エピソード

  • Why Top Salespeople Stop Selling (And Start Solving Problems Instead)

    Why Top Salespeople Stop Selling (And Start Solving Problems Instead)
    2025/07/15
    In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter welcomes Candice October, PJ Nisbet, Nalliby Haddad Cela, and Yuichi Abe, Managing Partners at ValueSelling Associates. Together, they discuss how organizations can successfully implement value-based selling methodologies across global teams while maintaining cultural relevance and driving lasting behavior change.
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    1 時間 2 分
  • The Art of Sales Forecasting: How to Predict Revenue to the Dollar Using Value-Based Methods

    The Art of Sales Forecasting: How to Predict Revenue to the Dollar Using Value-Based Methods
    2025/06/24
    In this episode of The B2B Revenue Executive Experience, host Cory welcomes two powerhouse guests: Roland Griesmayer, Head of Revenue at GHD Digital, and Tony Cascio, Managing Partner at ValueSelling Associates. Together, they reveal how they transformed a 100-year-old engineering firm into a forecasting machine that hits quota to the dollar for six straight quarters.
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    43 分
  • AI Transformed Our SDR Team: 35% Close Rates & $1M ARR per AE with Rob Auld, CRO at Readymode

    AI Transformed Our SDR Team: 35% Close Rates & $1M ARR per AE with Rob Auld, CRO at Readymode
    2025/06/10
    In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Rob Auld, CRO at Readymode, to share how Readymode transformed their sales approach by reimagining the traditional SDR role and leveraging AI.
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    40 分
  • The Marketing Revolution in Manufacturing: Insights from Jenelle McGrath, Market Veep

    The Marketing Revolution in Manufacturing: Insights from Jenelle McGrath, Market Veep
    2025/05/27
    In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Jennelle McGrath, Founder and CEO of Market Veep, to share insights about transforming sales and marketing strategies in the manufacturing and industrial sectors while maintaining the human touch that makes these industries unique.
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    34 分
  • Turn PR Into Your Secret Weapon for Market Dominance with Karla Jo Helms

    Turn PR Into Your Secret Weapon for Market Dominance with Karla Jo Helms
    2025/05/13
    In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Karla Jo Helms, Founder and CEO of JOTO PR Disruptors, to share her innovative approach to PR that combines crisis management principles with advanced media algorithms to help companies build and protect their market position.
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    27 分
  • Original Research Is the New SEO Superpower with Becky Lawlor

    Original Research Is the New SEO Superpower with Becky Lawlor
    2025/04/29
    In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Becky Lawlor, Founder and Chief Research & Content Officer of Redpoint, to share proven strategies for creating compelling thought leadership content that drives engagement and builds brand authority in B2B tech marketing.
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    30 分
  • Stop Selling, Start Solving with Julie Thomas

    Stop Selling, Start Solving with Julie Thomas
    2025/04/15
    In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Julie Thomas, President and CEO of ValueSelling Associates, to reveal how entrepreneurs can transform their approach to sales from uncomfortable necessity to confident value creation. What You’ll Learn: How to transition from technical expertise to effective selling without compromising authenticity Why listening and questioning skills matter more than traditional "pitch and present" approaches The four fundamental questions every sales conversation must address to drive meaningful outcomes How to quantify value in a way that resonates with prospects and builds credibility The “Stop Selling > Start Solving” framework for transforming uncomfortable sales conversations into value-driven discussions Why AI will enhance but not replace the human elements of consultative selling Julie Thomas is the President and CEO of ValueSelling Associates and leader of Growist, bringing decades of sales leadership experience to help revenue leaders achieve unprecedented results. A former Gartner executive turned sales methodology expert, Julie has established ValueSelling as an award-winning training provider serving mid-size and enterprise companies worldwide. She is the author of the bestselling book “The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life” and pioneer of the “Stop Selling, Start Solving” program designed specifically for entrepreneurs and small businesses.
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    43 分
  • How to Successfully Lead a Billion-Dollar Acquisition with Alyse Daghelian

    How to Successfully Lead a Billion-Dollar Acquisition with Alyse Daghelian
    2025/04/01
    Want to master the art of leading successful tech acquisitions? In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Alyse Daghelian, CRO at Rocket Software, to explore how she guided a $2.2B acquisition integrating 750+ employees. What You’ll Learn: Why leading with empathy and culture is crucial when integrating acquired teams The "Welcome Home" framework for making newly acquired employees feel valued and heard How to structure intentional face-to-face meetings to build momentum and unite teams around common goals Why data-driven account planning combined with field-level relationships drives successful cross-selling How to maintain cultural values through significant organizational change With a unique background in computer science, engineering, and sales leadership, Alyse brings over 25 years of experience from influential roles at IBM and ServiceNow. Prior to joining Rocket Software, she served as Global VP of Cloud Expert Services at IBM and Senior Vice President of Global Sales at ServiceNow.
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    36 分