It’s an exciting time for B2B sales and marketing teams as marketing and sales leaders across the industry revisit their core strategies and use of martech and salestech to drive better results, given the learnings and takeaways from 2020 and the ongoing pandemic.
While marketing and sales teams prepare for the new quarter, what are some key inputs and proven best practices that can help? Catch these latest episodes of The SalesStar Podcast by SalesTechStar for some insightful tips!
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Episode 56: Optimizing Pricing and Positioning in B2B with Pete Eppele, SVP Products & Science at Zilliant
Pete Eppele, Senior Vice President of Products & Science at Zilliant, a B2B Pricing and Sales Solution Provider joined this episode of the SalesStar podcast to speak about some interesting tips and thoughts on optimizing pricing and positioning in B2B:
Key topics covered:
- Misalignments in B2B pricing strategy
- Sales performance impacts during the pandemic: changes to processes
- Game changing technologies to watch out for in sales
Read More: SalesTechStar Interview With Haggai Levi, CEO At SetSail
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Episode 57: Sales and Marketing Trends 2020-21 with Geoff Webb, (Former) VP of Strategy at PROS
*This episode was recorded when Geoff was VP, Strategy at PROS:
We had Geoff Webb, Vice President of Strategy at PROS, an AI-based solution that powers commerce in the digital economy joining in as a guest in this episode, to cover his observations on:
- The changing role of B2B sales
- Sales trends through 2020
- Marketing alignment practices
- Tips for salespeople to prosper through Covid-19 business challenges
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Episode 58: Evaluating the Changing Role of Today’s B2B Chief Revenue Officer with Tim Lambert, CRO at Openprise
Tim Lambert, Chief Revenue Officer at Openprise, a Data Platform that helps automate manual processes takes us through the changing priorities in sales, marketing and revenue generation in this episode:
Key topics covered:
- The role of the B2B CRO and its evolution
- Tips and best practices for CROs in 2020/2021
- Basic fundamentals for marketing and sales and revenue teams to keep in mind
- Inter-team alignment trends and tips
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Episode 59: B2B Customer Success Tips and Trends with Bernie Kassar, Chief Customer Officer at Xactly
In episode 59 of The SalesStar Podcast, special guest – Bernie Kassar, Chief Customer Officer, SVP – Alliances & Business Development at Xactly Corp spoke with Nandini Ramaswamy, Senior Vice President – Global Incentive Compensation Strategy & Operations at Salesforce to evaluate top trends, tricks and strategies for an improved customer facing experience and journey.
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Episode 60: Overcoming Customer-facing Challenges, with Tips for 2021: Kenneth Peterson, President of QuestionPro
Kenneth (Ken) Peterson, President of Customer Experience at QuestionPro an online survey software provider joined us in this chat to take us through his experience in 2020 leading customer success initiatives through a pandemic while sharing key tips on enhancing the B2B customer experience in this new normal:
Key Topics Covered:
- Evolving sales and marketing models in B2B
- Important aspects of a strong CX in B2B today
- Learnings from leading brands in tech
- Technologies / tools that sales and marketing should focus on more
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Episode 61: CX and Digital Transformation Trends with Kirsten Boileau, Global Head of Digital Transformationat SAP
Some would say that digital transformation was a core theme in 2020, in this episode we had Kirsten Boileau, Global Head of Digital Transformation Enablement at SAP joining us to share her thoughts on:
- Digital transformation trends in 2020
- The need to upskill to meet changing tech needs
- Digital selling tips for today’s economy and key takeaways
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Episode 62: Exploring the Rise of Intent Data in B2B with John Steinert, CMO at TechTarget
John Steinert, CMO at TechTarget, a purchase intent-driven marketing and sales provider that delivers deep business impact for enterprise technology companies joined us in this episode of the SalesStar Podcast to share a few thoughts on the changing dynamics in B2B sales through 2020 and the impact of intent data in today’s marketplace.
Key topics covered:
- Sales and marketing in the extended new normal
- Intent data and how it helps funnel better sales / marketing opportunities
- Best practices for improved ABM and Go-to market success
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Episode 63: Martech – Salestech: A growing connect – with Scott Brinker, VP, Platform Ecosystem at HubSpot
We had a very special guest in this episode of the SalesStar Podcast – martech thought expert (or should we say the father of martech?) Scott Brinker joined us to share his thoughts on the key trends that are set to reshape the face of martech and salestech.
Key topics covered:
- As the martech – salestech landscape evolves to meet changing business needs, how are innovators focusing on creating more centralized systems?
