Expert Tips & Actionable Insights

With this guide you'll unlock a proven framework to improve sales prospecting and reliably fill the revenue pipeline.

Learn how high-performing sales teams turn outreach into opportunity by leading with insight, using AI with judgment, and personalizing at scale with the AIM framework.

Rob Auld, CRO at Readymode, shares how he transformed the outdated SDR model by leveraging AI to revolutionize their sales approach in a recent episode of The B2B Revenue Executive Experience.

In this episode of The B2B Revenue Executive Experience, Cory Cotten-Potter and Rob Auld discuss how Readymode revolutionized their sales strategy by redefining the SDR role and strategically integrating AI to enhance customer engagement and drive revenue growth.

This article explores how sales training becomes a business catalyst, how change management drives alignment, and how the right training structure helps sustain performance through disruption.

Jennelle McGrath transitioned from managing high-pressure fitness boot camps to leading Market Veep, a top-tier HubSpot partner driving digital transformation and significant growth in traditional manufacturing industries by prioritizing happiness, values alignment, and modern marketing strategies.

In this episode, Cory Cotten-Potter and Jennelle McGrath discuss how manufacturing and industrial companies can modernize sales and marketing strategies by integrating digital tools with traditional relationship-driven approaches while fostering company culture and alignment for sustainable growth.

In this episode of The B2B Revenue Executive Experience, Karla Jo Helms, Founder and CEO of JOTO PR Disruptors, reveals how companies can transform public relations from a simple visibility tool into a powerful strategic weapon for shaping public opinion, defending against competition, and driving growth.

In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter interviews Karla Jo Helms, Founder and CEO of JOTO PR Disruptors, who reveals her innovative PR strategy that merges crisis management principles with advanced media algorithms to help companies effectively build and safeguard their market presence.

In this episode of The B2B Revenue Executive Experience, Cory Cotten-Potter and Becky Lawlor reveal how original research is transforming B2B tech content marketing by cutting through AI-driven content saturation to build unique authority, visibility, and growth.

In this episode of The B2B Revenue Executive Experience, Cory Cotten-Potter and Becky Lawlor discuss how original, research-driven content strategies can differentiate B2B tech marketing by driving engagement, building brand authority, and overcoming the limitations of generic content.

When economic headwinds are in flux, companies must make tactical adjustments to stay on course.

As AI Rewrites the Sales Playbook, Are You Training Your Teams to Win?

Is Your Sales Strategy Built to Thrive in Times of Uncertainty?

In a recent episode of The B2B Revenue Executive Experience, Julie Thomas, President and CEO of ValueSelling Associates, discusses with host Cory Cotten-Potter how entrepreneurs can transition from uncomfortable sales tactics to confident value creation through the transformative approach of "Stop Selling, Start Solving."

In this episode of The B2B Revenue Executive Experience, Julie Thomas, President and CEO of ValueSelling Associates, explores how entrepreneurs can transform their sales strategies from an uneasy obligation to confident value creation by emphasizing genuine interactions, impactful questioning, and a focus on delivering value.

In this episode of The B2B Revenue Executive Experience, Alyse Daghelian, CRO at Rocket Software, discusses with host Cory Cotten-Potter the essential role of empathy, intentionality, and cultural commitment in successfully leading the integration of 750+ employees following Rocket Software's $2.2 billion acquisition of Micro Focus’ Application Modernization and Connectivity business.

In this episode of The B2B Revenue Executive Experience, Alyse Daghelian, CRO at Rocket Software, shares her insights with host Cory Cotten-Potter on successfully leading tech acquisitions, focusing on the importance of empathy, culture, and structured integration strategies during a $2.2B acquisition involving over 750 employees.

In this episode of The B2B Revenue Executive Experience, Ernesto Mandowski explains to host Cory Cotten-Potter the challenges entrepreneurs face in scaling past the $1M mark and how to build the necessary operational structure for sustained growth.

In this episode of The B2B Revenue Executive Experience, Ernesto Mandowski, Founder of The Million Dollar Machine, discusses with host Cory Cotten-Potter how entrepreneurs can overcome the challenges of stagnating at the $1M mark and transform their small businesses into momentum-driven machines leveraging technology for sustainable growth.

When buyers see you as a trusted advisor who understands both their business objectives and personal stakes, price becomes secondary—and your value becomes undeniable.

In this episode of The B2B Revenue Executive Experience, Moaaz Nagori, Head of Marketing at ConvergeX Connections, explains to host Cory how high-impact networking and sustainable revenue growth are interconnected, emphasizing the need for businesses to shift from transactional lead generation to relationship-based marketing through practical strategies like impactful micro-events and leveraging B2B influencer marketing.

