GROW B2B FASTER

 Marketing is not only a means to an end: It's the endgame.

How does Quinyx leverage their marketing to build successful communities & drive growth?

Johanna Fagerstedt, CMO at Quinyx, shares with Sammy, how they do it.


What's in it for you:

1. Why marketing doesn’t stop after winning a customer
2. How Quinyx uses an annual community event to build thought leadership and create content
3. Best practices for setting up a successful community event
4. How Quinyx uses their "Customer Happiness Survey" to build strong client relationships and get valuable feedback
5. Why LinkedIn is the most important social media channel for your B2B business and how to leverage it successfully


About Johanna:
Johanna is CMO at Quinyx and Top 50 Women in SaaS. She leads a team of professionals who are reshaping and defining the future of workforce management and B2B SaaS. Her main focus is on growth and innovation strategy development and execution, go-to-market strategies, internationalization and data-driven business analytics. She spends a lot of time with her two- and five-year-old son and tries to exercise in any way she can, whether it's trail running or yoga, working out or just dancing with the kids.

Find Johanna on LinkedIn: https://www.linkedin.com/in/johanna-fagerstedt/
Johanna's business book recommendations:
Essentialism: The Disciplined Pursuit of Less – Greg McKeown https://amzn.to/3oxfZHq
Johanna’s interview with her favourite business leader Jim Donald: https://www.quinyx.com/the-wfm-show-jim-donald-ondemand
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About Quinyx:
Quinyx is a leading cloud-based workforce management software that provides AI-powered technology to simplify resource-intensive workforce planning in the areas of rostering, time tracking, communication, task management, budgeting and forecasting. Through advanced and flexible features, Quinyx helps more than 850 companies around the world stay compliant, improve efficiency, reduce labor costs, and engage employees.

Website: https://www.quinyx.com/
Industry: Software engineering
Company size: 400
Headquarters: Sweden, Stockholm
Founded: 2005
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About the host Sammy:
Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn.

We can help you:
- Speed up hiring
- Reduce hiring costs
- Create an authentic Employer Brand
- Create a Talent Pool that you can tap into any time

Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/ 

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Past guests on the GROW B2B FASTER Show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more. 

 Technology can bring the best out of you as a salesperson – If you let it.

Today, our host Sammy is talking to Massimo Pernicone, Director at BTS, about how sales tools can help your B2B business grow.


You'll learn:

1. What problems companies face when introducing new tech for salespeople
2. How to get your salespeople on board when adopting new sales tools
3. What mistakes to be aware of when introducing new tools & how to avoid them
4. How to choose the right sales tool for your company needs
5. What to look out for when looking for a consulting company to help you implement your tools

Discover more about this topic on Massimo’s article: https://bts.com/2022/09/14/killer-app-your-sales-force-how-to-drive-it-system-adoption-and-build-the-sales-rep-of-the-future/

About Massimo:
Massimo is Director at BTS Madrid, with 10+ years of experience in Sales & Marketing, Innovation and Leadership. He works with corporations to help their people execute on the strategy and transform the way they sell and innovate. Massimo is an avid traveler and loves to play sports and fitness.

Find Massimo on LinkedIn: https://www.linkedin.com/in/massimopernicone/
Massimo's business book recommendations:
Multipliers: How the Best Leaders Make Everyone Smarter – Liz Wiseman https://amzn.to/3ylTGtZ
Impact Players: How to Take the Lead, Play Bigger, and Multiply Your Impact – Liz Wiseman https://amzn.to/3nmaCu6
Massimo's favorite business leaders: Jessica Skon – https://www.linkedin.com/in/jessica-skon-949b92/
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About BTS:
BTS is a global professional services firm that partners with clients to enable strategy execution. They provide the skills, tools, and knowledge, so people understand how their daily work impacts business results. They are experts in behavior change, care deeply about delivering results, and inspire people to do the best work of their lives. It’s strategy made personal. 

Website: https://bts.com/
Industry: Business consulting and business services
Company size: over 1,000
Headquarters: Stockholm, Sweden
Founded: 1986
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About the host Sammy:
Sammy helps you to:
1. Build your community of big whale clients
2. Win employees
3. Drive B2B sales

Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/

__________

Past guests on the GROW B2B FASTER Show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more. 

 Technology can bring the best out of you as a salesperson – If you let it.

Today, our host Sammy is talking to Massimo Pernicone, Director at BTS, about how sales tools can help your B2B business grow.


