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What do world-class persuasion, the secret storytelling power of “Baby Mozart,” and the real reason most B2B startups fail all have in common? In this episode of Predictable B2B Success, we’re joined by Dr. Yaniv Zaid, aka Dr. Persuasion, an economist, attorney, public speaking coach, and the author of 11 bestselling business books, including The 21st Century Sales Bible. Broadcasting from Tel Aviv but consulting with companies worldwide, Dr. Zaid reveals why so many organizations struggle to turn technical brilliance into commercial success and how a simple shift in communication can transform the fate of your business.
If you’ve ever wondered why your incredible product isn’t winning over customers or if your marketing team keeps missing the emotional mark, Dr. Zaid shares actionable frameworks to bridge the gap between tech teams and buyers, plus the art of “selling the problem before the solution” (using examples that will stick with you). He unpacks the psychology behind how buyers make decisions, the four crucial steps every sale must pass through, and the overlooked power of social proof and storytelling, even for the most technical founders.
Prepare for myth-busting insights and practical tactics that could change the way you pitch, write, and sell. Dive in; you might discover the persuasion secrets your business never knew it needed.
Some areas we explore in this episode include:
The Importance of Communication in B2B: Why poor communication leads to failure and the need to bridge knowledge gaps.Yaniv Zaid’s Background in Persuasion: His journey from debate and law to helping organizations persuade and connect.Common Startup Mistakes: Overemphasis on product development at the expense of sales and marketing.Focusing on Problems, Not Just Solutions: The value of selling by addressing the customer’s core problem.Translating Technical Jargon: Making complex ideas understandable to non-technical audiences.Balancing Logic and Emotion: Combining facts with storytelling to connect with clients.The Know, Like, Trust, Buy Framework: The buying steps every client takes.Effective Web and Copywriting: Structuring websites and marketing messages to prioritize customer pain points.Storytelling and Social Proof: Using stories and testimonials to build trust and credibility.Customer-Centric Mindset: Always focusing on customer needs and emotions over features.And much, much more... -
What if the secret to explosive sales growth isn't just about having the best product but about creating genuine trust and joy in every deal you close? In this episode of Predictable B2B Success, host Vinay Koshy sits down with Bob King—seasoned sales expert, author of The Joy of Closing, and former filmmaker—to explore why the traditional, product-centric sales mindset falls short in today's complex B2B landscape. With insights drawn from decades of experience spanning retail, B2B, in-home sales, and even the film industry, Bob challenges conventional wisdom about closing, persuasion, and providing value.
Why do so many B2B brands struggle to connect with real decision-makers and lose prospects not to better solutions, but to perceived apathy and indifference? How can one pitch, delivered with sincerity and emotional intelligence, change your company's whole trajectory? And what can storytelling and a bit of "one-call magic" teach us about influencing the buying committee, without resorting to tired sales tactics?
Get ready for candid stories, practical frameworks, and hard-earned advice that could transform the way you approach trust-based selling forever. If you've ever wondered what it means to close with integrity—or found yourself wishing for a bit more joy along the way—this conversation is for you.
Some areas we cover in this episode include:
Trust-Based Selling: Shifting from product-focused to trust-building approaches in B2B sales.Common B2B Sales Challenges: Navigating complexity, multiple decision-makers, and customer indifference.One Call Close Philosophy: Maximizing impact during initial meetings and why it matters in B2B.Crafting Effective Sales Pitches: The importance of storytelling, emotional engagement, and clarity.Overcoming Resistance: Strategies for addressing objections and moving buyers toward decisions.Avoiding "Salesy" Behaviors: Reframing closing as service, not manipulation.Role of Storytelling: Using company and personal stories to connect with buyers.Driving Change and Commitment: Helping customers overcome discomfort with new decisions.Personalization & Emotional Intelligence: Treating clients as individuals rather than forcing rigid personas.Sales Coaching & Leadership: The need for leadership buy-in and connecting company vision to sales success.And much, much more... -
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Think customer support is just a cost center? Think again. In this episode of Predictable B2B Success, host Vinay Koshy speaks with James O’Brien, COO of Ducky, a cutting-edge AI-powered customer platform, to challenge the traditional narrative around support teams and explore how artificial intelligence can transform them into engines of sustainable revenue growth.
James shares his entrepreneurial journey from Nashville musician to fintech founder to leading an AI startup, revealing surprising insights from hundreds of industry conversations and candid lessons learned from high-growth fintech and asset management roles. Hear him uncover why most organizations are missing out on the massive knowledge buried within their support channels, why traditional BI and AI tools fall short, and how clever use of automation can not only boost productivity but reduce burnout and supercharge customer happiness.
