How to use AI-enhanced video marketing to drive growth

How to overcome b2b sales challenges and drive growth with deal coaching

In this episode, we delve into the intricacies of stalled sales deals, the critical role of translating technology features into compelling business cases, and practical strategies for coaching sales teams toward success.

Special guest Mark Phinick, an award-winning enterprise software deal coach and master storyteller, shares his extensive experience in deal coaching and provides actionable advice for B2B tech companies aiming for revenue growth.

Imagine a world where 72% of your new sales opportunities don't stall midway through the pipeline, andcomplex internal policies and procedures don't bog down your sales reps. What if you could shift from talking in vendor terms to speaking directly to the C-suite, captivating them with compelling business cases?

Mark Phinick shares his insights and provides practical steps to transform stalled sales processes into successful, profit-boosting deals. He delves into the art of executive storytelling, the importance of strategic diagnostic questions, and how to bridge the skills gap in relationship building. We'll explore real-world examples, including how Mark empowered a technical evaluator to win a major deal by integrating diverse systems, saving a client millions of dollars globally.

Prepare to equip your sales team with invaluable, hands-on strategies, gain insights on personal branding through LinkedIn, and unlock the keys to becoming a charismatic 'rainmaker'. Join us for an enlightening conversation that's guaranteed to elevate your sales game and drive your business forward. So, get ready for an exciting ride, and let's dive in!

Some areas we explore in this episode include:

• Complex Internal Policies and Procedures: Impact on stalled and lost deals, highlighting that 20% of these outcomes are due to internal complexities.
• Sales Pipeline Stalling: Discussion on the high percentage (72%) of new sales opportunities that stall in the middle to late stages of the pipeline.
• Sales Pipeline Process Definition: Importance of a well-defined sales pipeline process to prevent deals from stalling.
• Sales Training Gaps: The shift needed from feature/functionality training to skills that focus on relationship building and understanding customer decision-making.
• C-Suite Communication: Strategies for translating technology features and functions into compelling business cases that resonate with senior executives.
• Executive Storytelling: Emphasis on using storytelling and anecdotes to engage future customers and demonstrate value.
• LinkedIn Personal Branding: Importance of a professional and effective LinkedIn profile as a valuable tool for showcasing client success stories.
• Hands-On Deal Coaching: Mark's approach to live deal coaching, workshops, and hands-on involvement to distinguish from traditional sales strategies.
• Addressing Technical Evaluators: Coaching technical evaluators to build solid business cases and align with stakeholders.
• Cash Flow Focus: Discussion on cash flow importance for early-stage software companies, emphasizing revenue growth, cost-cutting, and deal progression.
• And much, much more...

How femtech startups are bridging the gap in womens health and driving growth

Welcome to another captivating episode of Predictable B2B Success, where we delve into the dynamic world of femtech with our distinguished guest, Capucine Cogne. Capucine, a seasoned freelance writer and copywriter, brings a unique perspective as a fervent advocate for women's health through her platform "Understand Your Cycle."

Today, we uncover the critical gaps and stark disparities within women's health, which have led to a lack of research, underfunding, and insufficient solutions, particularly in conditions like endometriosis that affect a staggering 10% of women worldwide. Despite its enormous market potential, femtech is often overlooked, struggling with VC funding and public dialogue due to prevailing biases and taboos.

Join us as Capucine takes us on her personal journey into femtech, a path paved with challenges and triumphs. Her efforts in raising period poverty awareness, from local communities to national headlines, have left an indelible mark. From mastering SEO to establish brand credibility to navigating the complexities of MedTech marketing, Capucine's journey provides a wealth of insights into building a femtech brand that educates, connects, and empowers.

Tune in to discover how the intersection of branding, strategic content, and heartfelt storytelling can revolutionize perceptions and lay the groundwork for a healthier future in women's health.

Some areas we explore in this episode include:

• Challenges and Underfunding in Women's Health: Capucine Cogne discusses the broad challenges that the femtech sector faces, including underfunding and lack of research, specifically highlighting areas like endometriosis.
• The Need for Increased Education and Awareness: The importance of spreading knowledge about women's health issues, such as the menstrual cycle phases, and how understanding these can impact mood and behavior management.
• Social Media and Marketing Strategies for Femtech: Exploring different approaches to navigate censorship and leverage personal brands on social media platforms to promote women's health.
• Success Stories in Addressing Period Poverty: Highlighting specific achievements like the notable campaigns in Morocco and other awareness initiatives that have made significant local impacts.
• Challenges in Sharing Customer Experiences: Discussing the sensitive nature of personal health stories, especially in fertility treatments, and how cultural factors influence sharing.
• Growth and Potential of the Femtech Market: An analysis of the femtech market size, its growth projection, and the evolving opportunities within this sector.
• The Role of Strategic Branding in Femtech: Capucine emphasizes the crucial role of strategic messaging and branding in building loyalty and enhancing business development in the femtech industry.
• Integration of Visuals and Messaging in Branding: Examples of how effectively integrating visuals and verbal messaging can boost brand recognition and user engagement.
• Venture Capital Challenges in Femtech: Discussing the disconnect within the venture capital industry towards femtech, influenced by gender dynamics and taboos around women's health.
• Vision for the Future of Women's Health: Capucine outlines what comprehensive education and resource distribution would ideally bring to women's health, aiming for advancements in research, product development, and societal health outcomes.
• And much, much more...

