Revenue Marketing Show: In the Trenches B2B & Ecommerce Marketers Talking What's Working, and What's Not

In this episode, SharpSpring partner and digital marketing agency owner Marnie Ochs-Raleigh took some time out of her busy schedule to chat with Eric. Like most agency owners, Marnie spends her days balancing client deliverables alongside the business of building her digital agency, Evolve Systems. 

In this chat, Marnie touches on the rebrand her company recently underwent, as well as how she finds time to create content, how they put the SharpSpring platform to use each day, and how she and her team identify the right clients for their agency.

“Our ideal client is based on a variety of different things. It's not just money. Because you can have all the biggest budget and not work with people that you enjoy working with. Or you could have really great people that you like to work with, and they can't afford to do everything that needs to be done, where they're going to see a significant impact. So, you know, there's a lot of give and take that happens with that. It really does come down to – what are the goals of the organization?” – Marnie Ochs-Raleigh

About Eric Stockton, VP of Demand Gen at SharpSpring:
Eric is an established innovator in the areas of internet marketing, eCommerce, lead generation, publishing, and online media who has directly led $3MM+ ad budgets and $70M+ top-line sales organizations.
Connect with Eric: https://www.linkedin.com/in/ericstockton    

About Marnie Ochs-Raleigh, CEO of Evolve Systems:
Evolve Systems is a full-service digital, creative, and technology agency driven by the passion to evolve our client's business. Our suite of digital services, including website development, and marketing, are developed using data-informed and business-specific strategies to provide a return on time.
Connect with Marnie: https://www.linkedin.com/in/marnieochsraleigh/ 

In today's episode of the Revenue Marketing Show, Eric Stockton sits down and I talk with Dave Gerhardt. Dave has worked in marketing for brands like drift, HubSpot and privy. Today. He runs a community of nearly 5,000 marketers called DG EMG. We dive in and we talk about ways that marketing leaders can gain influence within their organization.

We talk about why companies tend to over-complicate their brand voice. And we also talk about what it takes to build a brand that's built around a founder's narrative. There's lots of great takeaways in this episode. So let's get into it.

How do you stay relevant as an online business in 2021? In this episode of Revenue Marketing Show, Eric welcomes Drew Rivera, Marketing Manager at Dultmeier Sales, to talk about how to keep your brand relevant during the age of rapid digitalization. He details his marketing approach as a marketing manager of a century-old B2B company, including inbound and outbound digital marketing, as well as the comeback of tradeshows and even print advertising! 

You’ll learn the power of integrating video communication and retargeting into your digital marketing strategy, how to capture leads on LinkedIn, and much more! Plus, Drew speaks on how Dultmeier will be expanding and improving their marketing strategies over the next few years.

“No one has the time. No one’s available. Everyone’s busy, but if you knock on the door and you’ve done something already that’s special and unique, the door will get opened and someone will listen to you… That’s kind of the approach we’ve been doing at Dultmeier and we’ve had great success making sure that both the old world and the new world have a place.” -Drew 

About Eric Stockton, VP of Demand Generation, Constant Contact:
A pioneer and innovator in the areas of internet marketing, eCommerce, lead generation, publishing, and online media. Eric has directly led $3MM+ ad budgets and $70M+ top-line sales organizations.
Connect with Eric: www.linkedin.com/in/ericstockton

About Drew Rivera, Marketing Manager, Dultmeier Sales:
Drew’s primary objective at Dultmeier Sales is to create business alliances that share in a symbiotic relationship of growth and success. Growth is rarely an independent venture. Most successes are realized when opportunities are presented to collaborate and identify synergies amongst one another. Dultmeier Sales has been around since the Great Depression. They understand relationships and service and have built a foundation on top of it.
Connect with Drew: www.linkedin.com/in/riveradrew 
Learn more about Dultmeier Sales: www.dultmeier.com

Marketing isn’t effective without customer retention and engagement. In this episode of the Revenue Marketing Show, Eric welcomes Roger Michalski, Vice President and Group Publisher at Eagle Financial Publications, to break down the best way to build confidence and trust with your ideal customers. 