In this episode of The B2B Revenue Executive Experience, Moaaz Nagori, Head of Marketing at ConvergeX Connections, discusses with host Cory the transition from traditional lead generation to relationship-driven marketing, highlighting the importance of B2B influencer marketing, micro-events, and nurturing the majority of prospects to foster meaningful engagement and drive sustainable business success.

Lee Benson draws parallels between his experiences as a musician and a successful entrepreneur, emphasizing that his leadership philosophy—where every team member acts as the CEO of their own role—can drive alignment, growth, and significant business value through the MIND Methodology.

In this episode of The B2B Revenue Executive Experience, Lee Benson, bestselling author and CEO of Execute to Win, reveals how his MIND Methodology can align teams, drive growth, and create significant business value, drawing parallels between his experiences in the music industry and running a successful $100M+ business.

Navigate Mergers & Acquisitions with Confidence—And a Proven Sales Leadership Strategy

Phillip Swan emphasizes the importance of "grokking" your customers—achieving a deep, empathic understanding of their needs and desires—by aligning business strategies with their goals and proactively addressing their most pressing challenges.

In this episode of The B2B Revenue Executive Experience, Phillip Swan, Chief Product Officer and GTM at The AI Solution Group, discusses with host Cory Cotten-Potter the nuances of go-to-market strategy, the significance of addressing "migraine-level problems" for customers, and the responsible use of AI to tackle real-world challenges, drawing on his extensive background in engineering, product management, and sales.

By focusing on the buyer’s process, understanding their journey and bridging gaps in their self-diagnosis, sales professionals build trust and credibility. In turn, you’ll no longer be the silly roadblock set up to deter their buying journey, but a long-term partner whom the buyer will turn to every time they have a business problem worth solving.

In this episode of The B2B Revenue Executive Experience, Rebecca Grimes reflects on how her early career as a crime reporter, where she honed skills in active listening, trust-building, and narrative crafting while covering seven murder trials in just 11 months, laid the groundwork for her successful transition into marketing and sales.

In this episode, Rebecca Grimes, Chief Revenue Officer at SheerID, shares her journey from crime reporter to B2B SaaS leader with host Cory Cotten-Potter, discussing the significance of customer obsession, the alignment of sales and marketing for sustainable growth, and the power of storytelling in building meaningful customer connections.

Kris Rudeegraap, Co-founder and Co-CEO of Sendoso, discusses how businesses can enhance customer engagement by leveraging gifting and direct mail strategies as a strategic tool for fostering genuine connections throughout the customer lifecycle.

In this episode, Kris Rudeegraap, Co-founder and Co-CEO of Sendoso, shares insights with host Cory Cotten-Potter on the impact of gifting and direct mail in sales, the integration of AI in customer engagement, and innovative go-to-market strategies.

Usman Sheikh aims to elevate all sales professionals to the top 5% who effectively close high-value deals by utilizing behavioral science and AI-driven insights for personalized buyer engagement.

These insights underscore a fundamental sales truth: Success doesn’t come from sticking to rigid, complicated processes or chasing activity metrics.

AI is not a trend; it’s a revolution. Over the next 24 months, every business process will transform.

Marketing Max emphasizes the importance of sticking to marketing basics, as he has successfully turned a $2k ad budget into $20k in revenue and built a successful ad agency that was eventually acquired by Storia.

Marketing success hinges on executing the basics exceptionally well, as emphasized by Marketing Max who achieved success through a relentless focus on testing, outcomes, and consistency rather than relying on buzzwords or trends, with his $2,000 Facebook ad campaign that generated $20,000 in revenue serving as a testament to the effectiveness of sticking to the fundamentals.

Lori Saitz, Employee Well-Being Consultant and Founder of Zen Rabbit, explores the link between gratitude, mindfulness, and productivity in the workplace to enhance personal growth and well-being.

Lori Saitz, Employee Well-Being Consultant and Founder of Zen Rabbit, helps organizations prioritize employee well-being for increased productivity and success in the midst of a growing distraction crisis.

Value management has become a core business discipline, essential for building lasting customer relationships and driving sustainable growth, with the help of technological advancements like AI.

Tech companies can leverage Al to create value, drive growth, and improve customer experience by incorporating Al algorithms to analyze data, predict trends, and personalize customer interactions, ultimately leading to increased revenue and customer satisfaction.

In partnership with Aberdeen Strategy & Research, ValueSelling investigated the links between AI adoption and crucial sales coaching outcomes like quota attainment, sales productivity and customer retention.

Organizations may struggle to see success from sales enablement programs due to a disconnect between investment and results, but James Pursey from Replicate Labs offers solutions by emphasizing the importance of understanding changing buyer personas and utilizing real-time data in a competitive market.

Organizations may be failing in their sales enablement programs due to a disconnect between investment and success, but solutions can be found by understanding changing buyer personas and utilizing real-time data with the help of James Pursey from Replicate Labs.

