In this episode of the Centricity podcast, our host, Will Riley, meets with Eddie Yoon, one of the authors of The 22 Laws of Category Design: Name & Claim Your Niche, Share Your POV, And Move The World From Where It Is To Somewhere Different. They talk about the ultimate business strategy - category design - which uses a passion for change and the need to upend the status quo to drive innovation and growth.

In this episode of the Centricity podcast, our host Will Riley meets with Jeremy Miner, author of The New Model of Selling: Selling to an Unsellable Generation. They discuss meeting new challenges as a seller.

In this episode of the Centricity podcast, our host Will Riley meets with Connor Jeffers, the founder and CEO of Aptitude 8 and happily. They dig deep into digital systems and get specific about finding a tech stack that finds a balance between sophistication and efficiency.

In this episode of the Centricity podcast, our host Sean Doyle meets with Cecilia Lang Ree, the Senior Product Manager at Biolinq. They discuss applying behavior science to create more effective, successful marketing strategies.

In this episode of the Centricity podcast, our host Sean Doyle sits down with Ian Altman, author of Same Side Selling, to talk through the three most damaging sales tactics.

In this episode of The Centricity Podcast, our host Will Riley has Joseph Seo back on the podcast to discuss 5 AI you don’t know about (yet).

In this episode of The Centricity Podcast, our host Sean Doyle meets with Timothy Hughes to discuss the power of social selling. Hughes is the author of Social Selling: Techniques to Influence Buyers and Changemakers, and he creates regular content for his 32,000 LinkedIn followers. Listen in to hear how social selling can impact your organization and your sales team.

In this episode of The Centricity Podcast, our host Will Riley meets with Joseph Seo for Part 3 of our series on cookies (if you haven’t yet, check out Part 1 and Part 2).

In today’s episode of the Centricity podcast, our host Sean Doyle meets with NYT-bestselling author Jonah Berger to discuss his book Magic Words. They discuss the science behind the impact of the words and how we can increase our impact simply by consciously adjusting the way we communicate.

In this episode of the Centricity podcast, Sean Doyle meets with Antonia Wade, Global CMO for PwC and the author of Transforming the B2B Buyer Journey: Increase Leads, Maximize Conversion Rates and Build Loyalty. Wade draws on years of experience as a CMO to bring us the truth of what works, even when that flies in the face of what we have been taught.

In today’s episode of the Centricity podcast, our host Sean Doyle meets with Harvey Nix to take a deep dive into the strategic use of AI to creatively add to your sales processes. Nix shares his screen to show you how to write GPT-4 prompts that will get you great output, so check out the video version of the episode!

In today’s episode of the Centricity podcast, our host Sean Doyle sits down with Izach Porter to discuss navigating M&As as a middle-market companies and maximizing outcomes using proven methods.

In today’s episode of the Centricity podcast, our host Will Riley meets with Joseph Seo to talk about ChatGPT and discuss how business executives can utilize it in their business.

In today’s episode of Centricity, our host Sean Doyle meets with Rom LaPointe to discuss LaPointe’s guide to aligning sales and marketing, and why it is important.

In today’s episode of Centricity, our host Sean Doyle meets with Rom LaPointe to discuss LaPointe’s experiences with creating a healthy company culture, and why it’s important.

Ian Altman is an esteemed business coach and consultant with a proven track record of elevating companies to billion-dollar valuations. In today’s episode of Centricity, our host Sean Doyle sits down with Ian Altman to discuss the fundamentals of Same Side Selling (SSS).

We all know building trust is vital for success as a salesperson and in business. In today’s episode of Centricity, our host Sean Doyle meets with Phil Gerbyshak to discuss the importance of trust, how sellers often miss it, and how to utilize “why now?” questions.

Microcredentials are popping up more and more in the workplace. However, a lot of sellers and B2B businesses don’t realize just how POWERFUL microcredentials can be. In today’s blog post, we’ll go over what they are, why they’re important, and where you can get microcredentials.