Curious about the real ROI of AI in support? Want to know why trendy industry metrics like CSAT might be misleading—and what you should be measuring instead? James digs into practical examples and hard-won wisdom you won’t hear elsewhere. If you’re a leader looking to leverage your support team in brand new ways or love a fresh perspective on AI’s impact on business, you won’t want to miss this one!
Some areas we explore in this episode include:
Customer Support as a Revenue Driver – Rethinking support as a source of business growth, not just a cost.Impact of AI in Customer Support – How AI tools like Ducky can improve efficiency and insight.Barriers to AI Adoption – Addressing costs, trust, low BI maturity, and change resistance.Knowledge Management Challenges – The issue of siloed information and how AI can solve it.Voice of the Customer Insights – The limitations of current customer feedback practices versus better, AI-driven methods.James O’Brien’s Entrepreneurial Path – How James’s background shaped his approach to business.Importance of Relationships in Business – Building trust and partnerships for long-term success.Misconceptions about AI in Support – AI as an enabler rather than just a job-replacer.Empathy & Team Wellbeing – The role of empathy, burnout, and happiness in support teams.Scaling Startups & Smart Hiring – Lessons on balancing hiring, process improvement, and growth.And much, much more... -
What drives B2B marketing success—and why do so many companies get it wrong? In this episode of Predictable B2B Success, we sit down with Andy Culligan, a straight-talking marketing leader, fractional CMO, and former CRO with a wealth of experience steering SaaS brands through turbulent growth. Andy gets candid about why 79% of marketing leads go nowhere and how the disconnect between sales and marketing is silently draining your revenue potential.
Listen as Andy unpacks the real secrets behind turning your marketing into a revenue machine (hint: there’s no magic bullet, just honest, consistent work) and why fancy attribution models might not be as valuable as you think. Discover the “human interface” role of SDR teams, the power of true sales-marketing alignment, and why some of the most critical tactics—like analyst relations and active thought leadership from company executives—fly under the radar until it’s almost too late.
If you’ve ever grappled with stagnant pipeline, siloed teams, or wondered when it’s time for a fractional CMO, Andy’s battle-tested frameworks and blunt advice will give you a fresh perspective on how to unlock your business’s next growth phase. Don’t miss this episode, brimming with actionable insights and surprising truths.
Some areas we explore in this episode include:
Marketing as a Revenue Driver – How effective marketing directly impacts business growth and revenue, particularly in SaaS and B2B.Sales and Marketing Alignment – The necessity of tight collaboration between marketing, sales, and SDR teams.Evolving Marketing Mindset – Andy’s transition from traditional marketing to a revenue-focused approach in tech.Demand Generation & Brand Consistency – The importance of consistent, holistic demand generation and brand efforts.Marketing Attribution Challenges – Difficulties in measuring marketing’s impact on revenue and why practical metrics matter.Fractional vs. Full-Time Leadership – When to hire a fractional CMO, common hiring mistakes, and scaling leadership.Scaling Teams Through Growth Stages – When and how to grow marketing and SDR teams as companies scale.Account-Based Marketing Strategies – Concrete ABM tactics that engage high-value accounts with tailored plays.Short-Term vs. Long-Term Marketing Needs – Balancing immediate revenue goals with brand-building activities.Overlooked Growth Levers – The importance of analyst relations and getting executives involved in brand efforts.And much, much more... -
What if everything you know about B2B sales prospecting is due for a radical rethink? In this episode of Predictable B2B Success, we sit down with Mike LaRusso—a seasoned sales consultant with forty years of in-the-trenches experience and the author of "The Sales Professional Survival Guide: A Blueprint for Tactical Prospecting." Mike is on a mission to disrupt outdated sales mindsets, unpacking why most traditional prospecting methods are less productive than you think and revealing how intuition, analytics, and relationship-driven tactics can transform your sales pipeline.
You'll hear Mike's refreshingly frank perspective on why leadership is often the bottleneck to sales success, how the misunderstood alliance process can unlock game-changing results, and why the proper prospecting tactic could mean the difference between cold-call drudgery and high-performance revenue growth. Whether you're a sales rep, leader, or founder, get ready to question your assumptions, rethink your KPIs, and discover how the future of B2B sales is being redefined—one strategic relationship at a time. Don't miss this thought-provoking conversation that could make you see prospecting in a whole new light.
Some areas we explore in this episode include:
Mike's sales background – Starting at age 16 and his extensive industry experience.Intuition in sales and formal methodology – Turning intuition into a structured methodology.Problems with traditional sales leadership – How leadership mindsets inhibit sales success.Importance of prospecting – Why prospecting is the foundation of sales.Using data analytics and systems – Applying metrics and analytics to sales processes.The Alliance Process – Building and leveraging alliances for better lead generation.Impact of automation and AI – How automation is changing prospecting and SDR roles.Effective sales metrics – Focusing on appointment ratios and closing rates over just activity counts.Driving leadership buy-in – Challenges in convincing sales leadership to adopt new methods.Hiring for business development mindset – What to look for in sales hires and how to train them.And much, much more ... -
What does it take to build a business that grows beyond your wildest dreams—without losing yourself along the way? In this episode of Predictable B2B Success, host Vinay Koshy sits down with Scott Ritzheimer, CEO of Scale Architects and author of The Founder's Evolution, who has helped launch nearly 20,000 businesses and nonprofits before turning 35. Scott shares the untold story behind rapid, sustainable growth—and the unexpected personal challenges that come with it.
