ABOUT THIS EPISODE:
In this extraordinary episode, we are taking a break from marketing and sales conversations and showcasing a non-profit organization that is making a difference in our world. Joe and Pam Pulizzi, founders of The Orange Effect Foundation, share their stories. They provide insight into how the foundation is benefiting recipients and explain how you can apply for a grant, donate, or contribute to the cause.
BIOS:
Pam Pulizzi
Pam is the co-founder and executive director for The Orange Effect Foundation. Her background originates as a social worker, and she is raising a son with autism, so the opportunity to start and direct this non-profit is a dream come true. She has been a critical leader in the OEF, the OEF Golf for Autism, and a champion for many other non-profit organizations.
Joe Pulizzi
Joe is co-founder and board member for The Orange Effect Foundation. His primary focus is actively fundraising for the Orange Effect Foundation, which he and his wife founded in 2014 to help children with speech disorders pay for therapy.
Learn more: http://theorangeeffect.org/
Donate online today: via Paypal
Donate by Check: Make check payable to The Orange Effect Foundation. Send it to: The Orange Effect Foundation 17040 Amber Drive, Cleveland, OH 44111
Email: info@theorangeeffect.org

Episode 26: Showcase Episode with The Orange Effect Foundation - Pam and Joe Pulizzi

ABOUT THIS EPISODE:
In this episode, you will have a chance to hear from author and Wall Street Journal cartoonist, Stu Heinecke. Stu provides listeners with tips, ideas, and examples of contact marketing that has the potential to deliver 100% response rates. 
BIO:
Stu Heinecke is a Wall Street Journal cartoonist, award-winning marketer, international best-selling author of How To Get A Meeting with Anyone - Available today. A new book titled Get The Meeting - Available in October 2019. You can pre-order that book today. Stu believes in creative, innovative, and imaginative approaches that producing unfair advantages for B2B sales teams using Contact Marketing. 
Connect on LinkedIn linkedin.com/in/stuheinecke
Follow on Twitter: https://twitter.com/byStuHeinecke
Visit the website: cartoonlink.com 
E-mail: stuheinecke@gmail.com

Episode 25: How To Get A 100% Response Rate with Contact Marketing - Stu Heinecke

ABOUT THIS EPISODE:
In this episode, Ilan Kasan, Co-founder and CEO for Exceed.ai, describes the key challenges facing marketing, sales development reps, and the opportunity lost due to the lack of nurturing and follow-up. He shares a solution to this challenge, and everyone will want to hear about it. If you're in sales and marketing, interested in exceeding your sales goals, this is a must-listen episode. Take a listen, and then share with your peers. You won't be sorry. 
BIO:
Ilan is the co-founder and CEO of Exceed.ai.  He is an accomplished product leader with proven successes in driving product, user experience, strategy, and execution. His passion is building products that users and enterprises love, such as Webex and others. With deep expertise in mobile, web, & application software & SaaS products, I have built an 18-year career in general management, product management for leading global technology companies including, Cisco, WebEx, Comeet and others. 
Connect on LinkedIn: linkedin.com/in/ilankasan
Follow on Twitter: ilankasan
Visit the website: https://exceed.ai/

Episode 24: How to Exceed Sales Goals Using Artificial Intelligence - Ilan Kasan - Exceed.ai

ABOUT THIS EPISODE:
In this episode, Alison Shurell, the global market leader for Oracle's Health Science team, describes her systematic approach to the first thirty days in a leadership position. 
BIO:
Business-to-business (B2B) software executive with a 20-year record of excellence leading marketing efforts to increase and sustain revenue contribution. Demonstrated success in launching new brands and new markets on a global level through rigorous market analysis, message development, go-to-market strategy, sales training, and effective marketing. Charismatic, energetic and sincere, able to motivate and lead both direct and cross-functional teams and build strong and lasting relationships with analysts, media, and the market.
Connect on LinkedIn: https://www.linkedin.com/in/alisonshurell/

Episode 23: A CMO Perspective and Approach - The First Thirty Days - Alison Shurell

