Steffen Hedebrandt, Chief Marketing Officer and Co-founder of Dreamdata, brings his marketing and software expertise to the pod for a discussion about B2B attribution. Steffen’s team at Dreamdata have determined through analyzing customer data that it takes, on average, 192 days and 32 sessions for a B2B company to get through its sales cycle. Steffen and Sarah discuss the complicated analytics behind this sales cycle measurement and how B2B companies can optimize their sales cycle with Dreamdata’s software.    Timecoded Guide:  [00:00] Podcast begins  [01:08] 192 days stuck in a B2B sales cycle  [08:00] Why B2B attribution isn’t a hoax   [15:52] Ungating products & implementing freemium levels  [20:39] Owning your own data instead of using Facebook & Google [22:15] Connecting B2B marketing activities to revenue with Dreamdata  ---------   Keep up with Steffen Hedebrandt on LinkedIn and Twitter  Learn more about Dreamdata on LinkedIn and the Dreamdata website  Visit B2B Growth Hacks on our website and remember to subscribe to our newsletter.  Produced by Speakerbox Media 

  How did Trey Tepichin go from lawyer to co-founder of a dental talent marketplace app? Inspired by the realization that dentistry is a shockingly difficult profession, especially when it comes to staffing, Cloud Dentistry was born. Trey’s app connects dental professionals through a reliable platform for temp work, minimizing burnout and maximizing productivity. Trey walks through finding a suitable marketing model, holding clients and businesses accountable, and inspiring trust to retain clients.  “Oftentimes dental hygienists feel underappreciated. To have an organization that is advocating for them, showing them appreciation, that goes a very long way.”   In this podcast, Trey covers:   [00:00] Understanding the unique struggles dentists are facing   [06:20] Managing a dual-sided platform with Cloud Dentistry   [19:50] Dividing efforts between tech and marketing when launching    [21:19] Making a profit with a subscription-based app  [27:00] Empowering dental professionals and creating community   Links:   Connect with Trey Tepichin on LinkedIn or through his email trey@clouddentistry.com   Learn more about Cloud Dentistry on their website   Additional resources mentioned in this podcast: Cloud Dentistry, Physics of the Impossible by Michio Kaku, Launch by Jeff Walters   Visit B2B Growth Hacks on our website and remember to subscribe to our newsletter.   Produced by Speakerbox Media 

We’re joined by Terri Hoffman, Founder, and CEO of Marketing Refresh. Terri has 25 years of experience in the marketing field. She saw the transition firsthand from traditional marketing to digital marketing. In the past decade, the world of marketing has evolved at a faster rate than most realize. There are new digital marketing channels emerging every day.  Data analysis, case studies, and research drive the future of content marketing. But Terri believes there is still value in picking up the phone and talking to real customers.   “As a marketer, my whole job is to understand people and how they make decisions.” In this podcast, Terri covers:   [1:52] Terri witnessed firsthand the transition from traditional to digital marketing [8:36] How to build credibility and authority with Google and your customers through SEO [25:38] Red and green flags of finding the right agency for B2B marketing [36:47] The key to seeing results with SEO on your website Produced by Speakerbox Media 

We’re joined by Hami Vo Arrington, co-founder of the Houston-based digital marketing agency One Foot Over. She started the business with her best friend Stephen Brent May. With a small team, they specialize in B2B marketing and inbound marketing. The name One Foot Over comes from their drive to push their creative limits to the max and finish every project strong. Being a strategic marketing agency is what sets them apart from the rest.   In this podcast, Hami covers:   [00:00-5:14] Intro and Hami’s childhood experiences as an Asian-American.  [5:15] Balancing both personal and professional life [8:42] Challenges in modern business, remote work, and growing a team [11:21] Navigating creativity, community, and collaboration [22:38] What gets Hami up in the morning? 