You'll hear firsthand how Scott resurrected a failing company during the 2008 financial crisis, what he learned by navigating the seven distinct stages every founder faces, and why most entrepreneurs experience frustration at critical transition points. How do you know if you're a "reluctant manager"? What's the secret to building a team you can truly scale with? And why is clarity of vision—and joy—in business more important than chasing arbitrary revenue milestones?
Brimming with honest stories, practical frameworks, and questions that turn traditional business advice on its head, this conversation will help you pinpoint exactly where you are on your founder's journey—and what to do next. If you want to create not just predictable revenue but predictable fulfillment, don't miss this episode!
Some areas we explore in this episode:
Scott Ritzheimer's Background – His journey through Start Church and early entrepreneurial experiences.The Seven Stages of Founder Growth – An overview and explanation of key founder stages from dissatisfied employee to visionary founder.Predictable Success – What it means, both organizationally and personally, for founders.Identifying Growth Stage Transitions – How to recognize and manage moving from one founder stage to the next.Overcoming Early-Stage Business Challenges – Real stories about dealing with chaos, debt, and survival at Start Church.People vs. Systems – The importance of hiring the right people at certain stages before focusing on systems.Vision and Mindset – Why founders need a clear, personal vision and adaptable mindset at every stage.Letting Go and Leadership Evolution – Shifting from doing everything to building and leading executives and teams.Addressing Founder Burnout and Alignment – Pros and cons of scaling, exits, and aligning business with personal fulfillment.Practical Tools and Resources – Assessments, the Founder's Evolution book, and actionable steps for identifying your current stage.And much, much more... -
What if you discovered that 79% of your company’s top-line revenue could be slipping away, right under your nose, all because of outdated billing and invoicing processes? In this episode of Predictable B2B Success, host Vinay Koshy sits down with Randy Wootton, CEO of Maxio, to dig into one of the most overlooked deal killers and revenue drains in B2B SaaS: broken financial operations.
With over 25 years in tech and a history of scaling and exiting firms, Randy brings deep, candid insights from the frontlines of SaaS operations. Together, they unpack why so many CFOs still cling to spreadsheets, how to create a culture of accountability and data-driven decision-making, and why getting serious about monetization, beyond customer acquisition and retention, can exponentially boost your company’s valuation.
You’ll also hear behind-the-scenes stories of SaaS mergers, the battle to win over finance teams, and why nailing your monetization strategy is now a CEO’s must-have skill. Whether running a startup, growing a SaaS company, or steering a PE-backed venture, this episode is packed with real-world lessons and contrarian takes you can’t afford to miss. Ready to get funded—and stay funded? Let’s dive in.
Some areas we explore in this episode include:
Problems in B2B Billing & Financial Operations: Common issues like revenue leakage, billing errors, and spreadsheet dependence.What Maxio Does: How Maxio connects CRM and general ledger systems to streamline financial processes for B2B SaaS.Randy Wootton’s Leadership Journey: His background in the military and tech and how that shaped his leadership approach.Execution, Metrics & Growth Culture: The importance of accountability, data-driven execution, and fostering an environment of continuous improvement.CFO Mindsets and the Move From Spreadsheets: Why CFOs resist change and how companies can encourage adoption of automated systems.AI and Data Insights in Financial Ops: How Maxio and similar platforms are moving toward more intelligent, AI-driven analytics and business insights.Monetization Strategies for SaaS Companies: Monetization (pricing, packaging, value capture) matters as much as acquisition and retention.Maxio’s Pricing Model: Details on its billing-based pricing and why this approach benefits customers.Brand Strategy After Merger: Lessons from combining SaaSOptics and Chargeify into Maxio, and the challenges of rebranding.Get Funded, Stay Funded: The “dolphin strategy” for SaaS businesses—balancing growth, profitability, and investor expectations.And much, much more... -
In this episode of the "Predictable B2B Success" podcast, host Vinay Koshy delves into the dynamic business consulting and growth strategy world with the versatile entrepreneur and finance expert Tim Calise. Tim, renowned for his meteoric achievements, including raising an astounding $325 million for his first hedge fund by age 25, dives deep into his journey and the insightful lessons he learned.
