How to build a winning B2B research strategy | Ryan Paul Gibson (Content Lift)

In the final episode of the year, Dustin Tysick, VP of Revenue at Testimonial Hero, presents a 10-minute masterclass on mastering the art of selling through video testimonials. He shares a step-by-step guide on how to create authentic customer stories that resonate with buyers, build trust, and drive sales success. Whether you’re looking to capture attention, engage prospects, or close deals, Dustin reveals how to use video testimonials effectively at every stage of the sales funnel. Key takeaways include: crafting short, impactful top-of-funnel videos to grab attention, structuring mid-funnel testimonials to showcase real customer results, creating bottom-funnel content to crush objections, and integrating video and written testimonials for maximum impact. Dustin also explains how to distribute and measure testimonials to ensure they drive results for your business. You can reach out to Dustin via his LinkedIn profile if you have any questions or insights on the topics discussed today. Also, check out Testimonial Hero's website to learn more about their work.

In this episode, Dustin sits down with Nikita Bykadarov, co-founder of Maildoso, to break down the ultimate blueprint for B2B email deliverability. They explore how improving email outreach strategies can maximize response rates and drive success in cold email campaigns. Nikita shares his journey of building Maildoso and how solving his own deliverability challenges led to the creation of a platform that empowers businesses to scale their outbound efforts effectively. Key takeaways include: the importance of refreshing email copy regularly, using plain text emails to avoid spam filters, leveraging spintax to extend campaign performance, and crafting offers that resonate with recipients to boost reply rates. Connect with Nikita on LinkedIn for more insights on email deliverability, and explore how Maildoso’s innovative tools can transform your email campaigns by visiting their website.

..In this episode, discover the secrets to running a profitable agency as Dustin interviews Marcel Petitpas, CEO of Parakeeto and a leading expert in agency operations. They uncover the biggest hurdles agencies face when scaling and provide actionable strategies to optimize pricing and boost profitability. Marcel’s insights are perfect for anyone looking to transform their agency into a sustainable and thriving business. Key takeaways include mastering the "Agency Pricing Quadrant" to select the right pricing models, ensuring healthy direct delivery margins to avoid cash flow issues, and tracking essential metrics like gross margins for financial clarity. Marcel also dives into practical tips for managing cash reserves, scaling teams efficiently, and maintaining profitability even in competitive markets. This episode is packed with proven strategies to help you overcome challenges and build an agency that not only grows but thrives financially. If you’re ready to take your agency’s profitability to the next level, watch this video now! Connect with Marcel on LinkedIn for more insights, and grab Parakeeto’s free toolkit to start improving your agency’s financial health today. Pricing Quadrant Free Toolkit Course New Book

This week, Dustin welcomes Emir Atli, Co-Founder and CRO at HockeyStack, to explore the future of B2B marketing. They discuss why attribution is becoming obsolete, the power of signal-based sales strategies, and key tactics in influencer marketing. Emir shares the importance of understanding buyer journeys, the evolving landscape of demand generation, and HockeyStack's innovative ABM and sales intelligence tools. If you have any questions or thoughts, you can reach out to Emir through LinkedIn. Also, check out HockeyStack's website to learn more about their work.

In this episode, learn how to make B2B sales videos that actually convert as Dustin interviews Chris Bogue, a video expert and improv comedian. They discuss the crucial role of video in B2B sales, diving into why many sales professionals overlook its potential and sharing actionable strategies to create videos that convert potential prospects into clients. Chris highlights the importance of capturing attention in the first 3 seconds and establishing an early connection to quickly drive conversions. Key takeaways include mastering the art of concise videos lasting 30 to 45 seconds, understanding the nuances between video prospecting and social media content, and focusing on relatable messaging. Chris also addresses common fears about being on camera and provides practical tips to help viewers embrace authenticity in their outreach efforts. By integrating vulnerability and simplicity into video messages, you can foster genuine connections that enhance communication effectiveness throughout the sales process. Connect with Chris on LinkedIn for more insights into video strategy and discover how he can help master your video skills to improve your outreach success.

In this episode, Dustin interviews Kris Rudeegraap, Co-CEO and Co-Founder of Sendoso, to discuss the innovative role of gifting in B2B sales. They explore how personalized gifting can enhance customer engagement and drive sales effectiveness beyond traditional outreach methods. Kris shares his insights on leveraging automation and AI to streamline sales processes, allowing teams to focus on high-value interactions while reducing manual tasks. Key takeaways include: understanding the importance of hyper-personalization in gifting, utilizing automation tools like Clay to enhance SDR productivity, and implementing strategic gifting approaches that align with buyer intent to create meaningful connections. Connect with Kris Rudeegraap on LinkedIn for more insights on modern sales strategies and discover how Sendoso can revolutionize your gifting approach by visiting their website.

In this episode, Dustin interviews Ryan Paul Gibson, Founder of Content Lift, to explore the art and science of customer research in B2B. They dive into the essential strategies for conducting effective customer research that goes beyond basic sales calls and surveys. Ryan shares his expertise in understanding buyer psychology, overcoming common research challenges, and reaching actionable insights that truly impact business decisions. Key takeaways include understanding the stages of buyer intent, identifying critical buying triggers, gathering in-depth qualitative insights, and implementing research findings to improve marketing and sales strategies. Connect with Ryan on LinkedIn for more insights on customer research and marketing. Learn how Content Lift can support your business in understanding your customers better by visiting their website.

In this episode, Dustin sits down with Scott Marker, a seasoned expert in B2B sales, Founder of MCA², and author of Broken: How To Fix B2B Sales, Drive Profitable Growth & Win. Together, they dive deep into the world of B2B sales, starting with why sales is broken, and exploring how companies can redefine strategies to avoid costly errors. Scott shares insights from his extensive experience, emphasizing the importance of Customer-Centric Compensation, building trust with clients, and the evolving landscape of AI vs. Sales Professionals & Outbound. They also discuss How to Use AI Tools like ChatGPT effectively in sales. Key takeaways cover actionable approaches to avoid expensive sales mistakes, foster meaningful client relationships, and implement scalable strategies for sustained growth. You can reach out to Scott via his LinkedIn profile if you have any questions or insights on the topics discussed today. Also, check out MCA²'s website to learn more about their work.

In this episode, Dustin Tysick and Sean Lane, founding partner at BeaconGTM, explore the essentials of Revenue Operations (RevOps). Discussing the ideal timing and mindset for implementing RevOps, they highlight key traits for early hires and share practical advice on building scalable revenue processes. Learn from Sean’s hyper-growth experience at Drift, understand the importance of operating rhythms, and discover how to align marketing, sales, and customer success teams effectively. Tune in for insights drawn from over 50 operators and actionable tips from Sean's book. You can reach out to Sean via his LinkedIn profile if you have any questions or insights on the topics discussed today. Also, check out BeaconGTM's website and Sean’s book to learn more about their work.

In this episode, we welcome Gwen Lafage, VP Marketing, Global Brand and Content at Sinch, to discuss all things brand. Gwen shares her definition of brand as reputation and perception, explaining why it's crucial for companies to have a strong and brave brand to stand out. The discussion covers the challenges of measuring brand impact for smaller tech companies, strategies for establishing a unique brand voice, and the importance of consistency and repetition. They also touch on the balance between short-term marketing wins and long-term brand building, and how companies can tackle brand positioning in a new category. You can reach out to Gwen via her LinkedIn profile if you have any questions or insights on the topics discussed today. Also, check out Sinch's website to learn more about their work.