Social Business Engine: The Enterprise Podcast On Social Media, Content Marketing, Social Selling And Employee Advocacy.

Subscribe to Modern Marketing Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts   Very few B2B sales organizations are creating their own customer success tools - resources designed to demonstrate the effectiveness of the solutions they provide in real-life customer scenarios. There’s really no better way to do it than to display your customer success results alongside those of your competition to enable your salespeople to make the claim with the evidence to prove it. It’s even more powerful when the details of the comparison are provided by an independent 3rd party. John Ryan is CMO of Crossfuze, a company that comes alongside organizations looking to maximize their use of ServiceNow, a digital workflow and systematization platform that is changing the way organizations work and serve their clients. Listen to hear how John took an observation from his CEO about the high rankings their company received from ServiceNow and created a Customer Success Index. Crossfuze’s CSI is used inside his compa

Subscribe to Modern Marketing Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts Every marketing department these days is facing a significant challenge. Things have changed. The days when the marketing department was only responsible for creating compelling ad copy and pretty images are long gone. Much more business impact is expected of marketing teams these days. Taylor Ryan, CMO of Valuer is Bernie’s guest on this episode. Together, they highlight the changes that have happened to the marketing landscape and make recommendations to help those in the marketing department understand the vital role they play in today’s organizations. You’ll hear Taylor address exactly why marketing departments need to think of themselves as their own agency, why they should not depend on the sales department alone for data and statistics, why every marketer is served well by becoming a swiss army knife, and more. Really? Why Should A Marketing Department Be Its Own Agency? Marketing is more complex than it used t

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts Are the customer conversations your marketing and sales teams are having producing results? If not, it's possible they are making a simple mistake that is costing conversions. The good news is that it's a simple step you can take to improve the results. Bernie’s guest on this episode is Erik Peterson, Chief Executive Officer at Corporate Visions. He's the man responsible for spearheading the company’s vision and strategy. Erik has delivered consulting engagements, keynotes, and messaging skills workshops to more than 10,000 marketing and sales executives in over 13 countries, and Corporate Visions teams have done messaging work in 56 countries around the world. In this episode, Erik takes us behind the Marketing and Sales world’s theories to uncover the research-backed truth of what makes for effective customer conversations, landing pages, and more. You won’t want to miss it. Are Your Marketing And Sales Theories Foun

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts   Do you have a dedicated team that is providing content for sales enablement within your organization? In the modern marketing world companies that don’t build a vault of sales resources are essentially expecting their sales team to produce results without the proper tools. You can find out how to build a vault of content that will accelerate your sales team’s results by listening to Bernie’s conversation with Viveka von Rosen. You probably know Viveka. She is widely recognized in modern marketing circles. In addition to being one of Bernie’s 3 co-founders at Vengreso where she has the role of Chief Visibility Officer, Viv is an international keynote speaker, a Forbes Top 20 Most Influential Personal Branding expert, and a published author of 2 books and 2 courses on Lynda.com. On this episode, Bernie and Viveka outline exactly what content for sales enablement is, why it’s vital to the modern marketing function, and

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts Every organization needs to increase lead generation. This episode highlights an incredibly creative way one B2B company increased lead generation. What did they use? An ink and paper coloring book for compliance professionals. Bernie’s guest is Sean Freidlin. Sean is currently Senior Product Marketing Manager at Hanzo. But, when this episode was recorded, Sean was Director of Proposition Marketing at SAI Global- the company whose content marketing campaign is highlighted in this conversation. In his role with SAI Global, Sean was instrumental in many key campaigns. He spearheaded the creation of "Compliance Officer Day", "Corporate Compliance and Culture Cards," AND….the subject of this episode, "The Compliance Coloring Book." You heard that right…The Compliance Coloring Book! In this episode, Sean explains how the idea to create a coloring book for chief compliance officers was born, why it was such a big hit, and ho

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts Effective Sales A.I. Is Great, But There Are Human Things It Can’t Replace Most sales professionals these days are excited about the ways A.I. is changing the sales landscape. Automated lead generation and lead nurture, as well as the way follow-up can be streamlined effectively, are just some of the benefits technology is bringing to the world of sales. But there are certain things tech can’t and shouldn’t replace. Among those is the human quality of empathy. In this conversation, Shari Levitin explains how empathy builds trust, why it takes a human to express it, and how sales leaders can strategically hire and build their teams around the soft skills needed to complement new sales technologies and close more deals. The PEOPLE Who Implement Your Sales Process Make The Biggest Difference Shari points out that if we neglect the human aspect of sales, we do so to our own peril. There is a person on the other side of eve