Appealing to the emotional thinking of sellers, executives especially is PARAMOUNT. In today’s episode of Centricity, our host Sean Doyle meets with Tim Riesterer to discuss how you can better optimize your sales and marketing teams to more efficiently meet the revenue goals you’re trying to meet.

In the US, 1 TRILLION dollars is lost every year because sales and marketing teams don’t coordinate together. In today’s episode of Aligned, our host Sean Doyle meets with Tim Parkin to talk about how to optimize your marketing and sales departments.

According to LinkedIn, a whopping 1 TRILLION dollars are lost per year because sales teams and marketing teams don’t coordinate together. In today’s episode of the Aligned Podcast, our host Sean Doyle goes over how you CAN coordinate your sales and marketing teams to avoid losses and improve profits.

In this episode of Aligned Sean and guest Donald Kelly, The Sales Evangelist continue their discussion on how important getting the private commitment is before you can get the public commitment to move your deal forward. Obtaining both private and public commitment will take you on the path to close your deals.

On today’s episode of Aligned, Sean and guest Donald Kelly, The Sales Evangelist discuss the importance of both private and public commitment in the marketing and sales process.

In today’s episode of Aligned, our host Sean talks with the Sales Evangelist, Donald Kelly, to discuss late-stage sales, self-help, and five application models that you can apply to late-stage selling.

In today’s episode of Aligned, our host Sean talks with the Sales Evangelist, Donald Kelly, to discuss late stage sales and explore the best practice of building frictionless buyer journeys and understanding the buyers point of view.

In today’s episode of Aligned, our host Sean continues his conversation with the Sales Evangelist, Donald Kelly, to discuss the centricity model and how limiting bad customer behaviors can help generate more sales for your organization.

Sales and marketing alignment is critical for middle-market companies to either expand into enterprise territory or increase revenue for long-lasting company success. In today’s episode of Aligned, our host Sean is joined by the Sales Evangelist, Donald Kelly, to discuss the centricity model.

In today’s episode of Aligned, Sean wraps up his three-part series with Donald Kelly by discussing proper gift-giving and how any seller can build and maintain relationships with their prospects.

Even when a buyer is satisfied with their current provider of a service, 80% will still consider buying elsewhere. How can sellers build value and demonstrate the effectiveness of an organization to late-stage clients?

In the end, the goal of every sales and marketing department is to help their organization close more deals. In today’s episode of Aligned, Sean is joined by sales expert and founder of The Sales Evangelist Donald Kelly in the first of a three-part series.

On today’s episode of Aligned, Sean is joined by digital marketing devotee Ed Rusch. Ed is passionate about customer experiences and is the current CMO of Blue Ridge. In a three-part series, Ed will articulate his major takeaways from his years of experience in the marketing space.

Both sellers and marketers can and should use reward-driven behavior to establish rapport and build relationships with potential buyers.

A net promoter score is one of the best market research metrics available. With it, you can determine if a user is a potential promoter of the product, service, or company.

Today’s episode of the Aligned Podcast continues Sean’s discussion with guest Ed Rusch, Chief Revenue Officer at Deck Commerce, to understand the best way to construct a high-functioning SDR department.

Today’s episode of the Aligned podcast continues into part two of our three-part series featuring Ed Rusch. Ed has served as Chief Marketing Officer for several different companies, and his efforts yielded significant parts of their success.

Today’s episode of the Aligned podcast launches a three-part series featuring Ed Rusch. Ed has served as Chief Marketing Officer for several different companies, and his efforts yielded significant parts of their success.

In today’s episode of Aligned, we continue our conversation featuring FitzMartin’s Sean Doyle and Hubspot’s Jordan Benjamin. In this second-part conversation, Jordan discusses the importance of understanding how data-driven decisions and an integrated toolset impact your sales cycle.