Discover Tim's transition from an inquisitive child with a penchant for recreating systems to a strategic business consultant eager to help others navigate the intricate landscape of entrepreneurship. With a focus on aligning product, pricing, and positioning, Tim shares his unique "product to profit" framework—a game-changer for business owners eyeing sustainable success and lucrative exits.
But the episode doesn't stop there. Explore how businesses can differentiate themselves amid stiff competition and the hustle of modern market dynamics. Uncover secrets to transforming acquisition costs into profit centers and discover why a market of one might be your business's missing link.
Join us for a conversation packed with actionable insights designed to fuel your entrepreneurial spirit and craft a roadmap for success. Whether you're a seasoned founder or an aspiring entrepreneur, Tim's strategies will ignite your business aspirations.
Some areas we explore in this episode include:
Tim's Entrepreneurial Journey: Tim shares how he knew he wanted to be an entrepreneur from an early age and his experiences growing up.Business Consulting and Co-creating: Tim discusses his transition to business consulting and why he decided to co-create with other founders and business owners.Challenges for B2B Brands: Vinay and Tim discuss the struggles B2B brands face in aligning profit with business exit strategies.Product to Profit Framework: Tim introduces his Product to Profit framework and how it helps businesses succeed.Personal Area of Strength: Tim identifies his personal area of strength as aligning investor mindset with on-the-ground experience.Customer Acquisition and Profitability: Tim explains how building a profitable acquisition system turns acquisition costs into a profit center.Creating a Market of One: The idea of differentiating by niching down to create a unique position in the market.Strategic Pricing and Tiers: The importance of having a three-tier pricing system to cater to different client needs and maximize profit.Overcoming Entrepreneurial Challenges: Discussion on how to counter the loneliness and mental exhaustion that can come with entrepreneurship by having a support system and focusing on core strengths.Future Business Trends: Tim shares insights on the importance of recurring revenue and how live events can differentiate businesses in a competitive market.And much, much more .... -
Have you ever wondered if your drive for success could be holding your business back? In this episode of Predictable B2B Success, host Vinay Koshy sits down with Scott Anderson, serial entrepreneur, author of You’re Not Toast, and founder of Double Dare, to expose the hidden dangers of burnout for high-achieving professionals and founders. Scott shares his raw journey: from launching 10 companies and selling eight to hitting a wall of exhaustion that sleep, weekends, and vacations couldn’t fix.
You’ll discover why the very grit and hustle that fuel growth in the early days can quietly transform into a ceiling on your revenue—and even endanger your health and business. Scott unpacks the subtle signals leaders often miss, explains why hustle culture is not a strategy for scalable success, and reveals actionable techniques, like his 5-second R&R method, to break the burnout cycle quickly. If you’re secretly feeling stuck, tired, or can’t scale past that next revenue milestone, this conversation will challenge everything you think you know about perseverance, leadership, and growth.
Tune in to learn how saying no and letting go might be your smartest business move this year.
Some areas we explore in this episode include:
Scott Anderson’s Personal Burnout Experience: How Scott recognized his own burnout and began seeking solutions.Burnout in High Achievers: Why successful professionals are especially at risk of burnout.The Double-Edged Sword of Perseverance: How traits that drive business success can also lead to burnout.Scaling Challenges and Revenue Plateaus: Mistakes entrepreneurs make when trying to grow their businesses beyond early milestones.Early Warning Signs of Burnout: Key symptoms and overlooked indicators of burnout in leaders.Delegation and Building Systems: The need for founders to delegate and build scalable systems to prevent burnout and enable growth.Shifting Leadership Mindsets: Moving from founder-centric leadership to a more humble, team-oriented approach.Hustle Culture vs. Sustainable Growth: Debunking the myth that nonstop hustling leads to long-term success.Practical Burnout Prevention Techniques: Tools like the R and R Technique for managing stress on the go.Implementing the Burnout Breakthrough Method: How Scott’s approach boosts cognitive capacity and resilience for leaders and their teams.And much, much more... -
In this episode of Predictable B2B Success, we dive into the mind of a true growth marketing maestro, Jason Shafton. With over two decades of experience scaling giants like Google, Paramount, and Headspace, Jason reveals the secrets behind crafting killer marketing strategies that defy the status quo. From his journey of personal resilience, including the poignant stories of overcoming profound personal challenges, Jason shares how authenticity and vulnerability can transform business narratives and inspire teams to achieve the impossible.
We explore how brutal honesty, balanced with empathy, can foster environments where teams thrive and deliver exceptional results. Jason takes us through the art of understanding your audience profoundly, creating engaging narratives that resonate deeply with customers, and the importance of zigging while everyone else is zagging. He challenges businesses to break free from the mundane B2B marketing mold and embrace unconventional growth channels, even questioning the reliance on tech titans like Google and Meta.
Join us as we unravel the layers of Jason Shafton's growth playbook, where insights meet inspiration, creating a roadmap for any B2B leader aiming for unparalleled success.
