Sell Without Selling Out - Andy Paul

What does it take to sell successfully by prioritizing human connection? In this week’s episode of Tech Marketing Trends, Andy Paul, a renowned sales expert and author of Sell Without Selling Out, shares insights from his 40-year career in B2B sales. Andy emphasizes the importance of human competencies like: connection, curiosity, understanding, and generosity, over technical sales processes. In this episode, Andy discusses: Why trust and emotional connections are more crucial than ever in sales. Insights from Gartner and Trinity Perspectives on how human sellers’ experiences influence buyer decisions. The importance of helping buyers define their problems, opportunities, and outcomes to build trust and credibility. Andy explains how salespeople can go beyond technology and processes to focus on what truly matters: fostering meaningful relationships that drive success. If you're looking to elevate your sales approach with actionable strategies, tune in and listen to this episode! Connect with Andy on LinkedIn: https://www.linkedin.com/in/realandypaul Visit Andy’s website: https://www.andypaul.com/  

What does it take to sell successfully by putting the buyer first? In this episode of Tech Marketing Trends, Carole Mahoney, a renowned sales mentor and author, dives into her "buyer first" methodology, emphasizing the importance of focusing on the buyer's needs rather than the seller's. She shares how understanding buyer psychology, including the role of dopamine when people talk about themselves, can help build trust and foster meaningful connections. In this episode, Carole discusses: Key insights from her research and book. The importance of asking the right questions to uncover buyer needs and aligning sales strategies with the buyer’s journey. Practical tips for preparing effectively and succeeding in sales conversations. Carole also shares details about her upcoming book on hiring and scaling effective sales teams. If you're looking for actionable advice to transform your sales approach and build trust with buyers, don't miss this episode!  Connect with Carole on LinkedIn: https://www.linkedin.com/in/carolemahoney  Visit Carole's website: https://www.carolemahoney.com/ 

What does it take to create demand and stand out in today’s competitive markets, like HR tech? In this episode of Tech Marketing Trends, Deanna Shimota, CEO of Growth Mode Marketing, explores the key principles of demand generation and how businesses in crowded industries can differentiate themselves. Drawing on her extensive expertise, Deanna shares actionable insights into creating strategies that resonate with the right audience and drive long-term growth. In this episode, Deanna breaks down: The three pillars of demand generation: strategy, content, and distribution How to define your Ideal Customer Profile (ICP) and craft a Unique Point of View (UPV) to stand out in competitive markets like HR tech Creating content that captures attention and engages prospects throughout the funnel Distributing content effectively using owned, managed, and third-party channels Measuring success by focusing on long-term brand awareness and revenue instead of short-term lead generation If you’re looking for practical advice to create demand and stand out in industries like HR tech, this is an episode you won’t want to miss! Connect with Deanna on LinkedIn: https://www.linkedin.com/in/deannashimota Visit Growth Mode Marketing’s website: https://growthmodemarketing.com/

How can businesses adapt qualitative research methods in a post-pandemic world to uncover new opportunities and better understand their customers?  David Schneer, a qualitative research expert, CEO of Merrill Research, and author of Backbone, shares strategies to transform business decision making through deeper customer insights.  Tune in to this week's episode with David Schneer to discover:  The power of body language and non-verbal cues in understanding customer emotions.  Lessons from real-world studies, like developing ink cartridges leading to the development of super tank printers and fostering trust in B2B relationships.  The importance of:  Curiosity  Resilience  Staying close to customers  How to synthesize complex customer insights into actionable recommendations.  Key distinctions between qualitative and quantitative research—and when to use each.  Connect with David Schneer on LinkedIn:https://www.linkedin.com/in/schneer1merrillresearch  Visit Merrill Research's website: https://merrillresearch.com/   

In this episode, we’re exploring a cornerstone of growth and innovation in the tech industry—Go-to-Market Partnerships. Joining us is Barrett King, a seasoned expert in crafting and scaling successful GTM partnerships. With years of experience at HubSpot and now leading initiatives at Ramp, Barrett has a wealth of insights into building strategic alliances that drive transformational growth. In this episode, Barrett shares his journey and expertise on: The foundational steps to creating effective partnerships The secrets behind HubSpot’s thriving partner ecosystem Common pitfalls in GTM partnership strategies and how to avoid them The evolving role of partnerships in an increasingly automated, tech-driven world Whether you’re looking to deepen your understanding of GTM partnerships or seeking actionable advice to enhance your strategy, this conversation is one you won’t want to miss. Connect with Barrett on LinkedIn: https://www.linkedin.com/in/barrettjking/ Visit the Ramp website: https://ramp.com/  

