Leaders of B2B Podcast - Interviews on Business Leadership, B2B Sales, B2B Marketing and Revenue Growth

Utilization isn’t just a metric — it’s the key to unlocking profitability, clarity and accountability across your entire team. In this episode, Michael Daoud, Founder and CEO of Visus LLC, sits down with us to share how transparency in utilization can transform operational efficiency in professional services firms. He highlights the value of role-based utilization targets and the importance of weekly over monthly KPI tracking for agility. Key Takeaways:(00:54) Making utilization transparent directly impacts revenue and profitability.(01:44) Custom data pipelines using PSA platforms offer richer insights than native reports.(03:27) Daily time entries are essential for real-time visibility.(05:44) Color-coded bar charts inspire self-correction without management pressure.(09:46) Transparency prevents idle bench time and promotes strategic internal initiatives.(12:17) Weekly tracking allows earlier course correction than monthly reviews.(14:24) Teams can start with spreadsheets before building advanced data warehouses.(16:09) Team members can access their utilization data anytime without waiting for reports.Resources Mentioned:Michael Daoudhttps://www.linkedin.com/in/michaeldaoud/Visus LLC | LinkedInhttps://www.linkedin.com/company/visus-llc./Visus LLC | Websitehttps://visusllc.com/This episode is brought to you by Content Allies.Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com. #B2B #BusinessLeaders #Leadership

Most brands focus on messaging — but is that enough? In today’s episode, Tamsen Webster, Founder and Chief Learning Officer of Message Design Institute, shares insights on the power of message design and its role in shaping effective brand communication. Tamsen explains how businesses can move beyond messaging to establish a core message that aligns with their audience’s beliefs and needs. She also explains why message design is an excavation process rather than an invention, uncovering the true value behind a company’s approach.Key Takeaways:(02:30) The difference between messaging and message design and why it matters.(04:56) A strong message must be built on a foundation that customers already agree with.(05:11) Brand positioning is different from a company’s core position — knowing the difference is critical.(12:18) Aspirational messaging often misaligns with reality.(17:46) Effective messaging is not about convincing but about aligning with audience beliefs.(19:41) Start with what your audience already wants, not just the problem they have.(25:48) A well-defined message helps brands create content that resonates and converts.(28:49) A clear core message saves time and streamlines efforts.Resources Mentioned:Tamsen Websterhttps://www.linkedin.com/in/tamsenwebster/Message Design Institute | LinkedInhttps://www.linkedin.com/company/message-design-institute/Message Design Institute | Websitehttps://messagedesigninstitute.com/This episode is brought to you by Content Allies.Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com #B2B #BusinessLeaders #Leadership

Most businesses unknowingly leave money on the table — are you one of them? In this episode, we’re joined by Brian Doyle, President and CEO of Holden Advisors, who shares strategies for increasing pricing power to drive revenue and profitability. Brian is an ex-Air Force pilot and recognized expert in leadership and communication. Brian explains how businesses can improve their revenue and profitability through value-based pricing strategy and go-to-market effectiveness.Key Takeaways:(01:36) Businesses often leave money on the table by underpricing their offerings.(03:42) Pricing power depends on value, market position and sales execution.(06:03) Customer insights reveal pricing opportunities.(09:46) Use cascading questions to quantify value.(15:23) Procurement uses standard tactics to lower prices.(17:07) The “give-get” strategy ties price cuts to value reduction.(21:23) Understanding procurement motivations preserves pricing integrity.(22:52) Procurement’s asks are part of the game — expect them and stay strategic.Resources Mentioned:Brian Doyle -https://www.linkedin.com/in/brianadoyle/Holden Advisors | LinkedIn -https://www.linkedin.com/company/holden-advisors/Holden Advisors | Website -https://holdenadvisors.com/This episode is brought to you by Content Allies.Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com #B2B #BusinessLeaders #Leadership