Today’s episode of Aligned is a section from Fitzmartin’s webinar featuring Hubspot’s Jordan Benjamin and Fitzmartin’s Sean Doyle to discuss what Presidents, CEOs, and any middle-market leaders need to know when analyzing technology solutions.

Outsourcing and hiring new talent is a natural outgrowth of scaling a business. But how can a small or mid-sized company do this process effectively while retaining a full funnel? In today’s episode of Aligned, Sean is joined by the founder of Sales Schema, Dan Englander.

Today’s episode of Aligned continues Sean and guest Will Riley’s discussion on internet privacy changes and what it means for your marketing efforts in 2023. As a RevOps expert, Will shares his (inadvertent) first hand experience with terms of use issues.

As the third-party digital cookie begins to crumble, what does that mean for marketing professionals? In today’s episode of Aligned, Sean and FitzMartin’s Revenue Operations Director Will Riley discuss the implications of upcoming internet privacy changes and outline tactics to maintain effective digital marketing in 2023.

Continuing from our last episode, today’s episode of Aligned is the second half of Sean’s conversation with Taylor on storytelling. Check out the episode to learn how you, as a business executive or marketer, can implement storytelling best practices into your business. (And be sure to check out the previous episode for the entire conversation.)

In today’s episode of Aligned, we’re taking a look through the Aligned Archives to relisten to Sean’s conversation with commercial film director Taylor Robinson in this two-part episode. The topic? The art of storytelling.

On today’s episode of Aligned, we’re rerunning a fan-favorite episode featuring Sean’s interview with Luke Allen, President of OHD, about finding, developing, and retaining A-level employees. As we enter the new year, fostering positive relationships with your team is critical to creating the culture and atmosphere that retains them.

B2B professionals often focus exclusively on revenue gain and cost reduction as ways to provide value to customers, overlooking an incredibly useful value proposition: emotional value. In today’s episode of Aligned, Sean discusses the importance of delivering value to customers to drive sales, utilizing several frameworks to understand just how you can develop and showcase value as an organization.

In today’s episode of Aligned, Sean is pulling a fan-favorite episode from the archives: his conversation with Luke Allen about how to attract, develop and retain talent. Luke Allen is the CEO of OHD, an international company specializing in inside sales, outside sales, and sales reps.

The ultimate goal for salespeople is pretty simple - to close more deals. But how do we make that happen? Today’s episode of Aligned is a rerun of Sean’s guest appearance on The Sales Evangelist Podcast hosted by Donald Kelly. The pair discusses the science-based approach to sales and marketing (and the alignment between the two) that Fitzmartin specializes in to drive revenue for clients.

On today’s episode of Aligned, we’re pulling out an all-time favorite episode featuring our first episode with Will Riley that benefits virtually any business owner looking for simple changes that can lead to high impact across your business’s performance. The secret? Revenue operations!

We know it goes against the typical belief. So how does structure liberate creativity? For any group of people, whether an acting troupe, a film set or a marketing department, operating within a framework is the key to creating content that best reaches your set goals. On today’s episode of Aligned, Sean is joined by actor, writer, producer, coach, and speaker Michael Allosso to discuss why structure doesn’t limit creativity; it liberates it.

In the conclusion of Sean’s series with Blue Ridge’s CMO, Ed Rusch, Ed and Sean discuss the importance of incrementalism. In a field filled with explosive growth, particularly one burgeoning with new technology, tactics, and strategies, finding a route to sustainable but progressive growth is necessary to achieve lasting success.

Marketing has universal truths that guide how to operate best to marketing initiatives. Today’s episode of Aligned is a continuation of our conversation with guest Ed Rusch. He and Sean discuss how these truths, which Ed discovered by working in the supply chain for oil and gas, can be applied for any marketing strategy.

On today’s episode of Aligned, Sean is joined by digital marketing devotee Ed Rusch. Ed is passionate about customer experiences and is the current CMO of Blue Ridge. In a three-part series, Ed will articulate his major takeaways from his years of experience in the marketing space. Today’s topic? Common myths and misconceptions of executive-level marketing.

