The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 4 years ago

WTH is the The B2B Revenue Executive Experience?

ABOUT THIS EPISODE

There are some great podcasts out there on sales enablement. They have fantastic advice on how to accomplish certain goals and strategies, as well as how emerging technology affects our work. 

But there's a gap in the podcast world. 

Chad Sanderson, your host, started this podcast because he wants to hear from his potential buyers about what they really care about, and how they respond to the sales process. 

You're going to be hearing guests that range from the Minnesota Vikings to Adobe. This should be fun.

You're listening to the btob revenueexecutive experience, a podcast dedicated to help in executives traintheir sales and marketing teams to optimize growth, whether you're lookingfor techniques and strategies or tools and resources, you've come to the rightplace. Let's accelerate your growth in three to one. Welcome to the very firstepisode of the B Tob Revenue Executive Experience we're here today with ChadSanderson the host of the BTB revenue executive experience. My name isJonathan, Green, I'm actually one of the producers of the show and todayI'll be talking to Chad about what you the listener can expect from thispodcast. So before we jump into that Chad thanks for being here thanks forallowing me to make this introduction today and why you tell us a littleabout yourself, well appreciate the opportunity to be doing this. It'sgoing to be an interesting experience, no doubt, but I've been a sales andmarketing executive for over twenty...

...years have run everything from globalmarketing teams to been an individual contributor selling me to be complexsales, engagements and and building sales and marketing teams trying to getthe alignment and, after twenty, some ID years of doing that inside of theorganizations. What I found was that I am the most passionate about ActuallyConsulting and coaching sales and marketing teams to get better and sorecently end of last year joined, started value, prime solutions with acouple of business partners, so that we could focus on you know implementingthe things that we had seen help companies make a difference, whether itbe growth margins market, share things of that nature. So for me this is aninteresting next career chapter lets, say: Yeah Yeah, that's fantastic, andit's always nice when you're able to sort of turn something that you'repassionate about into an actual career as you've done, which is fantastic andChad. You had mentioned value. Prime...

...selutions value, priime solutions isobviously producing the podcast. Is there anything else that you can tellus about value? Prime Sollutions Yeah? It's interesting situation. So ifanybody WHO's familiar with sales and a minor stills traiding methodologies outthere, there's a host of them right. Everybody's got something started backwith Ada in the S and everybody's probably heard of spin and challengerwhat I have found most successful, having been trained in the vastmajority of those. What I have found most successful throughout my careeris,actually, the value selling framework and so value. Prime solutions isfocused on leveraging the the valueselling framework and expandingthat offering. So we focus on basically the three legged stool right, somethodology process and skills, the valleyselling framework is excellentfor methdology and process really tune. Those in tie them into your textstackmake sure that things are trackable repeatable using the data and thenvalue prime, since we're certified to use that Ip will be, focusing as wellon skills development. So we're doing a lot of things with companies aroundenhancing negotiation skills or...

...negotiat. Excuse me enhancingprospecting skills tying that into the process, making sure you know rollsinto the methodology. So my business partners, Rick mackanitch and GeorgeCavanal- have been doing this for twenty years. Both of them have beenprior to join in doing the vayselling stuff and becoming part of value, prime.They were both sals executives, running global sales organizations and theirsuccess with valueselling cause them twenty years ago to you know, reallyfocus on that, and so we've teamed up to leverage hat success that we knowvay selling coun provide, but at the same time also extend that offering mmyeah. So Chad tell us why you wanted to start this podcast. You know what waswhat was the Geneis? Why whyis this the next? You know step for Valu, primesolutions, because you did such a damn good job selling me. No, you Knowi know honesty. The bestsalespeople that I have ever encountered. Coached worked with, orwhat I feel has made me successful is...

...that continual education componentright and there are some great podcast out there on sales and sales anaplement. There are things that I listen to on a regular basis, peoplethat that I have come to trust and it's an excellent medium number one butnumber two. What I find is a lot of things focus on. How do I do x like howdo I get better at cold calling or how do I write a better email or what isthe latest piece of technology, and what I have found over the last coupleof years of listening to podcast is there's a bit of a gap. What I, as apractitioner as a sales professional want to hear, is I want to hear fromthe people that I'm targeting my potential buyers. What is it that theyreally care about? What is it that they think of the sales process? We all knowthe stats. We've all seen the stats. Fifty seven percent of people havealready you know- are all ready through the buying process when they start toengage with, is fales rap, so we know those, but I'm really curious abouttalking to those executives that have...

