The Refusal of the Call

The Companions

On this episode of the Buyer’s Wisdom Podcast, I speak with Mary Claire Mandeville, who recently, as CEO of Vennli Agile Insights, led her company to a successful exit. In recent discussions with her on drivers of her company’s success, she’s highlighted the need to go to market with a complete understanding of the stakeholders impacted, and a strategy for engaging those various stakeholders throughout the sales cycle. This is often referred to as Consensus Building, or a Consensus Sale, and aligns with Chapter 4 of The Buyer’s Way, entitled The Companions. If you are looking to increase your firm’s valuation in anticipation of a sale, Mary Claire’s insights will be especially value. Thanks for tuning in.

The Wisdom of the Mentor

On this episode of The Buyer’s Wisdom Podcast, I was honored to be joined by Kathleen Roberge, Chief Revenue Officer at NewsWhip. As a CRO, Kathleen has led many GTM teams in Private Equity backed SaaS companies as they pursue rapid revenue growth. I asked her to join because I have always been impressed by the way she designs and trains sales teams on buyer focused sales processes. The intro clip you heard sums up well how sales teams should begin a sales process – with exhaustive discovery focused on understanding buyers’ problems so that we can build the best possible solutions and convince organizations to change. I hope you find it helpful.

The Refusal of the Call

I really enjoyed my conversation with Joe DeRosa, President of SAFEBuilt. These insights are aligned with Chapter 2 of the Buyer’s Way, The Refusal of the Call, where we identify the 4 Fears that slow Buyers down. A lot of sales teams shy away from digging into the emotions of their Buyers, and I get why. They’re hard to measure and have a propensity to end up in an onboarding document sitting on a shelf somewhere. I wanted to talk to Joe because he’s been in the hot seat as the VP of Sales, CRO and President, and has navigated the balance of both serving the emotional needs of our Buyers, while being able to communicate the real impacts of that effort on the top line to the board.  We hope you find it helpful.

The Call to Adventure

I am excited to be joined by Carl Dixon, CEO of RescueStat, for our first episode of the Buyer's Wisdom Podcast. The insights we discuss are aligned with the first Chapter of my book, "The Buyer’s Way," entitled The Call to Adventure. GTM teams have to be effective at calling Buyers to change from what they’re doing to something different – ideally something that requires them to buy something from us. The best calls to adventure require us to understand who our Buyers are so we can build meaningful, relevant connections that will compel action. Carl’s team employs a buyer-focused GTM strategy, and I thought our audience might benefit from hearing how he has implemented it, and why. We hope you enjoy.

Buyer's Wisdom Podcast - Trailer

Welcome to the Buyer’s Wisdom podcast presented by The Buyer’s Way. The Buyer’s Way is a disruptive Go-To-Market methodology employed by CEOs and Go-To-Market leaders in growing companies. The methodology is laid out in the newly released book, The Buyer’s Way, which you can find today on Amazon. I’m your host John Kearney, the author of The Buyer’s Way and Founder of The Buyer’s Way, a revenue growth services firm. I’ll be having discussions with CEOs, GTM leaders and CFOs of growing B2B companies as they pursue consistent revenue growth. We’ll be discussing how they think about their Buyers, the way their Buyers buy, and how they align their GTM engines accordingly. These short conversations will provide actionable insights that you can apply today to grow revenue. And you’ll be hearing it from leaders in the trenches, not just authors and podcast hosts with big ideas that can’t be applied. Subscribe today to never miss an episode.