- Biggest challenges when teams try to scale results out output with the tech stack in marketing and sales
- Balancing creativity and tech use / implementation in sales and marketing
- Top predictions for martech and salestech for the near-future!
Read More: SalesTechStar Interview With Olivier Pailhes, CEO And Co-Founder At Aircall
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Episode 64: A Podcast Subseries within a Series -> Paroma Sen of SAP speaks to SalesTechStar’s Paroma Sen!
In this series-within-a-series of the “Paroma in Conversation with Paroma podcast”, Paroma Sen of SAP and Paroma Sen of SalesTechStar bring you a fresh, lighthearted conversation surrounding key trends in tech.
Key topics covered:
- Top digital transformation initiatives and trends across industries
- Upcoming predictions on must-need digital evolutions and what companies must do
- Top changes in B2B sales and marketing today
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Episode 65: Growing Cross-Border Sales And Marketing Teams And Plans: With Greg Chapman, SVP Of Partner Management at Avalara
Greg Chapman, SVP of Partner Management at Avalara, a cloud-based tax compliance solution provider joined us in this episode of the SalesStar Podcast!
Key topics covered:
- Evolving business practices in today’s new normal
- Evaluating best fit sales and marketing technologies given today’s challenges
- Preparing for the rest of 2021
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Episode 66: Sales Engagement and Tech Marketing Learnings with Kristin Hersant, VP, Marketing at Groove
Kristin Hersant, VP of Marketing at Groove, a sales engagement platform for enterprises using Salesforce joined us in this episode of the SalesStar Podcast to share a few of her observations and tips to address B2B sales and marketing challenges.
Key topics covered:
- The state of marketing in the B2B and tech marketplace
- Common challenges business leaders face in B2B today; creative solutions to help alleviate the most common ones
- Sales and marketing priorities for 2021
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Episode 67: Realigning Customer Journeys in Tech with Jonathan Anguelov, COO and Cofounder of Aircall
Jonathan Anguelov, COO and Cofounder of Aircall, a cloud-based voice platform that integrates seamlessly with productivity and helpdesk tools joined us as a guest in this episode of the SalesStar Podcast:
Key topics discussed:
- Delivering effective customer experiences that stand out
- What it takes to realign the customer experience today
- Game-changing marketing and sales technologies that can create better customer journeys
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Episode 68: Podcasts for B2B Sales and Marketing Teams: Top Tips with Zachary Ballenger, Co-founder, Casted
Zachary Ballenger, co-founder, of Casted a marketing platform built around brand podcasts joined as our guest in this episode of the SalesStar podcast to talk about best practices that can drive better podcasting techniques:
Key topics covered:
- How B2B tech marketing and sales teams optimize their podcasting strategies today
- Innovative podcasts and their must-watch techniques
- Tips for tech teams starting out with podcasting as a new lead generation or prospecting channel
- A few technologies to invest in, for a better podcasting experience!
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Episode 69: Business and Tech Management amid the Vaccine Roll Out with Phil Friedman, CEO at CGS
Phil Friedman, founder at Computer Generated Solutions (CGS), a diversified IT solutions and services company that has built a strong global presence since its inception in 1984 shared a few thoughts on business growth and tech management in this episode of The SalesStar Podcast:
Key topics covered:
- How should Tech CEOs be handling team management amid the vaccine roll out
- Key services in tech outsourcing that are impacted due to the pandemic
- Biggest B2B tech trends to look forward to in the near-term
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Episode 70: Revenue Trends and RevTech Insights with Mark Banfield, Chief Revenue Officer at LogicMonitor
Mark Banfield, Chief Revenue Officer at LogicMonitor, also a seasoned revenue leader with a strong history of developing successful go-to-market strategies for high-growth businesses joined in as our guest in this episode of the SalesStar Podcast,
Key topics covered:
- The evolving role of the CRO during the Covid-19 pandemic
- Key learnings for revenue teams to keep in mind
- How customer facing reps should adapt to today’s digital-selling and digital marketing world
- B2B tech trends to look forward to through 2021
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Episode 71: A Podcast Subseries within a Series: Paroma Sen of SAP speaks to Paroma Sen of SalesTech Star in this next sub part of their 5-part series!
*The Paroma in Conversation with Paroma series is a sub series within the SalesStar Podcast!
Paroma Sen of SAP joined Paroma Sen of SalesTechStar in this (second!) episode of the Paroma in Conversation with Paroma sub series to talk about evolving CX trends in the B2B marketplace.
Key topics covered:
- Top and emerging B2B and B2C Customer Experience trends
- CX initiatives that stood out during the Covid-19 pandemic
- What it takes to plan a better customer experience today (tips, dos, dont’s, thoughts!)