Some areas we explore in this episode include:
Growth mindset and personal resilience in business.Jason's experience as a growth marketer at major companies.Founding and the purpose of his consulting firm, Winston Francois.Understanding customers and developing ideal customer profiles.Personal challenges shaping leadership and business philosophies.Crafting narratives through audience understanding.Balancing radical candor and empathy in leadership.What sets great marketers apart in the B2B tech space?Building a successful growth flywheel with channel strategies.Community building and using unique marketing channels.And much, much more... -
Welcome to another episode of the Predictable B2B Success podcast, where we delve into the often overlooked yet powerful catalysts for sustainable revenue growth in the B2B space: packaging and trust.
Host Vinay Koshy is joined by Nathan Yeung, founder of Find Your Audience, to explore these crucial elements that can differentiate your brand while navigating the complexities of the B2B market. Nathan brings over a decade of experience in marketing, finance, and management consulting to provide a fresh perspective on building effective strategies that align with market needs and internal company culture.
In this episode, Nathan shares his frustration with the subpar advice given to founders and explains how strategic insights from marketing can play a pivotal role in long-term growth. Discover why first impressions, akin to the packaging in B2C, are just as vital in B2B digital branding. Learn how to measure trust within your customer base truly and why creating customer evangelists could be your most underutilized marketing channel. Plus, Nathan unveils actionable insights on maximizing the potential of your current marketing channels and why embracing bold strategies can set you apart in a crowded market. Tune in for a conversation rich with actionable insights and real-world examples that could transform your approach to B2B success.
Some areas we explore in this episode include:
Packaging and Trust in B2B: The significance of packaging and trust in driving sustainable revenue growth.Nathan Yeung's Founding Journey: Insights into why Nathan started Find Your Own Audience based on his diverse professional experiences.Role of Marketing Strategy: The importance of marketing strategy in identifying opportunities and positioning through insights.Understanding Marketing Tactics: Realizing that all marketing tactics can work, but priorities should be set based on constraints.Branding as B2B Packaging: How branding acts as packaging and its effect on first impressions and company perception.Assessing Trust with Customers: Potential overconfidence among CEOs regarding customer trust and its implications for customer management.Creating Customer Evangelists: Shifting focus to building customer evangelists and long-term relationship investment.Building Community via Events: Effective community building through thoughtfully programmed events offering personal, social, and commercial benefits.Empathy and Communication Challenges: The critical role of empathy in marketing and the importance of communicating in customer language.Advice for New Marketing Teams: Guidance on assembling marketing teams and standing out in competitive environments.And much, much more... -
Welcome to another insightful episode of the Predictable B2B Success podcast! Join us as Vinay Koshy dives into an engaging conversation with Richard "RJ" Kedziora, the co-founder of Estenda and an innovator in the healthcare technology space. With over three decades of experience in software product design and development, RJ shares his journey from leading university associations to revolutionizing healthcare with data-driven solutions.
In this episode, we explore the evolution of healthcare technology, from paper-based systems to today's data-rich landscapes, and discuss how the industry is harnessing data to enhance patient care. Discover how empathy is not just a buzzword but a fundamental driver for success in building B2B relationships and driving revenue growth.
RJ provides a fascinating look into the unique challenges of healthcare, from balancing regulatory compliance to the complex dynamics of who pays and who benefits. Tune in to learn how his team at Estenda innovates by using a systematic, empathy-driven approach to problem-solving and client engagement, ensuring impactful solutions in a rapidly changing environment. Whether in healthcare or B2B industries, this episode contains insights that can transform your understanding of trust, empathy, and innovation.
Some areas we explore in this episode include:
Leadership and Early Experiences - RJ's journey and early leadership roles that shaped his career.Estenda's Origin - The motivation behind founding Vistenda and how their focus has shifted over time.Empathy in Business - The critical role of empathy in building trust in B2B relationships and the software development process.Healthcare Data Challenges - Transitioning from data acquisition to using data effectively in healthcare.Problem Solving Skills - RJ's strength in problem-solving and its impact on developing empathetic solutions.Customer Collaboration - Working with clients who have a general idea of their needs to create practical solutions.Regulatory Compliance - Turning compliance requirements into opportunities for revenue growth.Approach to Unknowns - Strategies for handling unknown factors in software development projects.Team Building with Empathy - Engaging team members to empathize with users and teach the patient journey.Building Trust and Partnerships - Methods for maintaining trust and developing long-term client partnerships.And much, much more... -
In this episode of Predictable B2B Success, host Vinay Koshy welcomes James Brown, the innovative founder of BizTech Guru, to delve into the intricacies of systemization and its pivotal role in transforming businesses. Listen as they unpack the staggering statistics behind businesses with well-documented systems experiencing 280% higher growth and the everyday hurdles companies face when implementing these systems.