We’re joined by Javier Carro Prado, COO of Blue People, a rapidly expanding international software and consulting company. Blue People has a diverse portfolio of application development, cloud consulting, staff augmentation, and so much more. Javier shares his journey from getting his engineering degree to falling in love with the world of IT and taking the leap to join Blue People in its beginnings. From a handful of employees in Monterrey Mexico to over 100 employees internationally, Blue People has grown into a thriving business with a community of original thinkers and unique company culture.  In this podcast, Javier covers:   [2:22] Javier’s education and early career  [4:14] Mexico as a hub for technology  [5:22] What is Blue People?  [17:06] Expanding to an international company  [20:50] Networking in Houston 

We’re joined by Madison Long, CEO of Clutch, in a discussion that focuses on feeling underrepresented and overlooked. Madison, along with her co-founder Simone, have created an incredible service with Clutch, connecting students to marketing roles in small businesses. Madison and Simone are tearing it up and defying expectations, thanks to design thinking, emotional intelligence, and an abundance mindset. We caught up with Madison to find out her story, and to learn how our businesses can be more like Clutch.  In this episode, Madison covers:  [02:43] Pivoting throughout the COVID-19 pandemic to create Clutch and provide a service to college students searching for professional marketing opportunities  [09:03] Utilizing design methodology and user feedback to iterate on Clutch’s services and create a business that fully understands and engages the end user at all times  [14:04] Creating a strong team of employees for Clutch that are creative, engaged, and loyal to the company thanks to ethical business practices, consideration for employees, and emotional intelligence from top-to-bottom of the organization   [21:57] Breaking through her personal fear of public speaking to become a vision-driven CEO ready to pitch Clutch to anyone at any time, no matter how public or large the platform is  [31:32] Going beyond the limits of feeling underrepresented and overlooked through an abundance mindset and a focus on the bigger picture of the value of Clutch’s service and Madison and Simone’s vision for Clutch 

We’re joined by Charles Gaudet, CEO of Predictable Profits and Host of the Beyond 7 Figures podcast, to discuss the three-part structure of growth: optimization, systemization, and innovation. As part of our, Innovate Or Die series, Charles talks about changing business practices during the pandemic and creating sustainable growth.   In this podcast, Charles covers:  Growing a wide variety of companies and businesses  Working with clients that want faster, predictable, and easier profits   Re-evaluating business processes during the pandemic   Preventing dependence within your company and staff   Conveying the value of your business and product through positioning  

We’re joined by Catherine Brown, Founder of Extrabold Sales, to discuss her new book How Good Humans Sell: The Proven Path to B2B Sales Success. Catherine discusses the negative connotation around sales and how we can work to provide helpful simple solutions to our B2B customers while maintaining a positive relationship with our sales processes.  In this episode, Catherine covers: Focusing on sales training within businesses Launching her new book and what that has looked like for her Covering and researching the negative connotations around sales Taking your strategies to the next level with a need/want hierarchy Understanding large concepts within her book and within the realm of sales training

We’re joined by Ingrid Thorp, culture strategist and founder of Thorp, to discuss diversity and inclusion as a necessity of business. As part of our Resiliency series, Ingrid talks about how a collaborative diverse community with a variety of perspectives is a key to success and a solid indicator of the continued strength of your team.  

We’re joined by Christopher Avery, CEO and Founder of The Responsibility Company, to discuss his company’s unique and thoroughly researched approach to teamwork and leadership. As part of our Innovate or Die series, Christopher delves into his thoughts around innovation and walks us through the different steps of The Responsibility Process®.  

We’re joined by Wayne Lopez, Co-founder and Chief Product Officer for Vertify, to discuss analytics and company transitions. As part of our Innovate or Die series, Wayne talks about the importance of simple and clean data, transitioning from services to products, and how Vertify optimized their growth during the pandemic.  