ABOUT THIS EPISODE:
In our last episode with Greg Lindsey, we covered how to build purpose-driven tradeshow events, In this follow-up episode on face-to-face marketing and trade shows, we’re going to turn our focus from purpose, to people and process, and sharing Ideas and insights event and marketing managers can apply immediately.  
BIO:
Greg Lindsey is the vice president for New Albany-based Exhibitpro. He is nationally recognized as a leader in face-to-face marketing and trade show and event strategy. Greg has built his reputation as an industry leader in tradeshow marketing and client engagement. Greg has been asked by numerous clients to work with their on-site teams to maximize attendee engagement at corporate events and tradeshows, and has published articles to share his expertise. He can often be found on-site at our client’s tradeshows, offering consultation and making last-minute adjustments to maximize the experience.
Connect on LinkedIn: https://www.linkedin.com/in/greglindseyna/
Visit the Exibitpro Website: https://www.exhibitpro.net/
Email Greg: glindsey@exhibitpro.net
Prefer calling: 614-885-9541

Episode 22: Getting Tradeshow Results Starts With People Preparation and Process

ABOUT THIS EPISODE: 
In this installment, Greg Lindsey. VP at Exhibitpro and I discuss the importance of creating a face-to-face tradeshow experience with a purpose-driven mindset. Greg shares insights and great questions event teams should ask and answer before they invest in a tradeshow as a strategic and tactical initiative.   
BIO: 
Greg Lindsey is the vice president for New Albany-based Exhibitpro. He is nationally recognized as a leader in face-to-face marketing and trade show and event strategy. Greg has built his reputation as an industry leader in tradeshow marketing and client engagement. Greg has been asked by numerous clients to work with their on-site teams to maximize attendee engagement at corporate events and tradeshows, and has published articles to share his expertise. He can often be found on-site at our client’s tradeshows, offering consultation and making last-minute adjustments to maximize the experience.
Connect on LinkedIn: https://www.linkedin.com/in/greglindseyna/
Visit the Exibitpro Website: https://www.exhibitpro.net/
Email Greg: glindsey@exhibitpro.net
Prefer calling: 614-885-9541

Episode 21: How to Build and Manage Purpose-Driven Tradeshow Events

BIO:
Joe Pulizzi is the founder of the Content Marketing Institute (CMI), the leading educational organization for content marketing, which hosts the largest physical content marketing event, Content Marketing World. In 2014, Joe was honored with the John Caldwell Lifetime Achievement Award from the Content Council.
Joe is a highly sought after public speaker and a 5x author, including Killing Marketing, Content Inc. and Epic Content Marketing, which was named a “Must-Read Business Book” by Fortune Magazine.
After selling CMI in 2016, Joe spends his time with his wife and two teenage boys and actively fundraises for the Orange Effect Foundation, which he and his wife founded in 2014 to help children with speech disorders pay for therapy.
Joe loves the color orange and the city of Cleveland, where he’s an active ambassador to the city and a long-time season ticket holder of the Cleveland Browns. 

Connect on LinkedIn: https://www.linkedin.com/in/joepulizzi/
Catch Up On  Twitter:  @JoePulizzi
Visit and Donate To The: Orange Effect Foundation

Episode 20: How The Content Marketing Institute Got Its Start - On A Napkin

ABOUT THIS EPISODE: 
In this installment, Alan Minton, VP of Sales at Pacejet and I have a great time busting five myths about sales people. You also learn, I can’t keep count. We’ll walk through all five myths and you’ll hear his take on culture and the profession of sales.
BIO:
Alan Minton, Vice President of Sales at Pacejet is a 25+ year veteran in B2B sales and marketing creating and executing corporate strategy, as well as, sales and marketing programs that deliver consistent profitable growth and shareholder value. With significant expertise in developing and leading successful business development and account management teams. Alan is, successful at creating marketing campaigns that grow revenue, increase brand value and strengthen customer relationships. Requested public speaker, conference presenter and industry commentator. Career combines executive leadership of a federal agency, international expansion of a marketing communications firm, entrepreneurial growth of a technology company and strategic guidance of an IT consulting firm.
CONNECT:
Contact via Email: alan.minton@pacejet.com 
Connect on LinkedIn: https://www.linkedin.com/in/alanminton/
Read Alan’s Article: https://www.linkedin.com/pulse/myth-salesman-alan-minton/
Visit PaceJet: https://www.pacejet.com/

Episode 19: Busting Five Myths About the Sales People

In this episode, Charlotte and Dan share their vast experience in product design, innovation and explain the why behind user-center design and marketing.  Charlotte guides us, and describes the importance of user stories and why involving customers in your process consistently delivers better results. With a diverse background and years of experience, Charlotte will share with us, the importance of engaging and getting your customer involved. After listening to this episode, you'll understand when a customer is involved, they are much more invested in the outcome and much more likely to buy your product or solutions, remain a customer and become loyal to your brand.  
BIO:
Driving growth through a focus on the voice of the customer and agile, user-centered product design, marketing, and sales tools.
I’ve learned how to drive growth. I know a model that works, no matter the industry. Even in an economic slow down. I was taught early on to think from the customer perspective. I’ve been applying this philosophy throughout my career to drive results in a number of industries. I’ve leveraged, created, mastered, and shared a number of tools for growth. Learn more about them at www.GrowByVOC.com.