You'll learn:

1. What problems companies face when introducing new tech for salespeople
2. How to get your salespeople on board when adopting new sales tools
3. What mistakes to be aware of when introducing new tools & how to avoid them
4. How to choose the right sales tool for your company needs
5. What to look out for when looking for a consulting company to help you implement your tools

Discover more about this topic on Massimo’s article: https://bts.com/2022/09/14/killer-app-your-sales-force-how-to-drive-it-system-adoption-and-build-the-sales-rep-of-the-future/

About Massimo:
Massimo is Director at BTS Madrid, with 10+ years of experience in Sales & Marketing, Innovation and Leadership. He works with corporations to help their people execute on the strategy and transform the way they sell and innovate. Massimo is an avid traveler and loves to play sports and fitness.

Find Massimo on LinkedIn: https://www.linkedin.com/in/massimopernicone/
Massimo's business book recommendations:
Multipliers: How the Best Leaders Make Everyone Smarter – Liz Wiseman https://amzn.to/3ylTGtZ
Impact Players: How to Take the Lead, Play Bigger, and Multiply Your Impact – Liz Wiseman https://amzn.to/3nmaCu6
Massimo's favorite business leaders: Jessica Skon – https://www.linkedin.com/in/jessica-skon-949b92/
__________

About BTS:
BTS is a global professional services firm that partners with clients to enable strategy execution. They provide the skills, tools, and knowledge, so people understand how their daily work impacts business results. They are experts in behavior change, care deeply about delivering results, and inspire people to do the best work of their lives. It’s strategy made personal. 

Website: https://bts.com/
Industry: Business consulting and business services
Company size: over 1,000
Headquarters: Stockholm, Sweden
Founded: 1986
__________

About the host Sammy:
Sammy helps you to:
1. Build your community of big whale clients
2. Win employees
3. Drive B2B sales

Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/

__________

Past guests on the GROW B2B FASTER Show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more. 

How can you use social media to win leads, grow your B2B business and support sales?

Bill Glenn, VP of Marketing at ExtraHop, has answers – and shares them with Sammy in today's GROW B2B FASTER episode.

What's in it for you:

1. Why social media plays a critical role for ExtraHop’s marketing and sales
2. What role communities and in-person events play for ExtraHop’s marketing
3. Why building in-house influencers is a win for the company
4. How to use use cases to win clients in B2B
5. How ExtraHop supports their channel partners with marketing

About Bill:
Bill is a growth-minded, passionate B2B marketer with over 20 years of experience working with leading software-as-a-service (SaaS) technology providers. For the last 5 years, Bill has led the growth marketing function globally at ExtraHop, serving as the VP, Worldwide Demand. Previously, Bill has led the marketing teams at high-growth startups including: Rightside, Socrata and TalentWise. As a servant leader, Bill thrives when building and developing teams as well as mentoring professionals early in their careers. Bill and his family have lived in Seattle for 20 years and enjoy all things outdoors - especially hiking, boating and SUP'ing.

Find Bill on LinkedIn: https://www.linkedin.com/in/williamwglenn/
Bill's business book recommendations:
Dare to Lead: Brave Work. Tough Conversations. Whole Hearts. - Brené Brown https://amzn.to/3n7KwuV
Play Bigger: How Rebels and Innovators Create New Categories and Dominate Markets – Al Ramadan https://amzn.to/3OU2yg9
Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant – W. Chan Kim https://amzn.to/3I2LRfX

Bill's favorite business leaders:
Brené Brown – https://www.linkedin.com/in/brenebrown/
Victoria (Vikki) Taylor – https://www.linkedin.com/in/victoriatayluk/
Mandy McEwen - Mod Girl Marketing – https://www.linkedin.com/in/mandymcewen/
Mandy's business Luminetics – https://www.luminetics.io/home
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About ExtraHop:
ExtraHop is on a mission to stop advanced threats with security that can’t be undermined, outsmarted, or compromised. Their dynamic cyber defense platform, Reveal(x) 360, uses cloud-scale AI to help enterprises detect and respond to advanced threats – before they compromise your business. With complete visibility from ExtraHop, enterprises can detect intrusions, hunt threats, and investigate incidents with confidence. When you don’t have to choose between protecting your business and moving it forward, that’s security uncompromised.

Website: https://www.extrahop.com/
Industry: Computer and network security
Company size: 1000
Headquarters: Seattle, Washington
Founded: 2007
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About the host Sammy:

Sammy helps you to:
1. Build your community of big whale clients
2. Win employees
3. Drive B2B sales

Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/
__________

Past guests on the GROW B2B FASTER Show include:  Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more. 

How can you use social media to win leads, grow your B2B business and support sales?

