Predictable B2B Success

Sproutworth
  • 5.0 (21)
  • 营销
  • 一周一更

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

  1. 6天前

    The 7% Solution: Achieving Sales-Marketing Alignment Through CRM

    Imagine spending thousands on marketing, going all-in on trade shows, Google Ads, and webinars, only to have no idea if any of it actually drives revenue. You're not alone. In this episode of Predictable B2B Success, host Vinay Koshy sits down with Jason Kramer, founder and CEO of Cultivize, to uncover why B2B CRM adoption and sales alignment are still a massive struggle, even in the age of endless tech solutions. Jason, a marketing veteran with over two decades of experience working with brands like Virgin Atlantic Airways and Johnny Walker, reveals the "aha" moment that led him to launch Cultivize: bridging the gap between marketing spend and provable ROI. From exposing why sales teams resist CRM systems to pinpointing the hidden data points that unlock better lead nurturing, this conversation is packed with real-world stories, sharp insights, and practical playbooks you can steal today. If you're curious about how leading companies actually connect marketing dollars to pipeline growth, how to fix a broken sales process before your next software rollout, or even how AI will soon change your sales teams, you won't want to miss this episode. Grab your headphones, predictable revenue is closer than you think. Some topics we explore in this episode include: Sure thing! Here are the top 10 topics covered in the episode with Jason Kramer: CRM Adoption Issues in B2B: Challenges in getting sales teams to use CRM systems effectively.Connecting Marketing Efforts to Revenue: The common struggle to attribute marketing activities to actual sales results.Importance of Customized Training and Processes: Why tailored training and clear processes are vital for CRM success.Lead Nurturing Strategies: How automated follow-ups and nurturing campaigns drive more revenue.Leadership & Accountability in Sales/Marketing Alignment: The role of strong leadership and culture in maintaining effective collaboration.Marketing-to-Sales Handoff Structure: Ensuring MQLs become SQLs efficiently, with an emphasis on quick responses.Data Hygiene and Segmentation in CRMs: Approaches for cleaning up CRM data and improving its usefulness.Lead Scoring for Buying Committees: Adjusting lead scoring to reflect group buying dynamics in B2B sales.Leveraging Automation and AI: Using technology to boost productivity and reduce manual workloads.Measuring ROI and Key Metrics: Best practices for tracking the metrics that matter, and correctly attributing revenue.And much, much more...

    58 分钟

  2. 10月21日

    The Founder Bottleneck Costing You 2-3x Growth

    What if the biggest barrier to scaling your B2B business wasn’t your operations, market conditions, or even your team, but you, the founder? In this episode of Predictable B2B Success, Vinay Koshy speaks with Brian Smith, founder of Strategy Ladders, serial entrepreneur, and seasoned leadership coach who’s helped thousands of entrepreneurs unlock the next level of growth. Brian’s journey spans boat-washing on a Florida island to closing multi-million dollar deals, and he’s distilled years of experience into a simple but powerful premise: your offer is your business, and your mindset is the real growth engine. Discover why most strategic frameworks keep you trapped, which common “security blanket” hires are holding you back, and why focusing 100% on sales, especially when juggling firefighting and growth, is the first rule of scaling smartly. Brian challenges conventional wisdom with thought-provoking insights on operational bottlenecks, founder mindsets, and the art of constructing an offer so compelling that your brand (and business) can scale beyond your personal involvement. Whether you’re stuck at six figures or dreaming of an exit, this conversation is packed with tactical stories and no-nonsense advice you won’t hear anywhere else. Tune in and rethink what’s really driving your B2B success. Some topics we explore in this episode include: Brian’s entrepreneurial background and the creation of Strategy LaddersKey challenges in scaling B2B service businessesThe founder’s role as a growth bottleneckMindset and emotional filters that hinder business progressRapid, high-quality decision making for growthThe importance of refining business offers and clear positioningStrategy Ladders’ unique advisory approach—including expert pairing and mindset coachingExamples of overcoming mental roadblocks (sales resistance, undervaluing services)Building clarity and authority in business messaging, especially on LinkedInCreating a growth-oriented culture and strategic hiring (“growth hires” vs. “clone hires”)And much, much more...