James shares insights from his rich background in various industries, shedding light on Systemology's transformative power and his collaboration with David Jenens, which unearthed a game-changing approach to systemizing businesses. Discover the critical client flow concept—a vital component for revenue generation—and explore when a startup should begin to focus on creating systems.
This episode doesn't just stop at providing a roadmap for achieving operational efficiency but goes further to explore the potential of leveraging AI in systemization. Whether you're a business owner overwhelmed by daily operations or in the early stages of a startup journey, James Brown provides valuable perspectives on harnessing systems for substantial time freedom, allowing for innovation and explosive growth. Tune in for a riveting discussion that redefines how you think about your business processes.
Some areas we explore in this episode include:
Systemizing Business Operations: How systemization can drive business growth.Common Barriers: Challenges like documentation issues and resistance to change.James Brown's Background: His journey and why he founded BizTech Guru.Importance of Systems: Key elements in freeing up time and unlocking growth.Timing for Systemization: When startups should start implementing processes.Critical Client Flow: Understanding the revenue-generating core of a business.Change Resistance: Handling resistance from crucial team members.Systemology Overview: The essentials of systemology in business.Innovation Balance: Maintaining innovation while systemizing.Systems Champion Role: The importance and identification of a systems champion.And much, much more... -
In this episode of the Predictable B2B Success podcast, we're joined by AJ Rounds, a seasoned entrepreneur and co-founder of RevRoad, a unique venture services firm. With a rich background as a two-time CMO and four-time founder and having experienced three successful exits, AJ brings a wealth of knowledge to the conversation.
With host Vinay Koshy, AJ delves into the motivating factors behind starting RevRoad and offers insights into the venture's distinctive approach of combining human capital with financial investments to help startups scale up successfully.
Discover how RevRoad aims to flip the traditional narrative by reducing startups' 90% failure rate to a promising 67% success rate through a focus on expertise, collaboration, and strategic growth. AJ shares strategic insights into identifying ideal customer profiles, the importance of culture in scaling businesses, and the critical elements that make startups investable. Whether you're grappling with building company culture or just curious about how capital can be infused effectively for business growth, this episode offers valuable lessons from AJ's entrepreneurial journey and RevRoad's innovative model. Tune in for an inspiring conversation filled with practical advice and real-world experiences.
Some areas we explore in this episode include:
AJ Rounds' Background and Experience - This includes his journey as a cofounder and his previous startup experiences.The Concept and Origin of RevRoad - How and why RevRoad was started, and its mission to solve the high failure rate of startups.RevRoad's Business Model - Infusion of human capital and services before raising financial capital for startups.Scaling Startups - Strategies and processes for taking startups from initial stages to being investable by RevRoad Capital.Ideal Customer Profiles (ICP) - The importance and process of defining and focusing on target customer profiles.The Importance of Customer Feedback - Encouraging startups to engage with customers early to validate and refine products/services.Culture and Recruitment - The significance of company culture in startups and AJ's insights on recruitment strategies.Evaluating Startups at RevRoad - The use of the "Five H's" (Head, Hands, Heart, Humor, Humility) in assessing potential RevRoad companies.Global Impact and Social Responsibility - Examples of how entrepreneurship is used to solve global problems, including RevRoad's involvement in the virtuous cycle.Challenges and Myths in Scaling - Common misconceptions about growing a business and the reality of venture success.And much, much more... -
Welcome to another episode of Predictable B2B Success, where we explore the evolving world of loyalty programs with Len Covello, Chief Technology Officer at EngagePeople. As a pioneer in reshaping how loyalty programs operate, Len shares fascinating insights into EngagePeople's innovative approach, which allows program members to pay with points at checkout. With over 51 million active members and an annual processing of $400 million, EngagePeople is not just changing the game—it's revolutionizing it.
Dive into Len's entrepreneurial journey, starting his first tech company at just 18, and discover how his relentless quest for innovation continues to drive EngagePeople's success. Len opens up about the complexities and challenges of integrating loyalty programs in the B2B space, emphasizing the importance of data-driven decisions, understanding customer aspirations, and the critical role of having a program champion within organizations.
This episode unveils the future of loyalty programs, where personalization, integration, and partnerships are key to creating a sustainable competitive edge. Whether part of a B2B or B2C company, Len's insights will inspire you to rethink how loyalty programs can align with your business objectives to drive unprecedented customer engagement and revenue growth.
