavior and using data from multiple sources, such as Shopify, job change alerts, and customer support rep hires. They discuss the importance of communication within sales and marketing teams and how AI technology can optimize customer service. They suggest that a CRO overseeing both marketing and sales, along with rules of engagement, lead scoring, and opportunity scoring, can help align sales and marketing teams. Rev Ops can act as a mediator if there is disagreement between the teams. Tune in to hear valuable insights into the metaverse and how B2B revenue leaders can leverage it to enhance revenue growth. Listen about the significance of customer behavior and effective communication.

In this episode, Jeff has an incredible chat with Julia Nimchinski and Justin Michael - two visionary leaders in B2B revenue innovation. Through the co-founding of HYPCCCYCL and authoring "Reinventing Virtual Events" together - these insightful pros offer so much for you to learn about re-imagining go-to market strategies. They stress the importance of building relationships with customers, making them the stars of events, and following up to build a community. Key takeaways from this discussion include: flipping the script by having sales and marketing superstars coach others on their methodology; putting your audience first versus panelists or vendors; utilizing simulation role plays for maximum engagement during virtual events; aligning sales and marketing strategies such as guided selling and revenue intelligence to better meet customer needs. Learn how salespeople and marketers have different languages, which can cause a dysfunctional relationship between the two. Discover how practicality is key when aligning sales and marketing teams - getting them in the same room together with coaching sessions will help create collaboration on both sides. Gain knowledge about the challenges of making human connections through automation and how technology should be used for creating conversations instead of automating them. Key into Julia and Justin's expertise when you tune in!

In this episode, Jeff speaks with Dan Cilley, the CEO of Vendor Neutral, which is a company that helps organizations with sales technology identification, selection, integration, onboarding, and adoption. Dan believes that too many internal teams are busy talking but not communicating with each other, which produces silos within those organizations, leading to poor communication and ultimately failed digital transformation initiatives. He shares his recommendation to ensure that all software platforms are integrated and aligned with one another. They also discuss how many sales leaders think about new technology in terms of workflow, but often fail to integrate it into a larger system. They agree that tech acquisitions are often done in silos, which can lead to the technology becoming shelfware and they argue that a more holistic approach is needed, one that takes into account the entire company ecosystem and how different technologies can work together. Listen to the discussion on digital selling and how it connects with the modern buyer, the importance of having a sales playbook that is aligned with technology in order to be successful, and the importance of educating channel partners so they can sell successfully. Find out why sales and marketing teams need to work together closely with transparency and communication to be successful and learn why senior leadership is typically the champion or catalyst for change within an organization when it comes to digital transformation. Discover why it is important to define the sales process first and then think about what technology will actually help move the needle forward at each stage of the process. Technology should be integrated into a single strategy, rather than having multiple isolated technologies that do not communicate with each other.

In this episode, Jeff talks to Steve Patti, a multi-industry Chief Marketing Officer (CMO) and a GMT Leader. He has over 30 years of combined experience starting out in sales and then eventually transitioning to marketing. He was also featured as a guest on our first podcast "The Alignment Podcast", which was well-received. So, he's back to elaborate about his expertise and to see how the market has changed to help understand the revenue engine holistically. Steve suggests that successful marketing and sales leaders focus on capturing demand as opposed to creating it. By leveraging awareness of your brand and product, buyers will become familiar with what you have to offer, making sure they don't miss out on potential solutions offered by the company. Once attention is captivated, forming preference for a particular solution should be achievable. Listen to learn how to stop selling and start helping people buy, how to facilitate discussions, how to extract impactful quotes and stats from ICP discussions, and how to develop authentic relationship. Uncover the secrets of helping people find what they need through productive conversations so you can provide tailored solutions that solve real buyer needs.