421 episodes

The Predictable B2B Success podcast is about creating predictable growth in a business. This is a podcast for founders, business owners, and marketing and sales executives.


In each podcast episode, we unpack an aspect of creating business growth predictably. We look at how we can expand our influence and strategies to boost sales through the creation of remarkable experiences, empathetic content, and conversations.


Each episode features an interview with a founder, sales or marketing executive, or thought leader in the B2B space. We might be bringing on well-known authors or hosts of popular podcasts but most importantly you’ll hear from those who have hands-on experience in creating predictable B2B success. Through each episode, we’ll be helping you explore the best ways to create predictable purpose-driven growth of a business and sustainable revenue growth.


If you have any suggestions for future episodes or feedback on the podcast, get in touch via Twitter at @vpkoshy or through the website at https://www.sproutworth.com

Predictable B2B Success Sproutworth

    • Business
    • 5.0 • 4 Ratings

The Predictable B2B Success podcast is about creating predictable growth in a business. This is a podcast for founders, business owners, and marketing and sales executives.


In each podcast episode, we unpack an aspect of creating business growth predictably. We look at how we can expand our influence and strategies to boost sales through the creation of remarkable experiences, empathetic content, and conversations.


Each episode features an interview with a founder, sales or marketing executive, or thought leader in the B2B space. We might be bringing on well-known authors or hosts of popular podcasts but most importantly you’ll hear from those who have hands-on experience in creating predictable B2B success. Through each episode, we’ll be helping you explore the best ways to create predictable purpose-driven growth of a business and sustainable revenue growth.


If you have any suggestions for future episodes or feedback on the podcast, get in touch via Twitter at @vpkoshy or through the website at https://www.sproutworth.com

    How to master the art of technology partnerships to drive growth

    How to master the art of technology partnerships to drive growth

    Welcome to another transformative episode of Predictable B2B Success! I'm your host, Vinay Koshy, and in this captivating conversation, we have the strategic mastermind Varag Gharibjanian with us. Prepare to dive deep into the future of computing, spatial platforms, and the genuine impact of AI on our world. Varag doesn't just theorize; he brings experience and a treasure trove of actionable insights to reduce partnership risks and drive revenue in the tech landscape.


    Today, you'll get an insider's look at achieving synergy between business models and technology partners and how the timing, location, security, scalability, and cultural alignment can make or break your strategic alliances. But that's not all; Varag will challenge your thinking by emphasizing the cultural dynamics within startups and the need to codify them.


    Could startups be dangerously neglecting market needs over perfecting their tech? Varag argues that understanding market fit is as crucial as the innovation itself. We'll explore his approach to building a go-to-market strategy that works and unpack the essence of customer stories in driving growth.


    This episode is packed with gems to reshape your view on partnerships, revenue growth, and the critical balance of technology and market realities. Tune in for a thought-provoking journey with Varag Gharibjanian that's bound to leave you itching for more. Let's get set for a ride into the future of B2B success!


    Some areas we explore in this episode include:


    Integration of Technology and Product: Discussing the importance of integrating advanced technology with the actual product to make it functional and user-friendly.Strategic Technology Partnerships: Emphasizing how to effectively scope out technical capabilities versus market expectations and the need for a balanced approach to technology and business aspects in partnership development.Revenue Acceleration Strategies: Outlining key components of revenue success such as average revenue per customer, recurring revenue, and cost of revenue optimization.Customer Stories and Case Studies: The significance of documenting and leveraging early customer success stories to build credibility and illustrate business benefits.Sales Outreach Process: Detailing a timeline for sales outreach, including preparation, active outreach, and closing stages to test the market efficiently.Founder Involvement in B2B Sales: Advocating for the founder's active role in early strategic agreement negotiations and maintaining ongoing partnership nurturing.AI and Spatial Computing Potential: Discussing the disruptive impact of AI in the short term and the long-term potentials of spatial computing merging digital and physical spheres.Fundraising and Investor Engagement: Providing guidance on preparing for investor meetings, pitching, and strategically aligning with the right investors.Startup Culture Codification: Highlighting the need for startups to establish, understand, and codify their culture for long-term success.Humility in Product Development: Advising founders to concentrate on creating a product that customers value and are willing to purchase, emphasizing product-market fit over a fundraising-first approach.And much, much more ...

    • 48 min
    How to Embrace People-First Leadership to Drive Revenue Growth

    How to Embrace People-First Leadership to Drive Revenue Growth

    Welcome to Predictable B2B Success, your go-to spot to dive deep into the strategies propelling business growth. In this captivating episode, we're joined by the inquisitive mind of Doug Utberg, founder of People First Leaders, an organization reshaping the cultural fabric of business in America. As we navigate the complexities of contract restructuring and the nuances of budget management, Doug spurs a thought-provoking conversation on the delicate balance between human connection and corporate scalability. 


    Doug doesn't hold back in challenging conventional recruitment practices, advocating for leaders to leverage their networks to uncover hidden gems in the job market. Doug and Vinay dissect how purpose-driven organizations can act as ethical anchors in pursuit of success while achieving phenomenal financial outcomes. 