Bill Glenn, VP of Marketing at ExtraHop, has answers – and shares them with Sammy in today's GROW B2B FASTER episode.

What's in it for you:

1. Why social media plays a critical role for ExtraHop’s marketing and sales
2. What role communities and in-person events play for ExtraHop’s marketing
3. Why building in-house influencers is a win for the company
4. How to use use cases to win clients in B2B
5. How ExtraHop supports their channel partners with marketing

About Bill:
Bill is a growth-minded, passionate B2B marketer with over 20 years of experience working with leading software-as-a-service (SaaS) technology providers. For the last 5 years, Bill has led the growth marketing function globally at ExtraHop, serving as the VP, Worldwide Demand. Previously, Bill has led the marketing teams at high-growth startups including: Rightside, Socrata and TalentWise. As a servant leader, Bill thrives when building and developing teams as well as mentoring professionals early in their careers. Bill and his family have lived in Seattle for 20 years and enjoy all things outdoors - especially hiking, boating and SUP'ing.

Find Bill on LinkedIn: https://www.linkedin.com/in/williamwglenn/
Bill's business book recommendations:
Dare to Lead: Brave Work. Tough Conversations. Whole Hearts. - Brené Brown https://amzn.to/3n7KwuV
Play Bigger: How Rebels and Innovators Create New Categories and Dominate Markets – Al Ramadan https://amzn.to/3OU2yg9
Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant – W. Chan Kim https://amzn.to/3I2LRfX

Bill's favorite business leaders:
Brené Brown – https://www.linkedin.com/in/brenebrown/
Victoria (Vikki) Taylor – https://www.linkedin.com/in/victoriatayluk/
Mandy McEwen - Mod Girl Marketing – https://www.linkedin.com/in/mandymcewen/
Mandy's business Luminetics – https://www.luminetics.io/home
__________

About ExtraHop:
ExtraHop is on a mission to stop advanced threats with security that can’t be undermined, outsmarted, or compromised. Their dynamic cyber defense platform, Reveal(x) 360, uses cloud-scale AI to help enterprises detect and respond to advanced threats – before they compromise your business. With complete visibility from ExtraHop, enterprises can detect intrusions, hunt threats, and investigate incidents with confidence. When you don’t have to choose between protecting your business and moving it forward, that’s security uncompromised.

Website: https://www.extrahop.com/
Industry: Computer and network security
Company size: 1000
Headquarters: Seattle, Washington
Founded: 2007
__________

About the host Sammy:

Sammy helps you to:
1. Build your community of big whale clients
2. Win employees
3. Drive B2B sales

Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/
__________

Past guests on the GROW B2B FASTER Show include:  Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more. 

How can you build active communities as a B2B company?

Bill Staikos, Senior VP at Medallia, talks to Sammy about his experience in community building, what leverages Medallia's community, and how his personal brand on LinkedIn plays into it.

What's in it for you:
1. Why and how Medallia invests in their client led community & community events to drive growth
2. How B2B companies can start building active communities
3. Who to hire to be successful with community building
4. How Bill sets his focus for content topics for thought leadership
5. Bills framework to create content consistently on LinkedIn

About Bill:
Bill is Senior Vice President, Evangelist and Head of Community Engagement at Medallia. He provides expertise in CX Strategy and CX & Contact Center Tech Stack. His areas of experience also include research & insights, data & analytics, transformation, journey analytics & orchestration, metaverse, artificial intelligence and machine learning – to make better decisions around customers, employees and building a customer-centric culture. Bill loves playing Legos with his kids. On most days, he meditates at his desk for 10 minutes before starting work.

Find Bill on LinkedIn: https://www.linkedin.com/in/becustomerled/

Bill's business book recommendations:
On the Road: the Original Scroll – Jack Kerouac https://amzn.to/3yDHoft
Experience Economy, With a New Preface by the Authors: Competing for Customer Time, Attention, and Money – B. Joseph Pine, James H. Gilmore https://amzn.to/3O5pHLM
The Wallet Allocation Rule: Winning the Battle for Share - Timothy L. Keiningham https://amzn.to/3RvY69f
The Grid: The Master Model Behind Business Success - Matt Watkinson https://amzn.to/3cfDbHt
The Snowball: Warren Buffett and the Business of Life - Alice Schroeder https://amzn.to/3AOMLLv

Bill's favorite business leaders:
Jack Welch – https://www.linkedin.com/in/johnfwelch/
Fred Reichheld – https://www.linkedin.com/in/fredreichheld/
Joe Pine – https://www.linkedin.com/in/joepine/
Justin Welsh – https://www.linkedin.com/in/justinwelsh/
Dennis Geelen – https://www.linkedin.com/in/dennis-geelen-5a95703/