This article will focus on how accountability fosters ownership and outcome alignment while laying the foundations for employee empowerment—the crucial factor that’s at the heart of every satisfied, creative and successful sales team.

Navigating through a world filled with disruption and distractions, embracing change as a constant, and striving to be the best version of yourself with a positive mindset and proactive approach is key, as highlighted by Rob Hartnett, Founder of Business Performance International.

With a positive mindset, taking positive action, and hard work, becoming the best possible version of yourself is all possible, as emphasized by Rob Hartnett, Founder of Business Performance International.

The text discusses the importance of a world-class sales development team in accelerating company growth, offering insights from Ralph Barsi on building a successful team and implementing game-changing strategies.

The importance of building and leading a successful sales development team for organizational success is highlighted, with a focus on best practices for achieving excellence in team management.

RevOps is an emerging key force in business, aligning sales, marketing, and customer success teams to drive revenue growth and scalability, as highlighted by LinkedIn as the fastest-growing job, with guidance from experts Laura Adint and Sean Lane.

RevOps is a strategic function that aligns sales, marketing, and customer success teams to drive revenue growth and scalability, crucial for optimizing processes and maximizing revenue generation in organizations.

Mary Shea, a seasoned business expert and Global Chief Evangelist, believes AI will have a greater societal impact than the internet, transforming how we communicate, work, and operate in the modern workplace.

The rapid advancement of AI technology is transforming industries and reshaping the future of work, requiring businesses to adapt their mindsets, processes, and values to stay competitive. Today, Mary Shea, Global Chief Evangelist at HireQuotient, will discuss how companies can navigate these changes and effectively harness the opportunities presented by AI-driven evolution.

Julie Thomas walks through the three pillars of building trust and credibility in any B2B sales opportunity.

Step-by-Step Guide to Leverage the Power of Human Relationships in an AI-Driven World

How can you leverage the power of human relationships in the era of AI sales? To help us with this today, we have David Connors, Co-Founder and CEO of The Swarm, a Go-To-Network platform that gives companies and investors the keys to their extended networks and the relationship data they need to accelerate sales, recruiting, and fundraising.

Step-by-Step Guide to Successfully Build and Scale a Successful SaaS Company

Before starting your own company, there are two important questions you must answer: How can you build a successful SaaS company from the ground up? What does it take to scale from a good idea to a productive business? To help us with this today, we have Benjamin Johnson, Founder and CEO of Particle41.

What are the best strategies to position your company as the go-to-market leader during an M&A process? To help us with this today, we have Aron Bohlig, Managing Partner at ComCap.

Step-by-Step Guide to Effectively Scale Up Your StartupAre you ready for the shift toward enterprise sales and inbound strategies? If not, we must fix that quickly.

What are some of the most effective go-to-market strategies for startups going from early days to scaling up their business? To help us with this today, we have Rags Gupta, Operating Partner at Hyperplane.

Stepping into a revenue leadership role can feel like walking a tightrope. You're eager to make your mark but cautious about stepping on toes. So, where should you focus your energy to balance these dynamics effectively? Today, we turn to George Eliopoulos, Chief Commercial Officer at Zip Co, to provide insight into this critical question.

How should a new revenue leader inheriting an existing team with predefined goals determine what that revenue engine should look like, from hiring to structure and processes? To help us with this today, we have George Eliopoulos, Chief Commercial Officer at Zip Co.

Why Selling Goes Beyond Than Telling Customers What to Buy?

What are the top sales strategies for effectively scaling your revenue? To help us with this today, we have Greg Nutter, Best-Selling Author of P3 Selling. Greg brings over 25 years of experience in sales, marketing, channel management, and consulting, mainly in manufacturing, distribution, services, and technology.

Creating effective growth strategies is vital for any business aiming for success. In the modern business landscape, product-led growth (PLG) strategies have gained significant traction. This approach, combined with effective team collaboration and a deep personal connection to the problem being solved, can drive remarkable growth. This blog explores these elements and provides insights on how to avoid common mistakes made by startups.

How do you launch a successful startup, target the perfect niche market, and navigate the complexities of remote work without losing the human touch? To help us with this today, we have Brett Martin, Co-Founder/ Investor at Charge Ventures and Kumospace. He delves into the secret sauce for SaaS companies and how to integrate a sales team into a PLG strategy for maximum growth.

Cold calling can be daunting, but it remains a crucial skill for sales professionals. With the right approach, you can turn this challenging task into an opportunity to connect with potential clients and drive your business forward. In this blog, we will explore actionable tips for mastering the art of cold calling, focusing on preparation, execution, and follow-up.

What are some strategies to help you stand out from the crowd? To give us some insight into this question, we have Jason Bay, Founder and CEO of Outbound Squad, who aims to improve the skills of world-class sales teams with training courses and coaching.

