Sales & Marketing Talk Show

#92 Kuinka rakentaa myyntikonsepti? Vieraana Kert Kenner

Tässä Sales & Marketing Talk Show jaksossa keskustellaan Kert Kennerin kanssa siitä kuinka rakentaa hyvä myyntikonsepti.

#91 Product Marketing with Aleksander Cardwell from Supermetrics

In this Sales & Marketing Talk Show, we discuss 4 pillars of product marketing with Aleksander Cardwell from SuperMetrics. We cover the following topics: -Messaging & positioning -Product launch & go-to-market strategy -Sales enablement -Market intelligence vs competitive intelligence

#90 Myynnin johtaminen: Kuinka varmistetaan, että myyjät toteuttavat prosessia?

Tässä Sales & Marketing Talk Show jaksossa pääset seuraamaan keskustelua mentorini Lauri Kurki kanssa. Pidämme Laurin kanssa kerran kuukaudessa mentorointikeskustelun ja tällä kertaa päätimme nauhoittaa sen. Tässä jaksossa keskustellaan myynnin johtamisesta ja kuinka varmistetaan, että myyjät toteuttavat myyntiprosessia.

#89 Events in marketing: Case Demand with Mark Huber from Metadata.io

In this Sales & Marketing Talk Show, we discuss Mark Huber, Director of Growth at Metadata.io about their events as part of marketing. And for this episode, we have case examples from their event Demand. I will be asking these questions from Mark: -When & why did you decide to organize this event? -How did you decide which speakers to have & how did you contact them? -“4,109 B2B marketers have signed up for DEMAND today.” → What tactics did you use to get this many registrations? -Which were the best channels for you? -How big a portion of people attended this event and how did you make sure that people who registered would really join? -What kind of process do you have for selling to people that participated -How to use the material you gathered at the event for your marketing in the months after the event? -What were the biggest learnings that you will take away from this to next year’s Demand?

#88 Ajatuksia johtajuudesta vieraana Ville Himberg

Tässä Sales & Marketing Talk Show:ssa keskustellaan johtajuudesta Ville Himbergin kanssa. Vaihdetaan ajatuksia seuraavista aiheista: -Mitä johtajuus on ja mitä johtajana oleminen vaatii? -Johtajuus kannattaa ajatella johtajan ja yhteisön suhteena -Ulkoinen viestintä on sisäistä viestintää -Nopeiden päätösten tekeminen osana kasvua. -Jatkuva parantuminen & kehittyminen organisaationa.

#87 Storytelling in sales with Mike Adams

In this Sales & Marketing Talk Show, we discuss storytelling in sales with Mike Adams. We will discuss the following topics: -Why story-powered sales works?  The seven stories: -A personal connection story – about something that happened to you. It shows your character and credibility, and allows you to ask your buyer “what about you?” to hear their story -Key staff stories – the story of important people in your company that your buyer must trust -Company foundation story – how your company came to exist and how it supports its customer -Insight stories – The story of how your company discovered an important insight that your buyer should know about -Success stories – The story of another buyer who succeeded with your offering. -Values stories – How your people behave after you have signed the deal -Negotiation stories – to get around deadlocked negotiations -How to take all of this into action? -Last guest, Richard Harris, question to Mike: How to get customer to share their story before telling your story?

#86 Mitä se EB oikeasti on? Vieraana Susanna Rantanen / Emine

Tässä Sales & Marketing Talk Show jaksossa keskustelemme Employer Brandingistä Susanna Rantasen kanssa ja vastataan kysymykseen mitä se EB oikeasti on? Jutellaan seuraavista aiheista: * EB:n tärkeys: Osaajapula ja sen leviäminen yhä laajemmin monille toimialoille * Miten saada johdon buy-in EB työhön? * Työnantajakuva vs Työnantajabrändi * Työnantajakuvan kehittäminen lähtee sisältä eli tuote kuntoon! * Employer value props: Kuinka rakentaa nämä? * Edellisen vieraan, Mikko Nurminen, kysymys Susannalle: Miten saadaan Suomeen enemmän Susannan kaltaisia naisfoundereita?

#85 The best questions in sales with Richard Harris

In this Sales & Marketing Talk Show, we discuss How to Earn The Right to Ask Questions, which questions to ask, and when with Richard Harris. Richard is a seasoned SaaS sales leader and inside sales trainer and advisor with 20+ years of experience. In this episode, we discuss Richard’s framework N.E.A.T. Selling which stands for Need, Economic, Access To Authority & Timeline. I will be asking Richard: -How did he come up with this framework -How to earn the right to ask questions and make sure people will answer to you? -How to know what is the best time to ask which questions? -What you should ask in order to understand customers’ real needs?  -How to ask things regarding economics? How this should change Outbound vs Inbound? -How to identify access to authority? -What are Richard’s best tips on identifying the timeline? -What are Richard’s all-time favorite questions in the sale? -Last guest, Udi Ledergor’s, question to Richard: What are some good land mine questions to overcome an objection?

#84 Yrittäjyyskasvatus vieraana Mikko Nurminen

Tässä Sales & Marketing Talk Show jaksossa keskustelemme Yrittäjyyskasvatuksesta Mikko Nurmisen kanssa.Mikko on sarjayrittäjä ja saatat tuntea hänen firmoistaan esimerkiksi Pakuovelle.comin tai Kotisivukone yritysten kautta. Tässä jaksossa keskustellaan seuraavista aiheista: -Milloin Mikko innostui yrittäjyydestä itse ensimmäisen kerran? -Mitkä ovat Mikon suurimmat mokat yrittäjänä? -Mitkä ovat Mikon suurimmat onnistumiset yrittäjänä? -Miten Pikkuyrittäjät ohjelma syntyi valtakunnalliseksi ilmiöksi? (Jo yli 70 000 lasta ympäri Suomen mukana) -Miten tästä päädyttiin kirjoittamaan kirja pienestä ponnistaneet? -Edellisen vieraan, Antti Kiukas, kysymys Mikolle: Mitä ominaisuutta on kaikista tärkeintä kasvattaa jos haluaa kasvattaa yrittäjää ja miksi juuri sitä ominaisuutta?

#83 Re-Branding of Gong with Udi Ledergor

In this Sales & Marketing Talk Show, we discuss the Brand renewal of Gong with Udi Ledergor, CMO of Gong. Udi is the CMO at Gong and a 5-time VP Marketing with 20 years of experience leading world-class marketing teams for public and private companies in B2B tech so he has a lot of valuable information about this topic! If you don’t already know Gong it’s a revenue intelligence platform, raised 250million$ Seed E with $7.25 BILLION valuation, and their marketing team has been scaling rapidly.  -Why did Gong decide to do a brand renewal? -Why great branding is so important? -What kind of team Gong had on building the new brand? -When did this rebranding process start in Gong? -Is Rebranding always a one-time project or is it ongoing work all the time? -When talking about brand renewal people often think the brand is only the visuals. What were the things Gong touched while doing your brand renewal? -Udi shares about: “One REALLY fun part of this rebranding process was getting to work with animators and music composers”  -How much money did Gong burn for the brand renewal and how do they measure the ROI of that? -What would Udi do differently in the rebranding process if you could start all over? -Previous guest Michael Hanson’s question to Udi: "How do you get your people to be so active on LinkedIn?"