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PODCAST

The B2B Revenue Executive Experience

Cory Cotten-Potter

The B2B Revenue Executive Experience is a podcast hosted by Cory Cotten-Potter, who dedicates each episode to helping executives train their sales and marketing teams to optimize growth. Whether you’re interested in increasing margins and growing your market share, enabling your teams to compete on value rather than price, hiring new employees, or trying to stay at the forefront of the latest in sales and marketing techniques, this podcast will give you the tools and skills necessary to win in a B2B

business management

All Episodes

2:36

New Host, High-Impact Insights

The B2B Revenue Executive Experience ·

2024/11/05

The B2B Revenue Executive Experience podcast is going through a major change. After two years and over 100 episodes, Carlos Nouche and Lisa Schnare are taking a break to focus on their roles as Managing Partners. So please welcome your new host, Cory Cotten-Potter, Director of Digital Marketing and Enablement at ValueSelling. However, nothing is going to change. We'll continue diving deep into the strategies and tools that drive B2B revenue growth. From the latest SDR bots and self-service buying

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39:21

Episode 333: James Pursey Says This is Why Your Sales...

The B2B Revenue Executive Experience ·

2024/10/22

Why is there a disconnect between the amount that organizations are investing in sales enablement programs and the yield of success they’re seeing as a result? Why might your strategy be failing, and importantly, what are the solutions? Well, firstly, we have to accept that buyers have changed. The complexities of buyer personas and the crucial need for dynamic, real-time data are things we all need to get our heads around sooner rather than later. James Pursey is here to help us do just that –

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43:16

Episode 331: The Art of Building a High-Performing...

The B2B Revenue Executive Experience ·

2024/09/24

Building and leading a world-class sales development team is crucial for the success of any organization.A well-functioning team significantly impacts revenue growth, customer acquisition, and overall business expansion. However, creating such a team requires careful planning, effective leadership, and commitment to key principles that drive excellence. Our main question for today: What are some best practices to run a world-class sales development team? To help us with this today, we have Ralph

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32:15

Episode 330: The RevOps Playbook with Laura Adint and...

The B2B Revenue Executive Experience ·

2024/09/10

RevOps is a strategic function within organizations that focuses on aligning sales, marketing, and customer success teams to drive revenue growth and scalability. It plays a crucial role in ensuring the smooth functioning of these departments, optimizing processes, and maximizing revenue generation. But how can you leverage RevOps to build a high-growth, predictable, and scalable business? To help us with this today, we have Laura Adint, Operations and Strategy Executive at Raymond James, and

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36:40

Episode 329: How to Stay Ahead in the New Era of Work...

The B2B Revenue Executive Experience ·

2024/08/28

The rapid advancement of technology, especially in AI, has profoundly impacted all industries and is reshaping the way we work.As AI continues to evolve, the future of work presents both challenges and opportunities. The outdated business playbook must evolve. Success requires a shift in mentality, internal processes, operations, and even values. We were wondering: How is the future of work changing, and how can you adapt to these changes effectively? To help us with this today, we have Mary Shea,

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30:45

Episode 328: Why the Human Touch Still Matters in an...

The B2B Revenue Executive Experience ·

2024/08/13

It's no surprise that AI is becoming increasingly dominant in various industries, including sales.AI has the potential to revolutionize the sales process by automating tasks, analyzing data, and providing valuable insights. However, despite all the excitement and hype surrounding AI sales, the human touch still plays a crucial role. Today's question: 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

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37:08

Episode 327: Building and Scaling a SaaS Powerhouse...

The B2B Revenue Executive Experience ·

2024/07/30

With the rise of cloud computing and the increasing demand for software solutions, SaaS has emerged as a dominant model for delivering software applications to customers.However, with intense competition and rapidly changing customer needs, SaaS companies must adopt effective strategies that will enable them to not only survive but thrive in the long run. Before starting your own company, there are two important questions you must answer: How can you build a successful SaaS company from the

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28:20

Episode 326: How to Position Your Company as a Market...