    51 分钟

  3. 10月14日

    How Responsible AI Implementation Prevents $300M Brand Reputation Crises

    What does it take to build a billion-dollar company with fewer than 100 people, all while placing customer obsession and responsible AI at its core? In this episode of Predictable B2B Success, host Vinay Koshy speaks with Phillip Swan, Chief Product and Go-to-Market Officer of the AI Solution Group, to unlock the secrets behind blending innovative tech, ethical AI, and truly frictionless customer experiences. Philip shares his journey from co-founding PI Partners to merging with AI Solution Group, revealing untold stories about how he and his team leverage AI to drive unprecedented operational momentum and organizational growth. From identifying “migraine-level” pain points to eliminating data leaks caused by shadow AI, Phillip’s insights challenge conventional thinking and tackle the big questions: Can AI really build trust and customer advocacy? How do you systemize culture and alignment across traditional business silos? And what is “pre-awareness”, the surprising stage most companies ignore in the buyer’s journey? Packed with real-world examples, bold perspectives, and practical frameworks for change, this episode will get you rethinking your approach to product, leadership, and revenue growth. If you’re ready to turn customer-centricity from a buzzword into your breakthrough strategy, don’t miss this conversation! Some areas we explore in this episode include: Responsible and Safe AI – Ethics, guardrails, and compliance in AI development.Shadow AI Risks – Dangers of ungoverned AI and protecting company data.Customer Obsession – Making customer outcomes a core organizational focus.Revenue Momentum – Using AI and alignment to drive sustained business growth.Breaking Down Silos – Connecting all business functions for better collaboration and KPIs.Pre-awareness in the Buyer Journey – Building trust and influence before customers identify their needs.Change Management & Culture – CEO-driven culture and effective organizational change strategies.AI Agents & Agentic Systems – Defining and building true autonomous AI agents.Customer-driven Product Development – Co-creating solutions with customers based on real pain points.Scaling Customer Experience – Turning every touchpoint, including support and legal, into a customer experience advantage.And much, much more...

    1 小时

  4. 10月7日

    B2B Buyer Psychology: Fortune 100s $50B Strategy

    What if everything you thought you knew about persuasion in business was wrong? In this episode of Predictable B2B Success, host Vinay Koshy welcomes Leslie Zane, author, pioneer of instinct marketing, and founder of the agency Triggers, to reveal the game-changing secrets behind how people really make decisions. Leslie has advised Fortune 100 giants like McDonald’s, Aquafina, and Snickers, fueling over $50 billion in incremental growth for her clients. However, her approach isn’t just about clever ads or emotional storytelling; instead, she taps into the power of the instinctive mind, the hidden “command center” that drives 95% of daily choices. Listen as Leslie debunks long-held marketing myths, explains why positive subconscious associations are the untapped fuel for growth, and shares her practical framework — the brand connectome — that companies can use to become the instinctive, go-to choice in their market. Whether you’re in B2B or B2C, you’ll discover why focusing on surface-level features or fleeting promotions could be holding your brand back, and how cognitive shortcuts and meaningful visual cues can unlock faster and more profitable growth. Tune in for actionable insights that will transform the way you think about persuasion, branding, and marketing strategy forever. Some areas we explore in this episode include: Of course! Here are the top 10 topics discussed in this episode: Instinctive vs. Conscious Decision Making: Most choices are made instinctively, not rationally, and marketers should focus on the unconscious mind.The Limits of Emotion in Marketing: Emotion is an outcome, not a true driver of purchase, and isn’t as effective as commonly believed.Brand Connectome: The concept of mapping all positive and negative associations connected to a brand in the buyer’s mind.Implicit Associations as Growth Drivers: Unconscious positive and negative associations heavily influence brand growth and purchase behavior.Turning Competitor Negatives into Your Advantage: New brands can target negative associations of dominant competitors to gain market share.Beyond Promotions and Discounts: Long-term growth comes from building instinctive brand preference, not short-lived promotional tactics.Building Distinctive Brand Assets: Focus on creating sticky visual and verbal cues (“growth triggers”) that reliably influence memory.Universal Triggers vs. Over-Segmentation: Universal, widely understood cues are more impactful than highly segmented, tailored messaging.Tracking Implicit Brand Health: Brands need to monitor implicit associations over time, not just conscious survey metrics.Updating Outdated Marketing Models: Traditional concepts, such as the sales funnel and uniqueness, should be replaced with an instinct-driven approach.And much, much more...