Our GROW B2B FASTER episode with Justin Welsh: https://podcast.sawoo.io/1166228/10418104-ep-52-justin-welsh-is-cracking-the-linkedin-code-2m-revenue-in-2-years-posts-with-1-000s-of-likes-comments-and-0-spent-on-marketing
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About Medallia:
Medallia offers a SaaS platform focused on customer experience management. The award-winning Medallia Experience Cloud leads the market in understanding and managing customer, employee and citizen experiences. Using Medallia Experience Cloud, customers can reduce churn, convert disengaged customers into promoters and buyers, create cross-sell and up-sell opportunities on the fly, and make revenue-generating business decisions that provide a clear and strong return on investment.

Website: https://www.medallia.com/
Industry: Software development
Company size: 2000
Headquarters: San Francisco, California, United States
Founded: 2001
__________
About the host Sammy:
Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn.

We help you:
- Speed up hiring
- Reduce hiring costs
- Create an authentic Employer Brand
- Create a Talent Pool that you can tap into any time

Get in touch with Sammy: https://www.linkedin.com/in/sammygebele/
__________
Past show guests:  Justin Welsh, Ian Koniak, and many more.

How can you build active communities as a B2B company?

Bill Staikos, Senior VP at Medallia, talks to Sammy about his experience in community building, what leverages Medallia's community, and how his personal brand on LinkedIn plays into it.

What's in it for you:
1. Why and how Medallia invests in their client led community & community events to drive growth
2. How B2B companies can start building active communities
3. Who to hire to be successful with community building
4. How Bill sets his focus for content topics for thought leadership
5. Bills framework to create content consistently on LinkedIn

About Bill:
Bill is Senior Vice President, Evangelist and Head of Community Engagement at Medallia. He provides expertise in CX Strategy and CX & Contact Center Tech Stack. His areas of experience also include research & insights, data & analytics, transformation, journey analytics & orchestration, metaverse, artificial intelligence and machine learning – to make better decisions around customers, employees and building a customer-centric culture. Bill loves playing Legos with his kids. On most days, he meditates at his desk for 10 minutes before starting work.

Find Bill on LinkedIn: https://www.linkedin.com/in/becustomerled/

Bill's business book recommendations:
On the Road: the Original Scroll – Jack Kerouac https://amzn.to/3yDHoft
Experience Economy, With a New Preface by the Authors: Competing for Customer Time, Attention, and Money – B. Joseph Pine, James H. Gilmore https://amzn.to/3O5pHLM
The Wallet Allocation Rule: Winning the Battle for Share - Timothy L. Keiningham https://amzn.to/3RvY69f
The Grid: The Master Model Behind Business Success - Matt Watkinson https://amzn.to/3cfDbHt
The Snowball: Warren Buffett and the Business of Life - Alice Schroeder https://amzn.to/3AOMLLv

Bill's favorite business leaders:
Jack Welch – https://www.linkedin.com/in/johnfwelch/
Fred Reichheld – https://www.linkedin.com/in/fredreichheld/
Joe Pine – https://www.linkedin.com/in/joepine/
Justin Welsh – https://www.linkedin.com/in/justinwelsh/
Dennis Geelen – https://www.linkedin.com/in/dennis-geelen-5a95703/

Our GROW B2B FASTER episode with Justin Welsh: https://podcast.sawoo.io/1166228/10418104-ep-52-justin-welsh-is-cracking-the-linkedin-code-2m-revenue-in-2-years-posts-with-1-000s-of-likes-comments-and-0-spent-on-marketing
__________
About Medallia:
Medallia offers a SaaS platform focused on customer experience management. The award-winning Medallia Experience Cloud leads the market in understanding and managing customer, employee and citizen experiences. Using Medallia Experience Cloud, customers can reduce churn, convert disengaged customers into promoters and buyers, create cross-sell and up-sell opportunities on the fly, and make revenue-generating business decisions that provide a clear and strong return on investment.

Website: https://www.medallia.com/
Industry: Software development
Company size: 2000
Headquarters: San Francisco, California, United States
Founded: 2001
__________
About the host Sammy:
Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn.

We help you:
- Speed up hiring
- Reduce hiring costs
- Create an authentic Employer Brand
- Create a Talent Pool that you can tap into any time

Get in touch with Sammy: https://www.linkedin.com/in/sammygebele/
__________
Past show guests:  Justin Welsh, Ian Koniak, and many more.

Creating connections + Giving value = Community-led growth

Today, our host Sammy shares how he grows community by creating connections & giving value back to his network.