Harnessing AI for better B2B engagement on LinkedIn: Insights from Engage AIs Jason Tan

This episode of Predictable B2B Success delves into practical strategies for engaging potential clients on LinkedIn, highlighting the value of personalization and industry insights in communication. Jason Tan, the founder of Engage AI, shares how his platform assists users in augmenting conversations across multiple channels by leveraging generative AI and large language models, enhancing B2B interactions and prospecting efforts.

Jason discusses the inception of Engage AI, inspired by his challenges in B2B sales and the realization of the importance of initiating meaningful conversations. He emphasizes Engage AI's approach of using AI to suggest but not replace human interaction in the comment drafting process, aiming to maintain authenticity.

Areyou finding traditional prospecting methods like cold calls and emailsto beless effective?Jason shares eye-opening insights on how incorporating AI,particularlythrough platforms like LinkedIn, can significantly boost client acquisition and engage passive candidates. With an impressive 11% increase in client acquisition and an 8% rise in securing top talents, the results are hard to ignore.

It's not just about the numbers; it's about the story. Jason underscores the pivotal role of customer narratives in fostering trust and demonstrates how AI should enhance, not replace, human efforts in crafting these narratives. Whether you're a small business owner or part of a larger enterprise, this conversation will shed light on the practical benefits of AI in business processes and how to use technology to foster authentic connections.

Tune in to discover how you can revolutionize your B2B strategies with AI and create more meaningful, productive business relationships. The podcast covers practical advice on leveraging AI responsibly and effectively in B2B sales and customer service, underscoring the potential of AI in enriching customer engagement and driving revenue growth.

Some areas we explore in this episode include:

• Challenges in Traditional Recruitment Practices: Discussing the ineffectiveness of traditional methods such as phone calls, emails, and in-person meetings in recruitment agencies.
• Integration and Advantages of AI in Recruitment: How agencies use Engage AI to improve client acquisition and engagement with passive candidates on LinkedIn.
• Customer Narratives and Trust: The importance of building trust and credibility through customer narratives and maintaining human elements in conversations.
• Internal Application of AI Before Customer-Facing Deployment: Advising B2B companies to integrate AI internally to become comfortable with the technology before applying it in customer-facing areas.
• AI in Prospecting and Sales: Exploring the under-discussed benefits of AI in enhancing prospecting activities and sales processes.
• Generative AI for Customer Service:Utilization ofAI to automatically generate emails and improve communication in customer service.
• Accessibility and Cost-effectiveness of AI Solutions: Emphasizing how AI tools have become more accessible and economically feasible for SMBs.
• Augmentation vs. Automation: The idea is that AI should augment rather than replace human efforts and keep human insight as part of AI-driven processes.
• Building Relationships and Community Engagement: Strategies for initiating and cultivating professional relationships through targeted interactions and content on platforms like LinkedIn.
• Customer-Centric Platform Development: Importance of speaking with users and customers to understand their needs and enhance the user experience, referencing Steve Jobs' philosophy of simplicity.
• And much, much more ...

Check out the LinkedIn events being run by Engage AI here - https://www.linkedin.com/events/7185801973495967745/comments/

How to use AI-enhanced video marketing to drive growth

In this episode of the Predictable B2B Success podcast, hosted by Vinay Koshy and brought to you by Sproutworth.com, guest Vikram Chalana, CEO of Pictory and a pioneer in AI-driven content creation, discusses the transformative potential of video content in B2B marketing.

With an impressive background, from a research scientist to co-founding Winshuttle and now leading Pictory, Chalana shares insights into the shift towards video marketing, stressing its critical role in enhancing user understanding, increasing sales, and improving ROI. The conversation delves into the challenges and opportunities of creating short-form videos, leveraging AI for content creation, and the importance of companies becoming media entities to drive growth and thought leadership.

Chalana also highlights user-generated content, repurposing existing content, and the power of democratizing technology to enable non-experts to create impactful videos. The episode concludes with the importance of incorporating videos into the core content marketing strategy and leveraging platforms like Pictory to overcome production barriers and enhance content engagement.