We’re joined by Craig Koopersmith, CEO of Skyline Displays of Houston and Innovative Environments, to discuss the ups and downs of business turnarounds and running a company for profitability. As part of our Innovate or Die series, Craig talks about managing culture shifts, understanding what to do during an economic downturn, and developing a relationship of trust and transparency with employees at every level in your company.  In this podcast, Craig covers:   Getting his start in geological and petrophysical engineering  Finding the right time to buy Skyline and manage a growing business  Starting a business vs running a business to be profitable  Building trust to create a safer, better environment for employees and businesses  Coping with massive revenue drops during COVID-19  

We’re joined by Paul O’Brien, CEO of Mediatech Ventures, to discuss how to create a more innovative culture, both inside the workplace and in the outside world of our towns and cities. As part of our Innovate or Die series, Paul talks about the tie between accessibility and inclusion, communities that support risk-taking, and the importance of celebrating failure.   In this episode, Paul covers:  Business communities vs startup communities  Fostering and supporting risk and failure on a culture-wide scale  Creating an accessible community by tearing down barriers and silos  Keeping up with change in a startup vs a company  Prioritizing marketing the right way in a startup environment    

We’re joined by David Pachter, Co-founder and Executive Chairman of JumpCrew, to discuss innovation and its role in business leadership. As part of our Innovate Or Die series, David talks about the challenges and successes of remote workplaces, as well as the powerful trust that can be formed through vulnerability and stepping out of your comfort zone.   In this podcast, David covers:   Wandering and stumbling before finding success  Taking the time to let your ideas resonate   Finding the grit to innovate and change   Inspiring your team to work together, even remotely  Making the uncomfortable calls and knowing when to keep at it   

We’re joined by Jennifer Miller, Fractional CMO and founder of Strategically Connected, to discuss the power of building a referral network. As part of our Resilience series, Jennifer talks about the value referrals have to career longevity and how to forge your next opportunity to connect with others on sites like LinkedIn.   In this podcast, Jennifer covers:  Clarifying brands and connecting with people   Tapping into the hidden power of a strong referral   Listening and personalizing your relationships with your referral network   Sharing value and building organic relationships   Utilizing tools for every budget and referral goal 

We’re joined by Christie Post, Senior Marketing Strategist at Studio X and Adjunct Professor at Arizona State University, to discuss all things marketing and innovation. As part of our Resilience series, Christie talks about the current uncertainties in the marketing landscape and how mindset means everything.  In this podcast, Christie covers: Managing and adapting to a growth mindset Creating community within organizations Innovating with a human-centered approach Capturing customers in the moment Finding resilience in a startup environment 

We’re joined by Dan Oblinger and Allan Tsang, negotiation coaches and consultants, to discuss the craft of negotiation and how to build stronger agreements with clients. As part of our Resiliency series, Dan and Allan talk about longevity in business negotiations and how forming solid relationships within agreements leads to a better rate of retention amongst clients.  In this podcast, Dan and Allan cover:  Studying the craft of negotiation and learning by doing  Listening as a company effort in negotiating  Acquiring clients through effective conversation and negotiation  Embracing the answers your clients have, both “yes” and “no” Doing your research on client longevity and why clients leave 

This week, we’re joined by Deepak Lalwani, founder and change management consultant at Deepak Lalwani & Associates. Deepak talks with us about the human element of the consultation work he does and how to optimize the implementation of technology for both your organization and your clients.   In this episode, we cover:  Focusing on effective and usable technology adoption   Avoiding losing the human piece in consulting   Building long term trust with clients and customers  Adapting to specific management styles to serve impactfully  Walking clients through information with eye contact and face-to-face interactions 

We’re joined by Sam Moss, CEO, and Co-Founder of One Click Agency, to discuss web developing and designing with a customer-centric approach. As part of our Resiliency series, Sam talks about website resiliency and how to make sure your brand’s website can withstand the test of time.   In this podcast, Sam covers:   Building a website that’s resilient and relevant   Solving the problems your customer has   Keeping calls to action clear and concise   Unpacking current design trends   Doing your research on marketing  

We’re joined by Holly Woods, founder, and CEO of Emergence Institute, to discuss the importance of purpose. As part of our Resilience series, Holly talks about the work she does to help others find their purpose and how her work impacts powerful CEOs, entrepreneurs, and executives that want to change the world.  In this podcast, Holly covers: Explaining her origins and how she started Emergence Institute Healing from trauma and finding what she’s meant to do Identifying barriers to resilience and seeing “the other side” Aligning yourself, your work, and your business with your purpose Learning how to be human and how to change the world