The B2B Revenue Executive Experience ·

2024/07/23

So many companies start out with the goal of going public and hitting it big.But, unfortunately, for many of them, a successful exit via a merger or purchase is far more likely. We wondered: 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. Aron is a global digital media executive with vast experience in both startups and multinational corporations. He has achieved

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33:46

Episode 325: From 0 to 1: Top Strategies to Scale Up...

The B2B Revenue Executive Experience ·

2024/07/16

When you do something innovative and extraordinary, you go from 0 to 1.While you might not become the next Apple or Amazon, we decided to gather the top insights to take your business to the next level. So, we asked: 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. Rags is also the Chief Growth Officer at Butlr, entrepreneur and operator at

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38:09

Episode 324: Where New Revenue Leaders Should Focus...

The B2B Revenue Executive Experience ·

2024/07/09

Revenue growth is a key priority for organizations.Now, let's say you're taking over a revenue team. Where do you start? Or, in other words... 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. George is an ambitious business executive with a proven track record of building and

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33:47

Episode 323: The Essential B2B Sales Strategies for...

The B2B Revenue Executive Experience ·

2024/07/02

Organizations are constantly seeking ways to increase their revenue and achieve sustainable growth.However, scaling revenue requires a strategic approach that goes beyond traditional sales tactics. Therefore, we wanted to find out: 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

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36:53

Episode 322: The Future of Distributed Teams:...

The B2B Revenue Executive Experience ·

2024/06/25

Have you ever dreamt of starting a global company but are unsure where to begin? Or maybe you're struggling to keep your remote team connected and productive. The question is: 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

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42:29

Episode 321: Mastering the Art of Cold Calling with...

The B2B Revenue Executive Experience ·

2024/06/18

Sales is hard right now. Sales cycles have lengthened by 40% since 2020. Fewer reps are achieving their quota in tech. So the question is: 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. Jason has worked with clients such as Gong, Medallia, Zoom, Rippling to increase qualified meetings,

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28:05

Episode 320: From Ground Zero to Sales Hero with John...

The B2B Revenue Executive Experience ·

2024/06/11

Winning in sales today requires more than persuasive skills and product knowledge to succeed.Experienced businesses have learned this the hard way. But what if you're just at the beginning of your sales journey? 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. John

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35:08

Episode 319: How Emotional Fitness Can Boost Your...

The B2B Revenue Executive Experience ·

2024/06/04

Sales is a high-pressure job that often involves stepping out of your comfort zone and facing imposter syndrome.To thrive, you need to develop a strong emotional muscle. The question is: 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

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27:03

Episode 318: How Generative AI Is Ending the Sales...

The B2B Revenue Executive Experience ·

2024/05/28

Traditionally, sales and marketing have operated independently, often resulting in miscommunication, wasted resources, and missed opportunities.But things start changing with a little help from 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. With over a decade of experience in B2B technology and SaaS marketing, Nathan is passionate about helping marketing and sales

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33:08

Episode 317: Align Your GTM Teams for Measurable...

The B2B Revenue Executive Experience ·

2024/05/21

Customer success and product marketing can be the driving force behind any go-to-market strategy.However, the entire organization must work together to achieve success and deliver measurable results. With that in mind, we wanted to know: 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

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30:57

Episode 316: Are You Solving the Right Problems for...

The B2B Revenue Executive Experience ·

2024/05/14

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? To help us with this today, we have Suraj Sampath, IT Sales Director at MindSource. Suraj has a unique combination of natural sales ability,

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38:58

Episode 315: Create a Powerful Marketing Ecosystem...

The B2B Revenue Executive Experience ·

2024/05/07

Marketing and sales - a powerful combination that can make or break your entire business. The key word here is alignment between those two. Creating an effective collaborative space is more than just asking both parties to work together; it requires defined steps toward cooperation. Let's start with a simple question in mind: 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

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33:37

Episode 314: Tackling the Buyer-Seller Dynamic...

The B2B Revenue Executive Experience ·

2024/04/30

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? To help us with this today, we have Greg Brown, Managing Partner at ValueSelling Associates. Greg brings 30 years of experience in sales leadership, working with leading technology companies. As a Managing Partner, he has a proven history of

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