Step-by-Step Guide to Building a Successful Sales Organization From Scratch. John Westman is our go-to expert of the day. Today, we discuss the core beliefs, mindset, and behaviors that can drive a successful sales organization and help you transform from a novice to a sales hero.

If you were to establish a sales organization from the ground up, what beliefs, mindset, and behaviors would create a customer-first culture and a highly successful selling motion? To help us with this today, we have John Westman, VP of Project Management at Citius Pharmaceuticals.

Many people, from early-career salespeople to executives, don’t believe that strategic questioning is a skill that can be improved. Part of the problem is undoubtedly formal training. The other half, I’ll put down to misunderstanding the true role of questions.

Emotional fitness in sales means having the ability to control and regulate your emotions, especially in high-pressure situations. It's about not being overwhelmed by stress and maintaining a calm and measured approach, often crucial for handling the ups and downs of a sales career. Developing a strategy to manage emotional states allows sales professionals to perform better, experience less stress, and enjoy a happier and more balanced life.

How does emotional fitness relate to our performance under pressure and our long-term resilience in sales? To help us with this today, we have Ben Drakes, Founder and CEO of Ben Drakes University. With an average deal size of over $150m, Ben held sales roles at Computacenter, Capita, and Serco for over 15 years. Today, Ben helps sales professionals perform at their best without sacrificing their physical or emotional well-being.

Today, we're diving into these frictions with the insights of Greg Brown, Managing Partner at ValueSelling Associates, who brings over three decades of experience leading sales teams toward overcoming all these changes.

Step-by-Step Guide to Building a Robust Marketing Ecosystem

Step-by-Step Guide to Understanding Customer Problems

Step-by-Step Guide to Align GTM Functions

Step-by-Step Guide to Align B2B Marketing and Sales Teams with AI

How can generative AI align B2B marketing and sales teams for revenue growth in 2024? To help us with this today, we have Nathan Schlaffer, CEO and Founder of MarketMate AI.

How can you successfully align product, marketing, sales, and customer success for a winning go-to-market strategy? To help us with this today, we have Kimberly Kaminski, CMO at Lakeside Software. Kimberly is a visionary and pragmatic tech marketing and operations leader known for driving successful, measurable programs that grow customers and revenue.

Today, success in B2B sales doesn't come easy and goes way beyond a simple pitch and a few cold calls. B2B sales require a more strategic and personalized approach. However, it's all about setting a strong foundation. Here's the main question: Why should you understand the problems your company solves when building an ideal customer profile and pipeline?

Why should you build a marketing ecosystem that aligns with the sales process to achieve measurable success and maximize automation? To help us with this today, we have Ben Sturtevant, Co-Founder and CEO of Elite360. Ben is a marketing expert passionate about helping entrepreneurs master the art of online marketing. He is also the Chief Operating Officer and Chief Marketing Officer at Elite CEOs.

The evolution of the buyer-seller journey is a never-ending story between the two sides.However, in the last 5 years, the changes have been remarkable.We wanted to find out:How are changes in buyer-seller dynamics causing friction in the sales process?

Step-by-Step Guide to Avoid the Seven Deadly "Sins" of Sales Training

Step-by-Step Guide to Identify Your Ideal Customer Profile

Step-by-Step Guide to Integrating Sales Enablement into Your Sales Strategy

Sales enablement has become an integral part of every successful organization. So then, we asked ourselves: How can you effectively integrate sales enablement with your sales strategy to drive measurable impact and results for your overall organization? To help us with this today, we have Gail Behun, Director of Revenue Enablement at LivePerson.

Many startups get their Ideal Customer Profile (ICP) wrong. The results? Low-quality leads, decreasing revenues, and unhappy customers. It's time to fix that. How can you identify your ICP to achieve higher win rates, lower cost of acquisition, and better customer retention

Gaining executive access is full of twists and turns in the form of internal and external obstacles that can hinder your success. In this piece, I’ll focus on how to overcome them, but first, let’s look at what you stand to gain.

Sales training plays a key role in the success of any business. It equips sales professionals with the necessary skills and knowledge to effectively engage with customers and close deals. If you're one of them, you've probably gone through sales training programs that start strong, but within weeks or months, they often lose momentum and fail to produce measurable results. Therefore, we were wondering: Why do some sales training initiatives programs fail while others deliver amazing results?

It used to be so easy to hire a professional with hundreds of CVs flooding your inbox. But the game has changed, and to become the best, you need the best. Technology has changed the rules, and that's where the problem lies. Well then, we have a big question:

Step-by-Step Guide to Succeed in Your RevOps Role

Step-by-Step Guide to Win More with Less in B2B Sales

How Does RevOps Bring Together and Elevate Every Business Aspect? RevOps is the vital element that seamlessly integrates and supports every stage of a company's revenue-generating processes, from marketing and sales to post-sales and customer support.