    But beyond the strategies, this dialogue takes an impassioned turn towards the value of stories, the power of diversity in fostering innovation, and the vital role soft skills play in nurturing a thriving workplace. This episode isn't just an exploration of business acumen; it's a rallying cry for a people-first revolution that promises to transform how we think about productivity, leadership, and success. So, tune in to discover the secrets behind forging deeper connections and driving authentic growth in the B2B landscape.


    Some areas we cover in this episode include:


    The specialization and expertise of contract renegotiation and savings.The impact of leadership behavior on company culture and authentic leadership practices.Strategies for tackling budget overages in system deployments.The importance of inclusion, people-first focus, and connecting skills across domains in recruitment and employment.The concept of People First Leaders and the impact on organizational culture and employee productivity.The idea of "value first" in business and delivering superior use value to customers.The effectiveness of learning from failures and unwritten organizational rules for new hires.The role of analytics versus stories in understanding organizational health and employee perceptions.The balance of soft and hard skills in hiring and leadership and assessing values and soft skills during the hiring process.The benefits of a people-first approach and creating emotional security in the workplace for enhancing productivity and job satisfaction.And much, much more...

    • 49 min
    How to use emotional selling and magnetic brand identity to drive growth

    How to use emotional selling and magnetic brand identity to drive growth

    Welcome to another insightful episode of "Predictable B2B Success," where we seek to empower B2B leaders and marketers to achieve predictable growth through strategies, systems, and actionable steps. I'm your host, Vinay Koshy, and in today's episode, we're diving into the intriguing world of emotional selling and storytelling with our guest, James Bond—not the superspy from the movies, but a master marketer with undercover tactics for business success.


    James brings a license to skill with a remarkable flair for engaging clients and customers by leveraging the brain's emotional triggers. With a backstory as compelling as any 007 plot—we're taking you from the family business trenches, dealing with the mafia, to breakthrough advertising strategies that turned companies from underdogs to market leaders.


    What's the secret sauce behind branding that sticks? How do reflexive questions build better relationships and drive successful sales? And what can "Nose Noodles" and "Squatty Potty" teach us about memorable marketing? Get ready to uncover these answers and James's transformative approach to communication, all distilled into his game-changing concept of "Brain Glue."


    Stay tuned for a mission of marketing mastery that will leave you both stirred and shaken. This is one episode you don't want to miss!


    Some areas we cover in this episode include: 


    The effectiveness of using simple reflexive questions to engage and improve business relationships.The role of customer stories and testimonials in marketing and how they evoke emotions that influence buying decisions.James Bond's journey from learning business fundamentals to becoming an advertising, sales, and marketing expert.The concept of "Brain Glue" and the significance of emotional resonance in making products and services memorable.Strategies for targeting, messaging, and understanding the audience to stimulate immediate purchases in B2B sales.The use of linguistic tools like alliteration and chiasmus in product names and marketing to create impact and memorability.The critical importance of ongoing sales training and the challenge of maintaining reps' skills beyond the initial training period.The necessity of understanding your product's alternatives and competitors to find emotional differentiators.James Bond's methodology in applying 14 brain triggers to simplify sales processes and enhance customer engagement.Several case studies and success stories demonstrating the implementation of emotional selling strategies leading to significant growth in sales.And much, much more...

    • 1 hr 9 min
    How to explore the boundaries of market demand and pricing to drive growth

    How to explore the boundaries of market demand and pricing to drive growth

    Welcome to another fascinating episode of Predictable B2B Success, where we dive into the depths of innovative concepts that shape the future of business. Today, we're joined by Doug Howarth, a marketplace maestro disrupting the traditional economic models with his ground-breaking concept of 'Hypernomics.' Imagine a world where the well-worn paths of supply and demand take a backseat to a model that maps out market territories in more than four dimensions.


    Doug introduces us to proprietary software poised to revolutionize how small startups and midsize companies approach market analysis and economic trajectory. At the heart of today's conversation is the idea that markets organically reveal their desires, needs, and means – an understanding that Doug's software makes accessible at a strikingly cost-effective rate.


    As we delve into the storytelling of Doug's epiphany after a shopping trip, we discover how this led to the application of Hypernomics in giants like NASA and Virgin Galactic and how ants' reconnaissance missions mirror market dynamics. Our host, Vinay Koshy, probes the potential AI future Doug envisions and what it could mean for businesses looking to innovate beyond automation.


    In a sea of data and complexity, join us as we navigate the concepts that will help your business capitalize on market movements and find those niche spaces where competition ceases to exist. This is not just another business discussion; it's a glimpse into a potential future where economic trajectories are as predictable as the dawn. Buckle up; this is an episode you can't afford to skip.