Some areas we explore in this episode include:
Introduction to Len Covello: Len's role as CTO at EngagePeople and an outline of the company's mission.B2B Loyalty Market: Opportunities and challenges in the projected growth of B2B loyalty programs.Len's Journey into Loyalty: His interest in the space is driven by a passion for innovation and customer experience.EngagePeople's Goals: The company's focus on technology to enhance loyalty programs and the challenges faced.Personal Strengths and Insights: Len's cerebral approach to decision-making and insights on planning and execution.Implementing Effective Loyalty Programs: Aligning loyalty initiatives with business goals and customer aspirations.Successful Case Studies: Airline programs are examples of well-integrated loyalty and business strategies.Utilizing Customer Data: The importance of data in understanding customer needs for effective loyalty solutions.Tech-Innovation in Loyalty: How partnerships and innovation are key to loyalty program success, alongside addressing tech challenges.Competitive Loyalty Programs: Strategies for innovation, including personalization and cross-industry inspiration.And much, much more... -
In this episode of the Predictable B2B Success podcast, host Vinay Koshy sits down with seasoned marketer Martin Pietrzak of Pinch Marketing to unravel the intricacies of business growth in the complex B2B landscape. Imagine a business world where the power doesn't lie merely in expansive reach but in pinpointing precision—where scaling isn't about casting the widest net but understanding and empathizing with the customer's journey. Martin shares his unique journey from a budding artist to a decisive leader in tech and SaaS, revealing how a pinch led to the birth of his marketing firm.
Dive into challenges most companies face today: the illusion of universal appeal, the dangers of optimism bias, and organizational silos that stifle true customer-centric growth. Martin highlights how focusing on truly understanding the market and challenging orthodox perceptions can uncover hidden high-value client profiles. With real-world success stories, he illustrates the strategies businesses can implement to evolve their messaging, storytelling, and customer engagement tactics.
Join us to explore how businesses can differentiate themselves in saturated markets, become truly empathetic, and harness the evolving landscape of communication for sustainable growth. This engaging conversation promises to leave you thinking differently about marketing and growth strategies.
Some areas we explore in this episode include:
The importance of narrowing market focus and adopting a customer centric approach for scalable revenue growth.The complexity of B2B customer journeys and the need to maintain a narrow focus.Organizational silos and their impact on data sharing and customer-centricity.Challenges faced by organizations due to outdated technology and processes.Martin Pietrzak's journey into marketing and the creation of Pinch Marketing.The common perception among C-suite executives that their product is for everyone and the implications on marketing and revenue.The role of proxies within organizations to better understand customer experiences.Strategies for identifying ideal customer profiles and differentiating messaging for various stakeholders.The introduction of empathy and customer-centricity in the discovery process and its impact on strategy.The significance of storytelling in overcoming market inertia and engaging potential customers.And much, much more... -
In this episode of Predictable B2B Success, host Vinay Koshy welcomes Daniel Kushner, CEO and co-founder of Oktopost, a sophisticated social media management and employee advocacy platform. With his rich background as a serial entrepreneur, Kushner dives deep into the intricacies of measuring and monetizing B2B social media to demonstrate its tangible impact on business success. Discover the fascinating story behind Oktopost's inception in 2013, born out of a personal need for better measurement tools in the social media space.
As the discussion unfolds, Kushner reveals the profound differences between B2B and B2C social media, advocating for a holistic approach where social engagement is a cross-organizational effort rather than a marketing silo. The episode explores the importance of integrating social media into the overall fabric of a company—underscoring the need for businesses to embrace social at a cultural level to maximize opportunities.
Additionally, Kushner unpacks the role of employee advocacy, offers insights for startups with smaller teams, and shares valuable advice on nurturing thought leadership within technical teams. Please tune in to explore how AI, data trends, and authentic engagement are reshaping the landscape of B2B social media and why measuring its impact should be at the forefront of any forward-thinking organization.
Some areas we explore in this episode include:
Origin of Oktopost: Founding of Oktopost in 2013 and the market opportunity identified.Measuring Social Media Impact: Importance of measuring social media's influence on B2B success.Platform Integration: Need for tools like Oktopost to integrate with other marketing platforms.Cross-Organizational Social Engagement: Social media's role across different organizational functions.Organizational Culture: Impact of culture and leadership on social media effectiveness.Challenges for Startups: Strategies for smaller companies to leverage social media.Employee Advocacy: Role of employees in brand promotion and thought leadership.Personal Branding: Supporting employees in building personal brands through social media.B2B vs. B2C Social Media: Differences in approach between B2B and B2C social media.AI's Role: How AI can enhance social media strategies and trend analysis.And much, much more... -
In this Predictable B2B Success podcast episode, host Vinay Koshy welcomes George Storm, the innovative CEO of Break the Box. With a rich tapestry of experience spanning industries like real estate, SaaS, and insurance, George's journey is one of curiosity and relentless pursuit of authentic connections.
As someone who's transitioned from the upper echelons of corporate sales to spearheading his venture, George is no stranger to breaking conventional molds. This episode dives into the burning questions of traditional sales versus customer retention and why fostering genuine relationships rather than just chasing numbers is key to sustainable revenue growth.