You'll learn:

1. How to leverage a podcast show to drive growth and create content
2. How Sammy builds communities
3. What KPIs to use to track community growth success
4. Why meetups work for building strong connections


This episode was originally published on the “Peers Over Beers” podcast, hosted by Chris Detzel.


About Chris:
Chris is a versatile Digital Community Strategist with several years of experience. He is responsible for leading the development and execution of community engagement programs, creating compelling content for customer communities at his company Reltio, and acts as the voice of the customer. He believes that data should drive decisions, as it is the key element of any long-term successful strategy.

Find Chris on LinkedIn: https://www.linkedin.com/in/chrisdetzel/
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About the Peers Over Beers Podcast:
A fun and straight shooting podcast for enterprise community leaders / managers and digital savvy professionals. With easy and natural inquisitive banter, Chris tackles hard issues community leaders and managers face in their day-to-day: They discuss everything community, from starting new communities, digitally transforming enterprise culture, moderation, over globalization techniques.

Website: https://www.peersoverbeers.com/

__________

About Sammy:
Sammy helps you to:
1. Build your community of big whale clients
2. Win employees
3. Drive B2B sales

Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/

__________

Past guests on the GROW B2B FASTER Show include:  Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more. 

Creating connections + Giving value = Community-led growth

Today, our host Sammy shares how he grows community by creating connections & giving value back to his network.

You'll learn:

1. How to leverage a podcast show to drive growth and create content
2. How Sammy builds communities
3. What KPIs to use to track community growth success
4. Why meetups work for building strong connections


This episode was originally published on the “Peers Over Beers” podcast, hosted by Chris Detzel.


About Chris:
Chris is a versatile Digital Community Strategist with several years of experience. He is responsible for leading the development and execution of community engagement programs, creating compelling content for customer communities at his company Reltio, and acts as the voice of the customer. He believes that data should drive decisions, as it is the key element of any long-term successful strategy.

Find Chris on LinkedIn: https://www.linkedin.com/in/chrisdetzel/
__________

About the Peers Over Beers Podcast:
A fun and straight shooting podcast for enterprise community leaders / managers and digital savvy professionals. With easy and natural inquisitive banter, Chris tackles hard issues community leaders and managers face in their day-to-day: They discuss everything community, from starting new communities, digitally transforming enterprise culture, moderation, over globalization techniques.

Website: https://www.peersoverbeers.com/

__________

About Sammy:
Sammy helps you to:
1. Build your community of big whale clients
2. Win employees
3. Drive B2B sales

Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/

__________

Past guests on the GROW B2B FASTER Show include:  Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more. 

Value without trust won't win you leads. But how do you add one to the other?

On today's GROW B2B FASTER episode, Shannon Katschilo, VP of strategic sales at Zoomin Software, chats with Sammy about ways to make winning leads more fun for everyone involved.

What’s in it for you:
1. How putting the fun back in sales helps you build trust and up your sales game
2. Why impersonal ‘spray and pray’ tactics are not the way to go
3. Shannan’s magic bullet for winning leads on an executive level
4. How to identify the “closers” in B2B sales
5. How to win key people for your B2B sales team in strong competition


About Shannon:
Shannon is Vice President of Strategic Sales at Zoomin Software. She represents a group of individuals within the sales organization, that are working with the largest organizations globally to solve high level pains within the organization.To keep body and mind fit and sharp she meditates every morning with a calm app.

Find Shannon on LinkedIn: https://www.linkedin.com/in/skatschilo/
Shannon's company Zoomin Software: https://www.zoominsoftware.com/
Shannon’s business book recommendation:
Play Bigger: How Pirates, Dreamers, and Innovators Create and Dominate Markets – Al Ramadan, Dave Peterson, Christopher Lochhead, Kevin Maney https://amzn.to/3MzAHRx
Shannon's favorite business leader: Adam Grant - https://www.linkedin.com/in/adammgrant/
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About Zoomin Software
Zoomin Software helps companies manage their technical content such as user guides, manuals, and community discussions. The company's intelligent platform ingests all your content, from manuals to API docs to support articles, and delivers it as a unified and consistent source of Product Answers. Zoomin Software has their headquarters in New York.

Website: https://www.zoominsoftware.com/
Industry: Business Information Systems, Content, Knowledge Management, Publishing, Software
Headquarters: New York, United States
Founded: 2015
__________

About the host Sammy:
Sammy helps you to:
1. Build your community of big whale clients
2. Win employees
3. Drive B2B sales

Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/

__________

Past guests on the GROW B2B FASTER Show include:  Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.