Specialties:
• Strong advocate for leading from the customer perspective.
• Data-driven, continual improvement mindset, always focused on improving the customer experience.
• Research and user-centered product design, marketing strategies and sales tools.
• Strategic writer and visual director with the ability to simplify complexities to create engaging stories.
• Go-to-market strategist and execution lead, with expertise in all launch phases. 
Connect on Linkedin: https://www.linkedin.com/in/charlotteoneal/
Visit the website: https://www.growbyvoc.com/

Episode 18: How To Achieve User-Centered Product Design and Marketing With Charlotte O'Neal

ABOUT THIS EPISODE:
In this episode, James Rores, President of Floriss Group and Dan Harris discuss and share COLLECTING WINS™ which is a customer-centric sales platform. You'll learn, that this approach will help sales professionals better understand the WANTS, IMPACTS and NEEDS of their prospects and customers and help you, the sales person, become a Growth Multiplier. 

BIO:
As a veteran top producer, coach, trainer, author and keynote speaker, I founded Floriss Group in 2006 to extend and scale my passion for helping sales and customer-facing teams compete and win as servant leaders. Eventually, our clients’ successes fostered the creation of the Growth Multiplier Movement™.

Over the years, I have founded or invested in more than a dozen closely held and venture backed companies, resulting in multiple IPOs and liquidity events. I have trained or coached more than 6,500 CEOs and sales leaders from startups, family businesses and global enterprises across more than 100 industries — including many INC 500, Deloitte Fast 50, Deloitte Fast 500, Business First Fast 50 and Innovation Award winning companies.

Today, I serve and lead clients and partners from our offices in Columbus, Ohio. My calendar is open to anyone who wants to #takethelead by taking control of growth. Connect with me here, or reach out to james@florissgroup.com.
Connect on LinkedIn: https://www.linkedin.com/in/jamesrores/
Follow on Twitter: https://twitter.com/JamesRores1
Visit the Floriss Group Website: https://florissgroup.com/

Episode 17: How to Become a Growth Multiplier in Sales with WINS

ABOUT THIS EPISODE:
In this episode, James Rores, Founder and CEO of the Floriss Group and I discuss the personal and professional benefits of being a servant leader in sales versus a power leader. The results shared in this episode are amazing. Learn more about James and the Floriss Group below.
BIO:
As a veteran top producer, coach, trainer, author and keynote speaker, I founded Floriss Group in 2006 to extend and scale my passion for helping sales and customer-facing teams compete and win as servant leaders. Eventually, our clients’ successes fostered the creation of the Growth Multiplier Movement™.

Over the years, I have founded or invested in more than a dozen closely held and venture backed companies, resulting in multiple IPOs and liquidity events. I have trained or coached more than 6,500 CEOs and sales leaders from startups, family businesses and global enterprises across more than 100 industries — including many INC 500, Deloitte Fast 50, Deloitte Fast 500, Business First Fast 50 and Innovation Award winning companies. 

Today, I serve and lead clients and partners from our offices in Columbus, Ohio. My calendar is open to anyone who wants to #takethelead by taking control of growth. Connect with me here, or reach out to james@florissgroup.com.
Connect on LinkedIn: https://www.linkedin.com/in/jamesrores/
Follow on Twitter: https://twitter.com/JamesRores1
Visit the Floriss Group Website: https://florissgroup.com/

Episode 16: How To Sell As A Servant Leader

BIO:
Rob Barnhart
Sr. CX Strategist
Rob Barnhart is a Senior Customer Experience Strategist with 15+ years in marketing leadership roles. Rob has developed and driven strategies and processes for b2b software companies including one of the leading American multinational computer technology companies in the world.  Rob is focused on driving success in the Software as a Service world. Fundamentally changing the way we think about customer experience and simplifying the complex for our customers is driving real results. 
ABOUT THIS EPISODE:
In this episode, Rob, will share his insight into the digital buying process. He'll share his perspective on how to build interest, awareness and the importance of bringing sales into the content generation process earlier, so the marketing and sales conversations align and reduce confusion for prospects and customers. 
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rob-barnhart-a445094/