What does it take to achieve operational marketing excellence? Peter Mahoney, author of The Next CMO: A Guide to Operational Marketing Excellence, joins us to explore this question. Peter is a seasoned marketing and sales leader, former CMO of Nuance Communications, and currently the Chief Commercial Officer at GoTo. Drawing on over 35 years of experience, Peter shares insights into the evolving role of the CMO, the increasing importance of financial accountability in marketing, and the distinction between leading and running a marketing organization. In this episode, we explore: What operational marketing excellence looks like in practice How CMOs can balance short-term wins with long-term strategic goals Key skills needed for today’s marketing leaders to thrive Strategies to communicate marketing’s value to the C-suite Join us as we unpack Peter’s perspectives on transforming marketing organizations to meet the challenges of today’s dynamic business landscape. Connect with Peter on LinkedIn: https://www.linkedin.com/in/pemahoney/ Visit the GoTo website: https://www.goto.com

“Most sales people’s walk does not match their talk.”   How does one change this common perception about the sales world?   The answer is simple: Trust   Larry Levine is our podcast guest this week. He is the author of Selling from the Heart and Selling in a Post-Trust World, and a recognized advocate for authentic, relationship-driven sales strategies.   With decades of experience in sales coaching and consulting, Larry brings a wealth of insights on how to differentiate yourself in a crowded market by leading with trust, authenticity, and disciplined habits. Join the conversation to learn about: Why trust is the foundation of every successful sales interaction and how it translates into real revenue The dangers of relying too heavily on AI and how to maintain authenticity in an automated world Practical strategies to transform transactional sales into meaningful, sustainable relationships The formula for trust-building and how to apply it in prospecting, client engagement, and beyond Ready to rethink your approach to sales and discover how trust can make a meaningful difference to your performance? Don't miss this episode. Connect with Larry on LinkedIn: https://www.linkedin.com/in/larrylevine1992/ Learn more about Selling in a Post-Trust World: https://sellinginaposttrustworld.com/

We already know that AI helps us speed things up and save a ton of time, but do we know how to use AI to open the door to new marketing tasks and opportunities we would not have considered before? In this episode, Mike Allton, CMO at Agorapulse and founder of The Social Media Hat, shares essential strategies for using AI to optimize efficiency, enhance personalization, and tackle ethical considerations in marketing. Tune in to the conversation to explore: The transformative impact of AI on content creation and time-saving in marketing Key trends in AI tools and platforms that every marketer should know How to balance personalization with privacy in the era of data-driven marketing Ethical challenges and best practices for AI adoption in marketing How AI can streamline podcast interview preparation And much more! Connect with Mike on LinkedIn: https://www.linkedin.com/in/mikeallton/ Visit the Agorapulse website: https://www.agorapulse.com/ Visit The Social Media Hat website: https://www.thesocialmediahat.com/  

AI in sales has been a hot topic for a while, but have you mastered the art of incorporating AI efficiently into your sales processes yet? Tune in as we unpack the journey of applying AI to maximize sales success with industry expert Daniel Brodyansky. With experience across renowned companies like Microsoft and RSM, Daniel guides us through the evolving landscape of sales, sharing insights on how B2B sales professionals can thrive with new technologies. In this episode, Daniel discusses his personal journey with AI, from the initial learning curve to crafting data-driven strategies that enhance productivity in every sales stage. Join the conversation to discover: How AI can revolutionize daily sales tasks, from prospecting to closing Ways AI boosts strategic decision-making and personalized customer engagement Emerging trends in AI integration within sales tools and platforms You can also have a look at Daniel's game-changing course, AI for The Strategic Seller Connect with Daniel on LinkedIn: https://www.linkedin.com/in/danielborodyansky/    

What does AI in digital marketing look like in action? Get the full scoop from AI and content marketing expert, Andy Crestodina. Andy is the Co-founder and Chief Marketing Officer at Orbit Media and a recognized expert in web design and user experience. In this episode, Andy shares practical advice on how AI is transforming everything from website optimization to content creation and user experience. Join the conversation and learn about: How AI can improve digital strategies and website UX Practical use cases for AI in content creation and optimization The best ways to leverage AI for B2B marketing success Real-world examples of AI's impact on conversion rates and search optimization Tune in for actionable insights on the future of AI in digital marketing. Connect with Andy on LinkedIn: https://www.linkedin.com/in/andycrestodina/ Visit the Orbit Media Studios website: https://www.orbitmedia.com/