B2B Revenue Leaders

Victoria Sakal, Head of Growth at Wonder, joins Dustin on this week's episode to chat about lowercase r research. It refers to smart and informed research that professionals can conduct using various tools and solutions, and it's less time-consuming and costly than traditional big R research. She emphasizes the importance of ongoing research and ad hoc projects to gather in

This week, Dustin chats with Jacco van der Kooij, Founder of Winning by Design, to discuss the concept of a revenue factory and how companies can operate efficiently to achieve growth. They explore the shift from a 'grow at all costs' mindset to a focus on efficiency and the importance of frameworks in achieving disciplined execution. They also chat about the role of market

Dan Kalmar, Creative Director of Written Stories at Testimonial Hero, joins Dustin on this week's episode to chat about written customer stories. Dustin and Dan discuss the effectiveness of case studies and customer stories in marketing. They explore the differences between traditional case studies and customer stories, and the various ways to use and distribute customer storie

Joe Kevens, Director of Demand Generation at PartnerStack and Founder at B2B SaaS Reviews, joins Dustin on this week's episode to discuss the role of reviews in the software buying process. They explore the limitations of peer communities for software buying advice and the issues with review sites, such as inflated ratings and lack of authenticity. They also share strategies fo

This week, we have a repost of Dustin’s chat with Anthony Pierri from FletchPMM about all things product marketing. Anthony gives his take on why the common advice of leading with benefits isn't always correct and why people care about features. They also discuss why category creation usually isn't the right path and why you should instead focus on differentiating within

On this week's episode, Andrew Mounier, Head of User Acquisition & Growth Marketing at Xembly, joins Dustin to chat about AI Marketing. Andrew stresses AI's role as a supportive tool and its potential in creative storytelling and content creation, while acknowledging the importance of human oversight. They also discuss the impact of AI on job roles and the need to embra

Ed Lynes, Managing Partner at Woden, joins Dustin on this week's episode to talk all about strategic narratives in business. Ed and Dustin discuss the importance of building a strategic narrative and how it can tie together a company's go-to-market efforts. Ed explains that while sales and marketing tactics may have changed over time, the fundamentals remain the same. He em

Heather Jacoby, Senior Creative Producer at Testimonial Hero, joins Dustin on this week's episode to talk about the craft of conducting meaningful interviews. She discusses the power of transformative interviews and how they can create safe and comfortable spaces for the interviewee. Heather also emphasizes the importance of curiosity and genuine interest in learning during int

Garrett Mehrguth, President and CEO of Directive, joins Dustin on this week's episode to deep dive into why putting your money where your mouth is is the best way to learn and convince others that you know what you’re doing. He discusses the concept of customer generation and how it is applied at Directive. Also, the importance of applying marketing strategies to one's ow

Eric Konovalov, Founder of The Goal Guide, joins Dustin on this week's episode to deep dive into personality types and how they impact the sales process. Eric explains the characteristics of the four main personality types: eagle, parrot, dove, and owl. He highlights the clashes and compliments between these personality types and provides examples and strategies for adapting an