Episode 15: Why The Marketing Qualified Lead is Dead

BIO:
Frank Agin, Founder and President of AmSpirit Business Connections
Frank Agin's AmSpirit Business Connections is an organization that empowers entrepreneurs, sales representatives and professionals to become more successful through networking. 
As AmSpirit Business Connections has grown, Frank has established himself as an authority on professionals networking and business relationship development. He has written various articles on professional networking, is a sought after presenter on this topic and consults with companies and organizations on how to make a more effective use of business relationships. 
Finally, Frank is the author (or co-author) of various books, including…

 Foundational Networking: Creating Know, Like & Trust For A  Lifetime of Extraordinary Success
 LinkedWorking: Generating Success of the World’s Largest  Professional Networking Website and 
  The Champion: Finding The Most Valuable Person In Your Network.

EPISODE DESCRIPTION:
In this episode,  Frank will share advice on why networking is important, how to generate results through relationship building, and a story on when you should start networking. This 20-minute episode will pay life-long dividends if you listen and apply a few of the recommendations, provided by this guest.   

Episode 14: How To Build Relationships That Net Results

BIO:
Daniel Waas, Director of Marketing, @GoToWebinar
Daniel Waas, is the Director of Marketing for GoToWebinar, a leading web events platform with more than 50,000 customers. He's a passionate B2B digital marketer and a black belt in webinars. Daniel and his team are constantly experimenting with the cheeky goal of creating no less than the world's best webinar program.
Outside work, Daniel is a geek at heart who loves LEGO, sci-fi and the occasional video game if time permits. Despite these severe dating handicaps, he was lucky enough to get married and even luckier to have a son & daughter.
EPISODE DESCRIPTION:
In this episode,  Daniel shares webinar best practices, tips, techniques he has learned during his time @GoToWebinar. The information we talk about on this episode is backed by data collected over thousands of webinar sessions. If you've launched or consider launching a webinar strategy, this is a must listen episode. 
Connect on Linkedin: https://www.linkedin.com/in/danielwaas/ 
GoToWebinar website: https://www.gotomeeting.com/webinar
The GoToWebinar Blog: https://blog.gotomeeting.com/gotowebinar/
My LinkedIn profile: https://www.linkedin.com/in/danielwaas/
My Twitter profile: https://twitter.com/DanielWaas
Visit Daniels website: https://danielwaas.com

EXTRAS:
How to Pick A Winning Webinar TItle: https://blog.gotomeeting.com/webinar-title-formulas/

Episode 13: How to Get The Most Out of Your B2B Webinars

In this next installment, Dennis Brouwer and I talk about undividing your attention, and he shares the keys to being able to listen to listen. This is truly a skill that will help you no matter what level or role you play in your business. 
Dennis Brouwer 
CEO, Leadership Enthusiast, and Award-winning Navy Tactician.  
The Brouwer Group  
Dennis Brouwer is the CEO of The Brouwer Group, a business analytics firm that helps companies become more competitive, agile and customer-focused. He has over two decades of experience as a senior leader in sales, marketing, and product development roles, including five years as an executive with P&L responsibility for a $300m global IT services business. 
He began his career as a naval flight officer and mission commander searching for Soviet submarines while deployed aboard USS Ranger and USS Enterprise. For the past five years, he has applied his military and business experience to the challenges of creative leadership, peak performance, and business strategy. He holds the certificate in leadership coaching from Georgetown University and is the author of “The Return on Leadership”, which focuses on the Vision, Engagement, and Execution as the key building blocks used by highly effective leaders 
Connect on Linkedin: https://www.linkedin.com/in/dlbrouwer/ 
Visit the website: https://www.dlbrouwer.com/ 
Learn more about his book: https://www.dlbrouwer.com/book 

Episode 12: The 11 Essentials of Leadership | Skill Three: Undivide Your Attention

In this next installment, Dennis Brouwer and and I talk about an important leadership skill, and really a skill that will help you no matter what level or role you play in your business. You may also learn a bit about rock climbing. I know I did. I won't be climbing any cliffs. Ever! 