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts Sales data is one of the most valuable ways to determine what is working and what isn’t in a company. One of the most overlooked pieces of data from the sales process is data surrounding deals that are lost. But as you might guess, there can be a significant amount of fear on the part of salespeople when it comes to sharing the details of why they lost a sale. What can be done to attain honest sales data for the sake of improvement? Bernie’s guest on this episode of The Social Business Engine is Bill Sexton, Vice President of Sales Operations at Systemax. Bill will be presenting a session at the upcoming Frost & Sullivan STAR event on the topic of leveraging win/loss data. On this episode, Bernie and Bill discuss how to best capture and leverage your sales team’s wins and losses so that you can use the insights you discover to make business-critical decisions and give you an edge against your competition. The conve

    Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts There is a unique perspective required when it comes to creating effective sales training for women. There is a tremendous benefit to such training being created by women and for women. To discuss the topic it was only natural for Bernie to invite Cynthia Barnes, Founder and CEO of the National Association of Women Sales Professionals to be his guest on this episode of The Social Business Engine Podcast. Cynthia has been recognized as one of the most influential women in sales. She is a former top 1% saleswoman and founded the NAWSP in 2016, which is the only organization in the US dedicated to helping women sales professionals reach the top 1% and Dance on the Glass Ceiling™. In this episode, you’ll hear more from Cynthia on what it means to “dance on the glass ceiling.” As you listen, you’ll also be inspired by hearing how the reality of gender discrimination in sales motivated her to launch an organization devot

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts Have you developed a video strategy as part of your content marketing? It’s an incredibly powerful way to gain exposure for you and your organization. On this episode of The Social Business Engine Podcast, Bernie’s guest is Nathan Veer, Senior Product Specialist at Brightcove shares a simple, yet powerful 3 step plan to develop a video strategy that gets results. Nathan knows how effective this 3 step plan can be because he’s implemented it himself. He also sees Brightcove customers having great success using it as well. Nathan knows what he’s talking about when it comes to developing a video strategy that gets results. You’ll also hear Nathan share inspiring examples of everyday brands you’ve never heard of – not the mega corporations – who apply this simple method to succeed with their video strategy. This episode is sponsored by Brightcove. Get your audiences hooked on beautiful video experiences that engage, educat

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts   There are many ways to apply artificial intelligence in content marketing. Bernie’s guest on this episode of Social Business Engine is an expert when it comes to the intersection of content marketing and the application of AI to it. Paul Roetzer is the CEO of PR 20/20, author of “The Marketing Performance Blueprint,” and the creator of the Marketing Artificial Intelligence Institute. When asked why he launched MAII Paul says it was…’to translate the buzz around AI into real-world knowledge and actionable insights for marketers, so that it’s approachable and tactical.” Paul regularly translates the concepts behind AI-related technologies into terms marketers can understand. He does this to help them know why AI matters and how to use it (or not) in day-to-day marketing. On this episode, Bernie and Paul discuss practical ways to get started with AI, specifically in content marketing. This episode is sponsored by Frost

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts Does your organization have a clear sales enablement strategy that is aligned with your customer’s journey? According to Bernie’s guest for this podcast conversation, Tamara Schenk, you’ll experience more sales wins if you do. Tamara is Research Director for CSO Insights, the research division of Miller Heiman Group. She is focused on global research regarding all things sales enablement, CX, and sales effectiveness. The book she’s co-authored with Miller Heiman Group CEO Byron Matthews, “Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force,” provides incredible insight into the value of effective sales enablement. On this episode, Bernie and Tamara discuss the influential role of content in sales enablement as well as the evolving role of sales enablement in the modern organization. You’ll learn about the critical nature of sales enablement for modern sales and how it can provi

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts The concept of people serving their industry as “thought leaders” is fairly new, but in the digital world, it’s a vital one for B2B leaders to understand and leverage. On this episode of Social Business Engine, Bernie’s guest is Xenia Muntean, CEO of Planable. Xenia is an entrepreneur and an emerging thought leader on the topic of digital marketing. She’s been featured in Forbes as one of the Top 100 Forbes Women Entrepreneurs, and has spoken at Cannes Lions. On this episode, Xenia shares her journey from digital marketing agency owner to technology platform entrepreneur. You’ll also hear Xenia explain the business challenge that she’s passionate about solving and how her team is enabling companies to empower their top employees to be effective representatives of the brand - and most importantly, be seen as trusted thought leaders who amplify the message and mission of their companies.   The Development Of Thought Lead

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts Account based marketing has been around for a while now, but doing it in a highly personalized way is not something you hear addressed often. But if you can personalize your marketing you can greatly strengthen customer relationships and grow your footprint in the account. On this episode, Bernie speaks with Paul Johns, CMO at SAI Global, a leader in the delivery of integrated risk management solutions for enterprise customers across the globe, about how they help their customer win through highly personalized account based marketing. Paul is a senior marketing executive with a track record of driving marketing strategy that has a measurable impact on ACV – average contract value. On this episode, they discuss how a highly personalized account based marketing strategy using microsites can help customers win more while driving more business with those customers - who Paul refers to as the “perpetual prospect.” There are