Tune in to gain insight into the evolution of direct marketing, how to market to multiple personas, and practical techniques you can use to improve your marketing campaigns and strategy while maintaining a loyal customer base.

“At the end of the day, direct marketing is direct marketing and publishing is publishing. You just have to immerse yourself into that area, but the fundamentals are the same. Human nature is the same no matter what industry it is, people react in the same ways and we have the same triggers… If you know your audience, you’ll be better at the triggers.”             - Roger Michalski

You’ll learn Eric and Roger’s candid thoughts on trade shows, issues with marketing channel deliverability, the importance of testing your marketing strategies, and more!

“Offer is going to trump optimization all day long.”   - Eric Stockton


Resources mentioned:
LinkedIn post about trade shows: link needed
Freedom Fest: https://www.freedomfest.com 

About Roger Michalski, Vice President and Group Publisher at Eagle Financial Publications: 
Roger is the VP and Group Publisher at Eagle Publishers and is based in Virginia. He has many years of experience in various types of marketing and publishing, from B2B direct marketing to finance.
Connect with Roger: https://www.linkedin.com/in/rogermichalski
Email Roger: [email protected] 
Visit Eagle Financial Publications: https://www.stockinvestor.com/eagle-financial-publications/

About Eric Stockton, VP of Demand Generation, Constant Contact
A pioneer and innovator in the areas of internet marketing, eCommerce, lead generation, publishing, and online media. Eric has directly led $3MM+ ad budgets and $70M+ top-line sales organizations.
Connect with Eric: https://www.linkedin.com/in/ericstockton

What if you could convert more website visitors AND improve your ad performance without redesigning your website? In this episode, Eric Stockton, and Todd Lebo welcome Andy Crestodina, CMO & Co-Founder of Orbit Media Studios, to talk about how to build website landing pages that convert. Tune in to hear the best copywriting tips, holistic marketing strategies, and pieces of advice for optimizing your webpages and converting more leads into paying customers.

You’ll learn powerful questions to ask your customers and top salespeople, how to discover and use psychological triggers to incentivize more profitable actions, and why you shouldn’t have a testimonials page on your website. Plus, they highlight what your FAQ analytics can tell you about your website and how to use analytics and lead generation tools to identify where you’re losing leads and how to better engage with visitors. 

“Let your audience write your copy for you.”   - Andy Crestodina


Resources mentioned:
The Challenger Sale by Matthew Dixon & Brent Adamson: www.goodreads.com/book/show/11910902-the-challenger-sale 
They Ask, You Answer by Marcus Sheridan: www.marcussheridan.com/they-ask-you-answer 
Money Words by Joanna Wiebe: https://microconf.gen.co/joanna-wiebe 
Gong: www.gong.io 
HotJar: www.hotjar.com 
ChatBot: www.chatbot.com 

About Andy Crestodina, Chief Marketing Officer and Co-Founder, Orbit Media Studios, Inc.:
Andy Crestodina is the co-founder and CMO of Orbit Media, an award-winning 40-person digital agency in Chicago. Over the past 20 years, Andy has provided digital marketing advice to 1000+ businesses. Andy has written 400+ articles on content strategy, search engine optimization, influencer marketing, conversion, and analytics. 
Connect with Andy: www.linkedin.com/in/andycrestodina 
Visit Orbit Media: www.orbitmedia.com 

About Eric Stockton, VP of Demand Generation, Constant Contact:
A pioneer and innovator in the areas of internet marketing, eCommerce, lead generation, publishing, and online media. Eric has directly led $3M+ ad budgets and $70M+ top-line sales organizations.
Connect with Eric: https://www.linkedin.com/in/ericstockton

