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What’s the real reason so many B2B sales teams miss their revenue targets? In this episode, we go beyond the usual talking points and dive headfirst into the psychology, data, and leadership gaps holding go-to-market (GTM) teams back.
Just Global’s Bobby Hare sits down with Seth Marrs, Chief Strategy Officer at Sandler and a former Forrester analyst, to explore the biggest blind spots in B2B sales today. From the cultural impact of ‘demo addiction’ to the misalignment between sales and marketing metrics, Seth and Bobby break down the systemic blockers keeping revenue teams stuck in the past, and offer a compelling vision for what’s next.
It’s not about more tech. It’s not about more leads. It’s about changing the way we deliver growth.
www.justglobal.com
www.sandler.com
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In B2B marketing 81% of ads are invisible and 95% of buyers aren’t even in-market. Tough crowd. What does it take to break through and reach your audience? And what does the research tell us about content that works?
Join Jon Barkworth, Just Global, and Jonathon Palmer, LinkedIn, as they discuss why high-quality creative and bravery can drive four times profit, and how to do it. Including:
- Winning the battle for peripheral attention
- How brands signal value to buyers
- Embracing the role of emotion in B2B
- The competitive advantage of creativity
- The importance of social proof
- Removing the fear of failure
If you want to cut through the noise, win over buying committees, and make marketing that draws attention, this is the podcast for you.
References:
Amazon LinkedIn video ad for Valentine’s day 2025: https://www.linkedin.com/posts/amazon_never-drop-the-ball-on-a-valentines-day-activity-7295819672937971713-RdQa?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAaS0aABco5tEVX9h8egrugPC_cBbqH8m4Y
Google pixel 9 2025 superbowl ad: https://www.youtube.com/watch?v=-7e6g11BJc0
LinkedIn research ‘81% of ads go unnoticed’: https://business.linkedin.com/marketing-solutions/b2b-institute/better-bolder-b2b-branding
Will smith eating spaghetti side by side comparison of AI video tech leap forward 2023 – 2024: https://www.instagram.com/reel/DEc5ZehNiye/?utm_source=ig_web_copy_link
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Companies that adopt an ABM go-to-market strategy outperform those that don't. That's according to research from our guest on this episode, Co-founder and CEO of specialist ABM market research and advisory firm, ForgeX.
It makes sense when you think about today's expectations of a personalized experience. The challenge lies in adapting ABM to suit your own business needs. This requires some independent thinking.
Join Davis Potter from ForgeX, and our own EVP of Growth, James O'Flaherty, as they take a fresh look at ABM for today's go-to-market strategies.
They cover:
ForgeX: https://www.forgex.ai/
Just Global's ABM solution: https://justglobal.com/just-abm/
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As we build a new definition of the workplace, one thing will be crucial to productivity and success - ensuring people feel a sense of community where they work. This as our host calls it will be 'the next wave of workplace development'.
Dive into the challenges faced by all people leaders in this episode, featuring two experts proud to be thinking differently. From the rise in burnout, to the shifting attitudes to hybrid working (or required office working), to ways to embrace technology and AI, and the promise of happiness.
Just Global's Chief People Officer DDS Dobson-Smith is joined by Cara Brennan Allemano from Lattice, one of the world's best people management platforms, for episode five in our series 'Reinventing B2B'.
Related links:
Just Global, Global B2B Marketing Agency of the Year: www.justglobal.com
Lattice: www.lattice.com
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72% of business leaders see marketing as not essential to their company’s evolution in 2024 (Gartner). Add to this the speed of emerging technology and swathes of data, and there’s a need for marketing to win over stakeholders and drive growth in the months to come. We see this as a huge opportunity.
Listen in to James O’Flaherty, our own EVP of Growth, chatting about future-proofing a global marketing function with CMO for Global Markets at TCS, Ashish Babu.
In this episode we ask the important questions: how to stay agile in this environment? How to build loyalty? How to prove your worth? How to predict what’s coming? And how to harness AI?
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Analytics and strategic thinking are truly the brains behind great B2B marketing. But in a world saturated by data, platforms, and solutions, wrangling your analytics is becoming increasingly difficult. Join our two most senior experts in this area as they explore some of the best ways to get a handle on your data, so you can forge a path to bigger and better results. Tune in as Emilie Lee, EVP of Analytics, and Kat Van Biene, Director of Ad Operations talk to James O'Flaherty about overcoming common challenges, understanding the role of ad ops in analytics, making your data and platforms work hard for you, and what the future holds (including a look at AI and cookies).
Referenced in this episode:
Just Global's guide to a cookieless future - https://justglobal.com/insights/insights/cookieimpactanalysis2024/
Just Global x Octane11 guide to optimizing your B2B marketing data 'Bringing Sexy Back available to download here - https://justglobal.com/reinventing-b2b-podcast/?utm_content=287304002&utm_medium=social&utm_source=linkedin&hss_channel=lcp-548029#bringingsexyback
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Now more than ever, creative thinking in B2B marketing is vital. It can make the difference between being just OK, and cutting through the noise to leave a lasting impression. Join Jon Barkworth, Just Global’s VP of Strategy, as he chats to creative change maker Guy Bauer from Umault about how not to be boring. Listen in as they cover the difference creativity can make, ways to inspire it in teams, how to manage risk, and crucially, how to get buy-in.
For more thoughts from the experts on getting creative, see 'tips for taking risks with your creative' found in the insights section of the Just Global website.
Referenced in this episode:
Umault, Possessed – The Origin Story of a B2B Marketer - https://www.youtube.com/watch?v=5PY9FDXPLuM&t=26s
Upwork, This is How We Work - https://www.youtube.com/watch?v=Bibr1jaz3U4
Patrón Tequila, Our Hands - https://www.youtube.com/watch?v=gzT18PSsOQI
Charlies Bar Enniskillen, Christmas Ad - https://www.youtube.com/watch?v=fMdWN2bQvsA
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The first episode explores the Holy Grail of B2B marketing – marketing intelligence. It should inform everything the marketing department sets out to achieve, underpinning impact, performance, and revenue.
But how can we take a fresh view of marketing intelligence, and what steps can marketers take to produce a market-leading strategy?
Our in-house experts are joined by Hsiaolei R Miller, SVP of Customer Success and Insights at Bombora, who has been instrumental in helping enterprise brands, agencies, and publishers operationalize data and transform their go-to-market strategies.
The discussion will center around the findings of a report produced by Bombora and Just Global on the tech B2B market. Speakers will cover the importance of data and new ways it can be leveraged to deliver strategic insights that can better inform marketing strategies.
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It’s time to do things differently in B2B marketing, so B2B Global Agency of the Year, Just Global, are launching a new podcast. In this series we are taking a fresh approach to B2B. We'll be addressing the important topics with challenging new questions, all to give you the tools to stand out. We invite you to listen in as we debate how to do be different in this new series, along with some of the best minds in the industry.
Episode one 'The Devil is in the Data' launches 12 December wherever you normally get your podcasts. Our in-house experts James O'Flaherty, EVP of Growth, and Marcus Hiles, SVP of Strategy, will be joined by Hsiaolei Miller, SVP of Customer Success and Insights at Bombora, to discuss marketing intelligence and a new report into the B2B market. See you there.
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