Not all private equity firms are created equal. Founders need to ask the right questions before accepting investment. In today’s episode, Mark Gartner, Managing Director of RLH Equity Partners, shares how to evaluate potential investors, avoid common pitfalls and ensure alignment on capital, expertise and culture. He also explains what makes a professional services firm attractive to investors and how RLH helps businesses scale strategically. Key Takeaways:(01:22) RLH Equity Partners has specialized in professional services for decades, despite early industry skepticism. (2:44) Aligning with macro trends like tech shifts fuels long-term growth.(05:37) Generic investor outreach is a red flag — look for personalized engagement.(06:15) The right investor brings more than money — they offer real strategic value.(08:08) Always confirm an investor has capital under management, not just access to funding.(15:30) Culture is critical in professional services, and the wrong investor can disrupt it.(19:45) Companies with $20M+ revenue, 15-20% organic growth and strong client retention attract premium valuations.Resources Mentioned: Mark Gartner -https://www.linkedin.com/in/mark-gartner-rlh/RLH Equity Partners | LinkedIn -https://www.linkedin.com/company/rlhequitypartners/RLH Equity Partners | Website -https://www.rlhequity.com/This episode is brought to you by Content Allies.Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com. #B2B #BusinessLeaders #Leadership

The real difference in marketing lies not in the message, but in how it's told — a concept explored in depth in this episode as we feature Matt Krebsbach, Senior Vice President of Thought Leadership and Brand Awareness at Acquia. Matt shares his thoughts on how marketing is evolving, highlighting why data-driven storytelling and authentic brand voices matter more than ever. He also explores blending brand, demand and customer experience, showing how businesses can stand out in a crowded market. Key Takeaways:(03:36) The impact of proper AI training on employee confidence and productivity.(06:11) The role of data in grounding storytelling and uncovering unique insights.(09:54) How risk aversion and investor pressures shape brand messages.(11:19) AI’s impact grows where brand, demand and experience meet.(13:45) Standing out requires breaking free from the sea of sameness.(17:15) The need for digital content accessibility for diverse audiences.(20:16) High-quality, value-driven content resonates more with audiences.Resources Mentioned:Matt Krebsbach -https://www.linkedin.com/in/mattkrebsbach/Acquia | LinkedIn -https://www.linkedin.com/company/acquia/Acquia | Website -https://www.acquia.com/Patagonia -https://www.patagonia.com/home/This episode is brought to you by Content Allies.Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com. #B2B #BusinessLeaders #Leadership

Misaligned teams lead to missed opportunities. In today’s episode, we’re joined by Amy Higgins, Director of Content Strategy at Cloudflare, who explores the power of integrated planning in marketing. Amy highlights the challenges of siloed strategies, the importance of sales-marketing collaboration and the need for creative experimentation within structured marketing frameworks. She also discusses how businesses can measure ROI effectively while balancing long-term and short-term marketing goals.Key Takeaways:(01:15) Integrated planning keeps teams aligned from the start.(02:14) SEO-focused content should target buyers, not just end users, to drive real conversions.(03:38) A unified company goal, such as increasing ACV, helps align all marketing efforts.(04:46) Sales must be involved throughout the marketing process.(05:32) Word choices in marketing materials impact buyer perception.(08:03) Creativity in marketing should be tested strategically within proven frameworks.(09:00) ROI should be measured beyond revenue, considering internal and external impact.(09:38) New marketing initiatives must align with business goals.(10:23) Long-term marketing efforts, like podcasting, require patience and commitment.(12:05) The future of marketing lies in building engaged communities.Resources Mentioned: Amy Higgins -https://www.linkedin.com/in/amywhiggins/Cloudflare | LinkedIn -https://www.linkedin.com/company/cloudflare/Cloudflare | Website -https://www.cloudflare.com/This episode is brought to you by Content Allies.Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com. #B2B #BusinessLeaders #Leadership

Amber Naslund, Senior Manager of Marketing Solutions at LinkedIn, explores the challenges and opportunities in aligning sales and marketing teams. Amber sheds light on bridging the communication gap and fostering collaboration to achieve shared business goals. She shares actionable insights into improving sales-marketing alignment, focusing on understanding customer needs, creating cohesive messaging and the importance of metrics that reflect long-term success.Key Takeaways:(01:47) Sales and marketing often clash due to misaligned goals.(02:44) Marketers need closer connections with customers.(03:35) Fieldwork with sales improves marketing strategies.(05:11) Smaller teams like HubSpot excel in alignment.(07:51) Metrics should align with long sales cycles.(08:39) Trusting the process builds long-term results.(11:13) Team collaboration sparks optimism for meaningful impact.Resources Mentioned: Amber Naslund -https://www.linkedin.com/in/ambernaslund/LinkedIn -https://www.linkedin.com/company/linkedin/HubSpot -https://www.hubspot.comZapier -https://www.zapier.comThis episode is brought to you by Content Allies.Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com #B2B #BusinessLeaders #Leadership