    Some areas we explore in this episode include:


    Introduction to Hypernomics: Explaining the proprietary software developed by Doug Howarth and its cost-effective application for companies analyzing market data.Data Analysis and Economic Trajectory: How the software assists businesses in dissecting the market for better product positioning, pricing, and predicting market movements.Innovation Over Automation: Doug Howarth's company focuses on innovation with the potential future integration of AI to enhance the software's capabilities.Understanding Market Limits: Howarth's insight into businesses' lack of awareness about mathematically plotting demand and market boundaries.Case Studies in Market Analysis: Discussing the example of the electric car market and Aeryon's supersonic business jet to underscore traditional market analysis's practical applications and potential pitfalls.The Philosophy of Hypernomics: The theoretical underpinnings of Howarth's approach to economics replacing the traditional supply and demand with a law based on value and demand.Practical Applications of Hyponomics: How large organizations and sectors, like US government entities and aerospace companies, apply Hypernomic principles.Data Collection and Analysis: Challenges and strategies for collecting market data, especially in less transparent industries, and the importance of constant monitoring and modeling.Impact of Hypernomic Adoption: Potential economic implications of widespread Hypernomic strategies and their role in stabilizing reactions to major market events.Multidimensional Business Insight: Utilizing Hypernomic methods to identify unique market opportunities and navigate complex business environments effectively.And much, much more...

    • 59 min
    How to redefine B2B loans and financing to boost customer satisfaction

    How to redefine B2B loans and financing to boost customer satisfaction

    Welcome to another enlightening episode of Predictable B2B Success, where we delve into the intricacies of B2B strategies and the secrets behind sustainable company growth. I'm your host, Vinay Koshy. In this episode, we explore the dynamic world of financial technology, focusing on lending.


    Our distinguished guest, Michael Barnett, is the pioneering founder of LoanSpark, a cutting-edge Fintech marketplace revolutionizing how companies access capital. With over two decades of leadership in consumer and commercial lending, Michael brings an invaluable depth of knowledge to our discussion.


    In this episode, Michael unravels the complexities of loan acquisition, debunks common misconceptions about commercial lending, and reveals how LoanSpark facilitates transparent and efficient loan processes for businesses across the US. We'll venture beyond surface-level understanding to uncover the impact of customer experience in lending and how LoanSpark's partnership model offers a competitive edge in redefining industry standards.


    Are bad reviews influencing your company's borrowing power? Is there a smarter way to navigate the loan marketplace without getting lost in the fine print? Get ready to engage with a narrative that could reshape your business financing approach. Don't miss out on the insights that could transform your understanding of lending—tune in to our in-depth conversation with Michael Barnett on Predictable B2B Success.


    Some areas we explore in this episode include: 


    The challenges and implications of bad reviews for companies and the general neglect of reading terms and conditions.LoanSpark's marketplace model and its mission to partner with organizations to offer tailored loan options.LoanSpark's pivot from various loan products to achieving balanced offerings across different segments.The rapid and straightforward deployment of LoanSpark's technology platform for new partnerships.The multiple benefits LoanSpark provides to its clients, including customer retention, revenue generation, and democratizing loan access.LoanSpark's role in making capital access more transparent and straightforward for businesses in the US.The competitive edge LoanSpark offers financial institutions by providing unique loan solutions.Michael Barnett's background in the financial services industry and the vision behind founding LoanSpark.The importance of customer experiences in lending and how LoanSpark ensures transparency and efficiency in loan applications.The misunderstandings around commercial loan interest rates and the importance of proper education for potential borrowers.And much, much more...

    • 49 min
    How to use process science to drive business growth and digitization

    How to use process science to drive business growth and digitization

    In this episode of Predictable B2B Success, we dive into process science with Sam Drauschak, co-founder and chief process scientist at Truvle. With over a decade of experience in management consulting and expertise in integrating knowledge from different domains, Sam shares insights on how businesses can leverage process science to achieve sustainable success. We explore the significance of process management roles, the impact of COVID and digitalization on work practices, and the role of process science in creating value for customers.


    Discover how Sam's Truvle mapping language revolutionizes process mapping and addresses the lack of a standard human-centric process language. As we unravel the misconceptions about processes and automation, Sam sheds light on the transformative potential of process science in a digital world.


    Join us as Sam Drauschak delves into the essential role of process science in helping businesses create value, navigate the shift to process science, and establish a standard process language for data-driven analysis. Tune in to better understand process science and its relevance in achieving predictable B2B success.


    Some areas we explore in this episode include: 


    The role and impact of process science in businessThe development and utilization of the Truvle mapping languageIntegration of process science for successful organizational changeThe impact of process science on creating a customer-centric operating modelThe importance of process skillsets at the executive levelThe future of process management in the wake of COVID and digitalizationAreas of process science that are often overlookedThe broad and encompassing nature of processes in businessMisconceptions about process science and its role in businessesAutomation and digitization's influence on process workAnd much, much more ...

    • 39 min

Customer Reviews

5.0 out of 5
4 Ratings

4 Ratings

Robert Elliott ,

Sales Process Mapping 8 JUne

I had alot of fun being interviewed on this show, Vinay is a very good host that makes you feel relaxed and is not afreaid to ask you the difficult question. We need more shows like this for small business to tap into.

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