Continuing from our last episode, today’s episode of Aligned features another conversation with Taylor on storytelling. Check out the episode to learn how you, as a business executive or marketer, can implement storytelling best practices into your business.

Storytelling isn’t just a way to share your business’s stories and information; it’s a way to connect with audiences. It’s a way to make connections between you, your products, and the emotions you elicit in your audience. In today’s episode of Aligned, Sean is joined by commercial film director Taylor Robinson in this two-part episode to discuss the art of storytelling.

Today’s episode of Aligned is all about: value. But what does value even mean? From a practical standpoint, value leads to increased margins, more effective sales, and increased revenue. But value isn’t just practicality; there’s a depth involved. Sean Doyle dives into the meaning of value and how to provide that value for clients and customers.

On today’s episode of Aligned, Sean is rejoined by President of OHD Luke Allen to discuss the sales and marketing relationship. The two departments are often thought of as a water and oil mixture - two necessary components that don’t work well together. In today’s episode, we’re going to find out why (and how to change it.)

Will and Sean conclude their 5 for 15 Rev Ops series with the discussion of a critical (yet often unrecognized) component of business development: innovation. But how does innovation play into revenue operations? Check out today’s episode of Aligned to find out.

As we wrap up our series on revenue operations, it’s time for a conversation about a driving force behind the expansion and problem-solving for businesses: marketing technology.

On today’s episode of Aligned, we’re entering part three of our five and fifteen series about revenue operations. Specifically, this episode focuses on customer success.

Will Riley is an expert on revenue operations here to discuss why businesses should care about revenue operations and to explain what it does and why it’s booming. This conversation is the first of five more to follow about rev ops.

This is part two of an ongoing conversation about Rev Ops and why it’s such a big focus right now. Sales and marketing alignment is tied to revenue. Today we’re talking about the stage when someone has moved from preparing to buy to actually taking action.

This conversation is part of our continuing discussion around revenue operations and why it’s such a big focus right now. Rev ops is a function that consolidates, organizes, and improves communication between three teams that are typically siloed: marketing, sales, and customer success.

Though we often focus immediately on revenue gain and cost reduction, we tend to overlook emotional value despite its importance to our clients. It’s a little-used lever that can help them improve their standing with their bosses and that can help us close deals.

Continuing our series on sales culture and talent, we’re talking with Luke Allen about retaining great talent on the heels of our discussions about attracting and developing that talent.

Luke Allen, President of OHD, and an expert in sales culture, returns to follow-up on the Attract episode, in which he and Sean Doyle discussed how to bring in A-players. The next part of the conversation centers around how to develop those people.

Today’s conversation offers three sets of ideas about sales culture, and specifically about how to attract, develop, and retain talent.

Sean Doyle and Luke Allen discuss sales culture, which has become an important conversation in the workplace, in coaching, and in consulting because it’s another lever we can pull.

An exploration of sales technique that goes beyond selling based on promises of increased revenue or decreased costs.

Sean Doyle and Lee Knight share some of the more poorly written sales emails they’ve received lately, and provide insights to help you improve your own writing.

Anna Svarney, Will Riley and Sean Doyle discuss the growing use of “sales enablement” to drive more conversions of late-stage sales opportunities.

Sean and Luke Allen continue their conversation about challenges and opportunities for marketing in closing late-stage prospects.

Sean speaks with Luke Allen, SVP of Occupational Health Dynamics (OHD) about challenges and opportunities for marketing in closing late-stage prospects.

Sean talks with Lori Sullivan, marketing director at Fleetio, about building a marketing team, and the central role of marketing technology.

In this episode of the Centricity podcast, Sean Doyle meets with Antonia Wade, Global CMO for PwC and the author of Transforming the B2B Buyer Journey: Increase Leads, Maximize Conversion Rates and Build Loyalty. Wade draws on years of experience as a CMO to bring us the truth of what works, even when that flies in the face of what we have been taught.