Bria Bell, Senior Marketing Strategy Associate at JPMorgan Chase & Co., shares her insights on the role of corporate influencers in marketing and the power of authentic storytelling. Bria highlights the importance of cross-collaboration in regulated industries and creating human-centric content that builds trust and emotional connections. She also emphasizes the value of vulnerability and creativity in content marketing, even in highly regulated environments, and explores future trends in the field.Key Takeaways:(01:14) Building trust through industry knowledge and thoughtful storytelling.(02:30) Sharing expertise on LinkedIn to demonstrate thought leadership.(02:54) The importance of authenticity in creating genuine connections.(05:06) Tailoring marketing strategies to meet unique client needs.(06:25) Leveraging storytelling to connect with audiences and humanize brands.(07:19) Navigating compliance creatively as a collaborative process.(09:20) Emotional and human-centric content as a differentiator in B2B marketing.(09:40) Shifting away from buzzwords to deliver genuine, impactful messages.Resources Mentioned: Bria Bell -https://www.linkedin.com/in/briabell/JPMorgan Chase & Co. | LinkedIn -https://www.linkedin.com/company/jpmorganchase/JPMorgan Chase & Co. | Website -https://www.jpmorganchase.com/This episode is brought to you by Content Allies.Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com #B2B #BusinessLeaders #Leadership

On today’s episode, we’re joined by Michelle Ngome, Founder and President of the African American Marketing Association (AAMA) and Outreach Director of Entrepreneurship Recruitment at Goldman Sachs. From trends in content creation to strategies for building a community, Michelle brings valuable insights for marketers aiming to deepen their audience connections. She also shares the significance of thought leadership, the role of innovation in marketing and practical ways to implement short-form video in B2B contexts.Key Takeaways:(01:38) Shifting to raw, authentic content can engage audiences more effectively.(03:05) Short-form video clips are essential for social media engagement.(06:57) Thought leadership requires challenging the status quo.(07:22) Small, creative initiatives in marketing can lead to big results.(09:08) Starting a podcast can differentiate a business.(12:50) Mastering AI prompts can improve tools like ChatGPT.(15:23) Regular content audits keep websites relevant.(17:21) Sonic branding helps build a strong podcast identity.Resources Mentioned: Michelle Ngome | LinkedIn -https://www.linkedin.com/in/mngome/African American Marketing Association (AAMA) | LinkedIn -https://www.linkedin.com/company/african-american-marketing-association/African American Marketing Association | Website -https://www.aa-ma.org/Goldman Sachs | LinkedIn -https://www.linkedin.com/company/goldman-sachs/Goldman Sachs 10,000 Small Businesses | Website -https://www.goldmansachs.com/This episode is brought to you by Content Allies.Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com. #B2B #BusinessLeaders #Leadership

In this special episode, we’re joined by Jake Jorgovan, Founder of Content Allies, and TJ Bonaventura, Client Strategist of Content Allies, to discuss the podcast's evolution as it transitions from host David (Ledge) Ledgerwood to Jake and TJ. Jake and TJ talk about how they plan to carry forward the show’s legacy and reflect on lessons from their extensive experience in podcasting and B2B marketing. They discuss creating ROI for clients, building strong teams and aligning marketing with sales while introducing new formats and actionable insights for listeners.Key Takeaways:(01:41) The StudioPod and Content Allies merger opens doors for growth.(07:25) Listen Network enables ethical, effective podcast audience growth.(12:30) Podcasting is now essential in B2B marketing, requiring measurable ROI.(17:42) Strong teams and long-term relationships drive entrepreneurial success.(21:18) Aligning marketing and sales remains a key challenge for B2B leaders.(25:40) Content Allies is positioned as the agency of record for B2B podcasters, delivering complete solutions.(28:45) B2B companies need data-driven strategies combined with creative branding.(30:36) Misconceptions in B2B podcasting underscore the need for accurate insights.(32:16) Ledge reflects on meaningful conversations and the opportunity for aspiring podcasters to grow their shows.Resources Mentioned: Jake Jorgovan -https://www.linkedin.com/in/jakejorgovan/TJ Bonaventura -https://www.linkedin.com/in/tj-bonaventura/Content Allies | LinkedIn -https://www.linkedin.com/company/contentallies/Content Allies | Website -https://contentallies.com/Listen Network -https://listennetwork.co/This episode is brought to you by Content Allies.Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com #B2B #BusinessLeaders #Leadership