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts Modern marketers have what seems like an ever-changing and highly demanding role in today’s B2B world. There are big challenges to address - including ABS (Account Based Selling), the role of analytics, and application of AI. For this episode, Bernie invited Victor Belfor SVP of Channel Sales and Business Development at Conversica to describe what he’s seeing in his interaction with CMOs and marketers across a variety of industries. From his seat as a business development exec at a marketing tech company, Victor is exposed to marketers across many companies. That means he’s got a strong read on the pulse of the modern marketer. Victor calls it like he sees it and offers suggestions you can use, on this episode. This episode is brought to you by CONVERSICA: AI software for marketing and sales that fosters real conversations to discover the most qualified sales opportunities. You can find out more at http://Conversica.co

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts In the age of social media, friendships have taken on an entirely different look than years previous. Take a step further and you can easily see that building friendships via digital drives business growth as well. Bernie’s guest on this episode of Social Business Engine is Jon Ferrara, founder and CEO of Nimble. Jon has a long history of building relationships, building friendships, building companies, and driving business results. He’s the perfect person to talk to about how we can drive business through genuine friendships in the age of social media. On this episode Jon shares how he engages on social media to connect, engage, educate, inspire, help, and be his authentic self with everyone he encounters. Jon explains how his approach to using social media wins friends, influences people, and wins lots of business too.     Why Salespeople Should Be Using Social Media For Prospecting Imagine the interactions and engag

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts A great customer experience is at the heart of customer loyalty and support - and we all want OUR customers to have that "Wow!" experience. As technology improves there are more and more ways to deliver experiences customers remember and tell others about... even in industries as long-standing and conservative as lending. Bernie’s guest on this episode of Social Business Engine is Basile Senesi, head of sales and support at Fundbox. As you listen, you’ll hear how Fundbox has taken an innovative approach to providing a solution to a long-standing need in most businesses – access to credit. They do it with both data automation AND the human touch. It’s a winning combination and you’ll hear all the details from Basile on this episode. This episode is sponsored by Conversica, AI software for marketing and sales that fosters real conversations to discover the most qualified sales opportunities. Learn more at http://conversi

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts LinkedIn post effectiveness is somewhat of a mystery. As Bernie’s guest, Scott Ayres says, “LinkedIn is like the Uncle who always comes to the family reunion with a great casserole, but you forget is there.” So Scott and his team at Agorapulse decided to do a social media experiment to see exactly what post types are effective on LinkedIn. Scott is a Content Scientist for Agorapulse - he runs experiments as part of the company’s Social Media Lab. During this conversation with Bernie you’ll hear how he runs experiments using different content on the various social media platforms, verifies it through the expertise of an actual data scientist, and publishes the results. Scott’s findings from a recent experiment about LinkedIn posts is the special topic of interest for this episode. Sales Professionals Need Social Best-Practices Based on Data, Not Anecdotes Any Google search for “How to post effectively on LinkedIn” or “L

 Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts Content Marketing is something you hear a lot about these days - but what about content for sales? Nobody is denying that content marketing is effective for brand awareness and trust building, but B2B sales conversations require more than just awareness. This episode features Bernie Borges, host of the Social Business Engine podcast recording a solo episode as he prepared to travel to the 8th annual Content Marketing World conference where he is speaking again. In this episode he explains why companies should be thinking not just about content marketing but also about content for sales. He shares convincing statistics that demonstrate how a more intentional focus on content for sales could make a tremendous difference in helping salespeople create more conversations with their desired audience. You won’t want to miss this one!   What Are The Most Popular Ways Marketing Sets The Stage For Sales? A recent Content Market

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts There are many conversion optimization services for your website out there and all of them are based on analytics. In the realm of analytics, there are free and amazingly powerful platforms available, like Google Analytics. With so many low-cost ways to access the data you need to do conversion optimization, is there any advantage to paying for a service that enables you to do it better? On this episode, Bernie chats with Clare Carr, Vice President of Marketing at Parse.ly, Inc. If you’re wondering what Parse.ly is, it’s not food related, despite the name. Rather, Parse.ly is an analytics platform that does a lot more than the free options. In this conversation, Clare explains exactly what their platform analyzes and demonstrates how companies use their comprehensive data to measure the performance of their content, conversions, and shares three examples. Metrics Matter For More Than Just Conversions In this conversati

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts On this episode, Bernie speaks with Sandy Abraham, Head of Global Marketing & Brand Management at Forcam. Forcam provides shop floor management systems to manufacturers that enables them to increase productivity by 20% in less than 12 months. They are an industry leader that has worked with Mercedes Benz and other high profile manufacturing companies. Sandy has led her marketing team in new directions by becoming a strategic contributor to the business. Her focus? Direct customer engagement and profitable partner events. It's a novel approach for a marketing leader but has proven to be extremely effective. It's one you’ll want to be sure you learn from. Listen now!   Marketing Can Be Evaluated by Conversion Rate, Revenue, and Number of Leads Is there a revenue-based way of evaluating a marketing team? Sandy Abraham not only believes there are ways to do it, she feels it’s the best way to evaluate marketing effectiv