    44 分钟

  5. 9月30日

    Business Acquisition Strategy With 10% Cash Down

    Ready to discover a strategy for explosive business growth that few are talking about? In this episode of Predictable B2B Success, host Vinay Koshy speaks with Marty Fahncke, an accomplished marketer, mergers and acquisitions advisor, and serial dealmaker who has scaled businesses to over a billion dollars in revenue and executed more than $450 million in M&A transactions. Marty doesn’t just talk about growth; he’s lived it, transforming small startups into industry giants and navigating both the buy and sell sides of deals across diverse sectors, including SaaS, consumer goods, health & wellness, and e-commerce. In this conversation, Marty pulls back the curtain on how acquisitions can be the secret weapon for B2B companies grappling with longer sales cycles, rising marketing costs, and economic headwinds. You’ll hear how even fierce competitors became powerful partners, what signals make companies ripe for acquisition, and the surprisingly creative ways businesses can fund deals without draining their cash reserves. If you’ve ever wondered how to turn risk into opportunity or scale your business through strategic acquisition, this episode will challenge your assumptions and spark your curiosity. Don’t miss Marty’s actionable insights that could change the way you think about growth! Some areas we explore in this episode include: Marty’s Shift from Marketing to M&A: How Marty transitioned into mergers and acquisitions and his early experiences.Acquisition as a Growth Strategy: The advantages of scaling B2B businesses via acquisitions rather than just organic growth.Current B2B Challenges: Market headwinds such as longer sales cycles, increased costs, and economic uncertainty.Creative Deal Structuring: The necessity of creativity and risk-taking in structuring acquisition deals.Targeting Businesses for Acquisition: How to identify acquisition opportunities up and down the supply chain and beyond.Relationship Building for M&A: The importance of networking with vendors, customers, and partners to uncover opportunities.The Role of AI in Valuation: Effects of AI on the value—positively and negatively—of SaaS and other tech businesses.Acquisition Funding Options: Various non-cash funding strategies like seller financing and asset-based lending.Merging Company Cultures: Approaches to blending organizations post-acquisition for the best results.Exit Planning & Valuation Drivers: Preparing for a sale, maximizing business value, and focusing on profits over revenue.And much, much more...

    54 分钟

  6. 9月23日

    Brand Stickiness vs Brand Loyalty: How Salesforce Generated $31B Using Mental Availability

    What if everything you thought you knew about brand loyalty was just a myth? In this episode of Predictable B2B Success, host Vinay Koshy speaks with Ethan Decker, founder and president of Applied Brand Science, to shake up your assumptions about what drives actual brand growth. Ethan's fascinating journey from computational ecologist to global brand science expert is just the beginning; he dives deep into the science hiding behind successful brands, exposing why "brand stickiness" might trump loyalty in the real world. Together, they unpack the truths about buyer behavior, the importance of staying in touch with reality (not just PowerPoint reports!), and why even the biggest, most revered brands rely on a vast sea of casual customers rather than a handful of loyalists. From quirky brand mascots to the overlooked power of simple, sticky messaging, even in the B2B tech world, Ethan explains how to make your brand memorable and trusted. If you're ready to question some of marketing's most sacred cows and uncover research-backed strategies for growth, this conversation will leave you rethinking how your own business wins, retains, and reacquires customers. Don't miss these transformative insights, tune in now! Some areas we explore in this episode include: Ethan Decker's transition from science to marketing and its impact on his work.The science and evidence-based principles behind brand growth.The myth of brand loyalty versus the concept of brand stickiness.Common misconceptions businesses have about their customers.Measuring brand stickiness: recommended metrics and methods.B2B branding examples, including Volvo and Salesforce.The "Tourist Economy" model and its application to B2B.The "Banana Curve" or long-tail distribution of buyers in B2B markets.Rethinking customer retention versus acquisition and debunking loyalty myths.Integrating sales and marketing for effective revenue and brand growth.And much, much more...