Dennis Brouwer
CEO, Leadership Enthusiast, and Award-winning Navy Tactician.
The Brouwer Group
Dennis Brouwer is the CEO of The Brouwer Group, a business analytics firm that helps companies become more competitive, agile and customer-focused. He has over two decades of experience as a senior leader in sales, marketing, and product development roles, including five years as an executive with P&L responsibility for a $300m global IT services business.
He began his career as a naval flight officer and mission commander searching for Soviet submarines while deployed aboard USS Ranger and USS Enterprise. For the past five years, he has applied his military and business experience to the challenges of creative leadership, peak performance, and business strategy. He holds the certificate in leadership coaching from Georgetown University and is the author of “The Return on Leadership”, which focuses on the Vision, Engagement, and Execution as the key building blocks used by highly effective leaders.
Connect on Linkedin: https://www.linkedin.com/in/dlbrouwer/
Visit the website: https://www.dlbrouwer.com/
Learn more about his book: https://www.dlbrouwer.com/book

Episode 11: The 11 Essentials of Leadership | Skill Two: Practice Your Moves Everyday

In this episode, Dennis Brouwer, CEO of the Brouwer Group, and author of The Return on Leadership, Dennis shares the first concept and skill required to become an effective employee, manager and director, VP or C-Level executive. What could it be? Listen and find out. I talked remotely and Dennis shared with me, that on day one of any assignment, project or new role, It's not just about you, and your team. You have to realize you have just joined three teams. Listen and Dennis will explain.

11 Essentials of Leadership | Skill One: Three Teams

BIO:

Brandon Snyder, Director of Marketing
HMB

Brandon Snyder is a Columbus, OH, marketing consultant with a deep understanding (and admiration) for small businesses. Brandon is also the Director of Marketing for HMB, an information and technology services company in Columbus, OH.
With over 10 years of experience having started, ran and exited businesses of his own, Brandon is uniquely qualified to help small business owners better leverage marketing to grow their business.
Many businesses struggle with marketing for one key reason: uncertainty. Brandon is on a mission to bring a mindset, framework, and tools that revenue teams can use to make marketing and sales& success more predictable.

EPISODE DESCRIPTION: 

In this episode,  Brandon and I will talk about marketing strategy, planning and lead generation. We will also share how to navigate the politics, because, if you don't feel empowered to be successful, you are less likely to be successful. 

Episode 09: How to Become a Proactive B2B Marketing Leader

GUEST BIO:

Randy James 
Co-Founder and VP, Client Services 

Minds On – B2B Marketing and Sales Enablement Agency 

Randy James is the Co-Founder and VP of Client Services at Minds On, Inc. with Offices in Columbus, Ohio and Chicago, Illinois. Minds On is a leading B2B digital marketing agency known for delivering Smart Creativity for technology, software and manufacturing clients.  
Connect on Linkedin: https://www.linkedin.com/in/randy-james-38439a/ 
Visit Minds On website: https://mindson.com/ 

SHOW NOTES

Sitting down with us today is Randy James, he's one of my colleagues and the co-founder of Minds On. So who is Minds On? Minds On is a B2B marketing and sales enablement agency, delivering brand messaging, content development, website design and development, and equipping the sales and marketing team with the content they need to build brand awareness, engage prospects, nurture those prospects and equip the sales team with the resources, tools, and content they need to accelerate deal flow and close more deals.  

Episode 08: Insight Marketing vs. Content Marketing

GUEST BIO:

Amy Franko
Founder & President | Impact Instruction Group
Author of The Modern Seller 

Amy Franko built a successful and lucrative B2B sales career with global tech giants IBM and Lenovo. She then took a 180° pivot into entrepreneurship in 2007, launching a training company, Impact Instruction Group. She knows what it’s like to build a book of business and a Fortune 1000 client base from the bottom up. She has successfully navigated that steep curve, consistently selling 5-to-7 figure engagements with repeat business and loyal clients. Amy is also the author of The Modern Seller: Sell More & Increase Your Impact in the New Sales Economy. Smart Business Books, September 2018.  


LinkedIn: linkedin.com/in/amyfranko
Twitter: @AmyFranko
Email: amyfranko@gmail.com  
Book on Amazon: The Modern Seller

Websites:
amyfranko.com  (Keynotes & Sales Programs)
amyfranko.com/ebooks  (eBooks and Resources)
impactinstruction.com  (Customized Training) 


EPISODE DESCRIPTION:

Minds On B2B

Minds On B2B

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