Some of the areas we explore in this episode include:

• The Role of AI in Video Marketing: Vikram highlights how AI, particularly technologies from OpenAI like ChatGPT, has significantly contributed to Pictory's growth by enhancing the platform's capabilities in video creation and refining search algorithms for visuals.
• Importance of Short Form Video Content: The discussion emphasizes the value of creating short video clips, mainly because users frequently watch videos on mute and because short, engaging content is effective on social platforms.
• Strategies for Video Content Repurposing: Vikram and Vinay discuss the benefits of repurposing long-form content into shorter video segments to maximize content reach and maintain audience engagement.
• Challenges in Video Production: They address common challenges users face in creating videos, such as the need for perfection, time constraints, and ensuring a consistent style and branding across content produced using AI tools.
• Use of Video in B2B Marketing: The episode covers how businesses can leverage video for B2B marketing, including creating customer testimonial videos and the pivotal role videos play in influencing purchasing decisions.
• Content Marketing and Thought Leadership through Videos: There's a strong focus on how videos contribute to content marketing and thought leadership, highlighting trends toward businesses functioning as media companies.
• Democratization of Video Creation: Vikram discusses the importance of making video creation accessible for more people, envisioning it as a standard element in office productivity suites, similar to traditional document and presentation tools.
• Growth and Differentiation Strategies for Pictory: Insights are provided into Pictory's market strategies in a competitive (red ocean) environment, including bundling multiple solutions and using diverse marketing channels to stand out.
• Importance of Context and Value in Video Clips: The episode addresses the necessity of providing adequate context to ensure the message remains clear and the content is valuable to the audience.
• Video SEO and Engagement Metrics: Discussion on how video content significantly enhances SEO, with insights into statistics showing the impact of video on sales, user understanding, and overall engagement on digital platforms.
• And much, much more...

Persuading Through the Page: Joshua Lisec on Establishing Authority and Crafting Lead-Generating Nonfiction Books

Welcome to Predictable B2B Success, where we explore the strategies that fuel thriving B2B businesses. In today's episode, we're thrilled to introduce Joshua Lisec, the go-to ghostwriter for the Internet's favorite experts and a maestro of persuasive nonfiction that turns readers into leads.

Imagine having a silent ambassador that works tirelessly, convincing your ideal clients of your superiority without you having to say a word. Joshua is here to unveil how a well-crafted book can act as your 24/7 salesperson, outperforming any business card or digital ad with its sublime persuasive power.

Get ready to discover what 68% of B2B businesses are missing in lead generation and why 53% of marketers might be investing their budgets in strategies that could fall short. Joshua doesn't just share tactics; he shares a revolution in B2B thought leadership and lead conversion.

From the emotional resonance of risk handling to the granular details that make each story pop, this episode is a treasure trove for leaders looking to create a lasting impact. Tune in and let Joshua Lisec guide you through the intricacies of harnessing the written word to redefine success in your business. Stay with us, and let's transform your expertise into a compelling, lead-generating powerhouse!

Some areas we explore in this episode include:

• The Role of Emotional Persuasion in B2B: Joshua Lisec discusses how reorganizing thoughts and addressing emotional aspects can impact the persuasive process in business settings.
• Mitigating Perceived Risks: The conversation includes strategies to alleviate the perceived risks of hiring a vendor, a critical step in building trust with potential B2B clients.
• Creating Lasting Impacts with Books: The episode explores the use of books as a long-term lead generation and persuasion tool rather than temporary trends or marketing materials.
• Audience Building Strategies: Before publishing, Joshua highlights the importance of building an audience through various platforms such as social media and influencers to ensure maximum book traction.
• Unconventional Insights in Content: Joshua encourages tapping into unique stories and thinking counterintuitively to offer fresh insights in a niche, which can differentiate leaders and their content.
• Books as Superior Marketing Collateral: The episode discusses the advantages of having a book at events and its superiority over traditional business cards and other marketing materials.
• The Value Proposition of Books: Key points include the importance of book presentation, value proposition, and its perpetual reminder of value to the prospect.
• Structuring Nonfiction Books for Business: Joshua talks about using templates and direct response copywriting techniques to create nonfiction books with commercial viability.
• Embedding Sales Processes in Books: The episode covers the importance of accurately capturing an author's sales process and unique system to communicate their value proposition effectively.
• The Effectiveness of Books in B2B Lead Generation: Joshua Lisec and the host discuss the significance of books in altering prospects' beliefs and priorities, supported by social proof and case studies, and books' broader role in the lead generation landscape for B2B businesses.
• And much, much more...