    54 分钟

  7. 9月16日

    How This CEO Built AI Innovation Framework Delivering 23,000% ROI

    What happens when a digital innovator decides to reimagine how companies harness the power of AI and innovation? In this episode of Predictable B2B Success, host Vinay Koshy speaks with Matt Leta, CEO of FutureWorks, bestselling author of The Leap Guide, and a trailblazer in building digital products for giants like Apple and Google. Matt shares the gripping journey behind FutureWorks, revealing how a dramatic startup exit, a global adventure, and experiments with remote teams reshaped his vision for the future of work. Discover why Matt believes innovation has lost its meaning—and how he’s redefining it to drive tangible results. You’ll hear fascinating case studies, including how a solar tech company used AI-powered systems to save thousands of work hours, and why the real key to successful digital transformation starts with empowering every employee—not just the R&D team. Curious about how the Leap framework builds a culture of innovation in just one hour a week? Or why Matt thinks real competitive edge comes from integrating trust and diversity into your AI strategy? Tune in for practical insights, stories from the field, and provocative ideas to accelerate revenue growth through next-gen innovation. Don’t miss this episode if you want your business to thrive in the age of AI. Some areas we explore in this episode include: Founding and Evolution of FutureWorks – Matt shares how and why he started FutureWorks and navigated company pivots.Understanding and Defining Innovation – How innovation is defined, distinguished from other terms, and why clarity is important.Integrating AI into Business Operations – Practical ways companies can embrace AI and next-gen digital transformation.The LEAP Framework – Detailed explanation of the LEAP methodology and its components.Creating Innovation Culture – Why Innovation Should Be Organization-Wide Rather Than Just an R&D Initiative.Client Success Stories – Examples like Next Tracker showing the business impact of digital innovation.Leadership and Execution – The importance of innovation champions and starting small but persistently.Measuring ROI and Results – How to track success, and Matt’s emphasis on substantial, not incremental, ROI.Learning from Failure – Embracing and learning from setbacks as part of the innovation journey.Global Experience and Community Building – How Matt’s worldwide experiences and his Future Horizon community shape his innovation insights.And much, much more...

    57 分钟

  8. 9月9日

    Neuroscience Selling: How Aviation Leader Beat $1B Quotas

    How does someone go from the baggage hold to the boardroom—and then change the way we think about leadership and revenue growth altogether? In this riveting episode of Predictable B2B Success, Stephanie Chung joins host Vinay Koshy with a wealth of experience spanning 35 years in aviation and a track record that includes breaking historic barriers as the first African American private aviation company president. But Stephanie’s story is about more than climbing the corporate ladder—it’s about leading billion-dollar teams, decoding the neuroscience of trust, and helping leaders communicate so powerfully that it changes company culture and produces breakthrough sales results. Stephanie reveals the surprising science behind trust-building, listening like a “billion-dollar leader,” and why most leaders sabotage team potential without realizing it. She unpacks her unique ALLY leadership framework and shares real-life stories—from transforming commodity businesses into luxury brands to uncovering untapped revenue by truly understanding human motivation. If you’ve ever wondered why your sales team stalls, how to retain top talent, or what it actually takes to lead people who aren’t like you, this episode is packed with eye-opening takeaways. Stephanie’s approach isn’t just about diversity—it’s about ROI, transformation, and real-world growth. Tune in to discover leadership strategies you won’t hear anywhere else! Some areas we explore in this episode include: Stephanie Chung’s Aviation Journey – From baggage handler to aviation company president.Leadership Evolution – Why she pivoted from aviation leadership to developing leaders and sales teams.Direct Communication – The pros and cons of being a direct communicator as a leader.Critical Role of Communication in Business – How clear communication affects engagement and performance.The ALLY Framework – Breaking down Ask, Listen, Learn, You Take Action for leadership success.Neuroscience in Sales – The science behind building trust and influencing decisions.Deep Listening and Trust-Building – Going beyond words to truly understand prospects and team members.The EARN Leadership System – Establishing environment, alignment, rallying, and navigating challenges.Diversity and Team Performance – The connection between diverse teams and better business outcomes.Ally Leadership’s Impact on Revenue – How Allyship is an ROI Driver, Not Just a DEI Initiative.And much, much more...

    1 小时 26 分钟
查看全部 509 集

5
共 5 分
21 个评分

关于

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

信息

  • 创作者
    Sproutworth
  • 活跃年份
    2019年 - 2025年
  • 单集
    509
  • 分级
    儿童适宜
  • 版权
    © Predictable B2B Success
  • 节目网站
    Predictable B2B Success