George shares compelling insights on how modern sales strategies can integrate AI effectively without losing the human touch. Plus, he reveals why adaptation, emotional intelligence, and curiosity are the untapped superpowers that can set B2B leaders apart in today's competitive marketplace. This episode is a must-listen if you're eager to discover how to reshape your business strategies by infusing creativity and authentic engagement. Tune in to uncover the secrets of accelerating revenue by thinking outside the box—literally!
Some areas we explore in this episode include:
George Storm's career background and transition to founding Break the Box.The main issue Break the Box aims to solve: revenue acceleration.The emphasis on customer acquisition versus nurturing existing relationships in sales.George Storm's personal areas of strength, such as curiosity and adaptability.The importance of soft skills like emotional intelligence in sales.The role of data in creating customer experiences and being data-driven versus creative.The potential of podcasts as lead magnets and their role in personal branding.Integrating AI in sales for data enrichment and improving sales conversations.The significance of being authentic and maintaining a conversational tone in sales communication.Building a sales and revenue strategy focused on customer success and retention.And much, much more... -
In this episode of Predictable B2B Success, we delve into the fascinating intersection of psychology, automation, and technology with Maxwell Nee, the Chief Revenue Officer of ScoreApp. With a clientele boasting over 6,000 paying clients, including influential names like Chris Do, Jay Shetty, and Ali Abdaal, ScoreApp is revolutionizing lead generation and customer engagement. Maxwell shares his transition from a digital marketing agency owner to a key player in ScoreApp's rapid growth and how his passion for being an evangelist fuels his success.
Join Vinay Koshy as he unpacks Maxwell's powerful insights on developing streamlined customer journeys, leveraging AI in quiz marketing, and the essence of focusing on solving problems before product creation. Explore the art of asking the right questions and crafting engaging marketing strategies that lead to outsized wins. Discover the vital elements that set leading brands apart and the quintessential role of value exchange in lead generation.
Whether you're looking to amplify your business's impact or explore innovative approaches to customer engagement, Maxwell's experiences and strategies will provide a wealth of inspiration and actionable insights to implement in your entrepreneurial journey. Tune in for a transformative conversation!
Some areas we explore in this episode include:
Maxwell Nee's Role and ScoreApp: His background and role as Chief Revenue Officer.B2B Marketing Challenges: Issues with achieving scalable success and the role of automation and AI.Psychology and Automation for Growth: Using these tools to drive revenue.Distribution vs. Product Development: Building sales channels before products.Effective Market Research: Approaches like quizzes for product-market fit.Designing Quizzes: Role of AI in crafting impactful questions.Lead Generation via Marketing: Strategies for targeted and clear communication.Pricing Strategy Insights: Overcoming pricing challenges and recognizing product value.Business Scaling Tactics: Utilizing partnerships and marketing strategies effectively.Client Retention Focus: Importance and strategies for ongoing client success.And much, much more... -
In this episode of "Predictable B2B Success," we dive into creative entrepreneurship with Lindsay Scherr Burgess, the founder and Moss Boss of Green Wallscapes. Discover how Lindsay turned an accidental venture into a thriving business that has graced spaces in over 35 states, Canada, and the Caribbean. With a unique fusion of preserved moss, art, and commercial-grade applications, Lindsay has carved a niche in the marketplace, creating lavish expressions of botanical joy. Despite her background in diverse industries such as organic produce and real estate, Lindsay's passion for innovation has driven her company to work with leading brands like Amazon and Starbucks.
Join host Vinay Koshy as they explore the challenges and triumphs of scaling operations while maintaining artistic integrity. From overcoming revenue unpredictability to navigating the pandemic's impact, Lindsay's journey offers invaluable insights into the intersection of creativity and business growth. Discover the secrets behind her sales prowess, her approach to team management, and her vision for the future of Green Wallscapes.
Whether you're a budding entrepreneur or a seasoned professional, this episode promises to spark your curiosity and inspire your success journey in the business world.
Some areas we explore in this episode include:
Creative Business Challenges: Scaling operations while maintaining artistic integrity and addressing revenue unpredictability.Lindsay's Business Journey: The accidental start and organic growth of Green Wall Wallscapes.Advantages of Preserved Moss Art: Using preserved moss in commercial spaces for aesthetics and low maintenance.Sales and Business Strengths: Lindsay's strengths in sales and marketing and their impact on business success.Importance of Customer Service: Being responsive and maintaining strong client relationships.Balancing Art and Commerce: Collaborating with clients to maintain artistic integrity in custom projects.Client Education and Market Growth: Strategies for educating clients and expanding the market.Delegation and Team Building: Evolution of delegation and team dynamics, especially during COVID.Navigating COVID-19 Challenges: Supply chain and workforce issues during the pandemic.Networking and Partnerships: Building and leveraging professional networks for growth.And much, much more... - Daha fazla göster