About Todd Lebo:
Todd uses the power of original research to discover what works in marketing and helps marketers apply those findings to marketing programs. He helped develop the Ascend2 Research-Based Marketing methodology, which is used by marketing Technology firms and agencies to drive demand to their products and services.
Connect with Todd: https://www.linkedin.com/in/tlebo 
Follow Ascend 2: https://www.linkedin.com/company/ascend2

Having trouble integrating your sales and marketing teams? In this episode of Digital Marketing Swipe File, Eric Stockton welcomes David “Ledge” Ledgerwood to talk about how to align your sales and marketing teams so that you can optimize your efficiency and increase your impact and revenue. He shares his candid thoughts on challenges and opportunities marketers and sales teams experience, emphasizing a big problem in the organizational structure of marketing and sales, along with simple strategies for integrating sales and marketing in your company.

“Sales, for sure, is one of the single biggest sources of data for a marketing team but very few of them actually have conversations.”     - Eric

Tune in to gain insight into how Ledge’s company, Add1Zero, went from $300K to $5M as a lead-to-close sales company for B2B tech companies. Plus, Ledge and Eric shed light on what you need to know about the key difference between sales and marketing interactions.


About Eric Stockton, VP of Demand Generation, Constant Contact:
A pioneer and innovator in the areas of internet marketing, eCommerce, lead generation, publishing, and online media. Eric has directly led $3M+ ad budgets and $70M+ top-line sales organizations.
Connect with Eric: https://www.linkedin.com/in/ericstockton

About David "Ledge" Ledgerwood, Managing Partner, Add1Zero:
A Managing Partner at Add1Zero where their team provides lead-to-close sales execution for tech-enabled B2B services companies ready to leap from 6 to 7 digits of revenue. Ledge is also a co-host of the Leaders of B2B podcast.
Connect with Ledge: https://www.linkedin.com/in/davidledgerwood
Learn more about Add1Zero: https://www.add1zero.co
Listen to Leaders of B2B podcast: https://www.leadersofb2b.com

For more information & To connect with us:
Visit our website: https://www.sharpspring.com/ads
Have a question? Email us: [email protected]
Follow us on LinkedIn: https://www.linkedin.com/company/sharpspringads
Watch video versions of our podcast on YouTube or in the “Resources” section at https://www.sharpspring.com/ads.
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In this episode, we’re sharing a special rebroadcast of a live event we had recently with Jay Baer as he joined us for our Revenue Rockstars series. As you probably know, Jay is a marketer, author, and customer experience expert. Jay covers topics like increasing number of touches needed to complete a B2B sale, the importance of getting your messaging right, how to plan for scaling, how to convert awareness into action and much more. Let’s get into it.

I’m thrilled to be joined in this episode by Peep Laja, who is the Founder of several B2B focused brands including, Wynter, CXL, and Speero. If you’ve been in marketing for any length of time, you definitely seen his content. He’s an expert in buyer intelligence and product marketing, as well as the host of the How to Win Podcast. We sat down to talk about the winning strategies B2B companies are using today like building demand for a company with multiple sub brands, and how to build a brand that aligns with your core audience and icp. You’ll definitely want to take notes on this one. Let’s get into it.

This is another installment from our Revenue Rockstars series, if you haven’t checked it out yet, there’s a link to it in the show notes. We wanted to share this one on the podcast because our very own Greg Bond sat down with Micky Locey, President of mXtr Automation. They talk about how to avoid analysis paralysis and getting overwhelmed with all of the data that is available to us as marketers, ….they also cover what to do AFTER a successful campaign so you do get stuck in a marketing rut, and they also talk about tactics that Mickey is seeing drive measurable results like pipeline and revenue. There’s a lot to cover in this one, so let’s get into it.

Jeanne Hopkins has worked in sales and marketing for some of the biggest brands in e-commerce and SAS that ranged from Lego to HubSpot. And this episode, she sits down and she talks with me about the evolution of demand generation and the communication gap between marketing and the C-suite.

And also how to prove the value of campaigns that you might not think are possible to demonstrate with attribution. There's a lot of great tips in this one to unpack. So let's get started.