...responsibility or impact on the revenueto see what it is. That really makes them, you know, respond to a salesapproach or to an individual or things that they have seen, and some of itwill quite frankly, for these executives will be a bit ofdemystification of the sales process and what they're experiencing. So thegoal really is, of course you know, continue to establish our brand but,more importantly, fill what I think is just a little bit of a Gat no grantedwe'll have you know sales and marketing experts and and people that are knownin the industry. As you know, consulant suprectitioners and thoughtleayers willhave them on the show, but the real goal for me is to really start to workwith those revenue executives and understand how they view the world andhow technology is impacting it, how sales approaches are impacting it. Youknow I ve example: I've everybody is talking about Co, calling is deat, cocalling is dead or social was the answer you know stuff like that. That'sgreat, but I haven't heard one executive: who was the target of thosetactics, respond to how it made them...

...feel or what impact it had now? We knowit' successful, but I'd really like to kind of go beyond the next step of thetactics and really talk to those revenue executives and get their theirperspectives in their insights. Yeah that that's very interesting and you'vesort of touched on this next question, but I'm going to ask it anyway, just incase there was anything you hadn't covered yet, but you know when theaudience tunes in you know. What can your listeners expect to hear when theylisten to each episode? It'll be interesting, Rad. I guessit'll dependi'll be doing the vast majority of these, but you could haveyou know George or Rick. My business partners do a couple as well, and soyou may probably get a little bit different flavor of show from each oneof us. I probably should put a you know not safe for work warning on on thefront of on the font of the podcast, because I have a tendency to swear likea sailor so trying to try to keep myself on the straight Nnarrows going to be tough. But what...

...you're going to hear is you know we'regoing to talk to people like tod cathlish from theMinnesota Vikings CTO, the minnesoto Vikings, which may seem like a reallyodd guest for a revenue executive focused show. But, but I know, havingworked with todd that, even though he is a technology officer, he has a lotof people trying to call him and sell him things. There are numerous amountsof partnerships that he has to do with on the NFL side of things and I'd liketo get his insights, and so you know what's that like? What does he see whatworks for him? What doesn't we're going to be talking to some sales people fromAdobi as some of the sales leadership from a Dobi and understanding? You knowwhat they get targeted with. They have teams to run, they have targets to hit,but they are also individuals that are the target of the CO calse, the emails,the Social Interactions, the face to face meetings right so reallyunderstanding from their perspective. What has been effective and what hasn'tin their eyes and then also we're going to ask each guest t to just summarizewhat we would call an acceleration tip...

...like somebody listening? What's the onething this person would say if you were talking to a sales or a marketingexpert? What's the one thing you could say to them or tell them to you believe,make them more successful in interacting in your view of the world,so it should be a little bit dynamic. Hopefully, hopefully it'll be a littleentertaining, and hopefully we don't alienate anybody, because I saysomething stupid well: Wellwe'll plap, I, with the the salty revenue your hosting, we totally should yeah soChad. How can listeners connect with you in case that they have ideas forepisode, topics or guess that they think you should definitely feature onthe show? It's pretty easy. I I'm an linked in very accessible there. Youcan catch me on twitter at Sanderson CE value. Prime solutions is also ontwitter at accelerate value and the probably the simplest way is just to goto value Prime Solutionscom and submit a contact us form and we'll get back toyou right away sounds great Chad that...

...wraps it up for episode, one you'll betaking over the reins for episode to and Beyond I've wone and very excitedto see this show grow. I think it's GOINTA AD, a ton of value to yourlisteners and good luck with the rest of the show thanks Johna than Iappreciate it. You've been listening to the BTOBrevenue executive experience to ensure that you never miss an episodesubscribe to the show in Itunes for your favorite podcast player. Thank youso much for listening until next time.

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