About this podcast
30 years of insight in less than 30 minutes. Your weekly dose of Sales, Marketing, and questionable life decisions.
Episodes
The newest 20 of 32 episodes
- Dr. Strangebot: How I learned to stop worrying and love Agentic AI · 38 minDoes agentic AI pose an existential threat to B2B Sales, or is it an Iron Man™ suit that gives us super revenue generation powers? This week we dig into Yasar Yilmaz’s compelling…
- Selling your way out of Sales Purgatory · 39 minThis week we take on the painful and common problem of how to sell and market to those who love our products, but still do not buy. This is the tech win/business loss conundrum…
- Two Decades Worth of Sales Advice | Our Interview w/Yosh Eisbart · 47 min · Season 1 Episode 30Everybody BEHAVE! We have a GUEST! In celebration of our 30th episode, we welcome 3-time co-founder & Saas scaler, 2-time published author, and 1 time brother of Jake: Yosh…
- It's time to have "the conversation" with your prospects. · 31 minThe US Dollar and consumer confidence are down. A recession is most likely coming. Higher inflation looms and the new Superman movie looks like...well not great. These aren't…
- How to sell when you are being squeezed from both sides · 38 minThe buy-side wants price relief, the sell-side wants higher margins…and we want to hit our numbers. Are we now selling into the perfect storm, with budgets on shifting sands and…
- Selling during trade wartime · 36 min · Season 1 Episode 27So, you didn’t factor tariffs and a trade war into your 2025 territory plan? You are not alone. Just when we thought we had the answers, they changed the questions. Economic…
- Is listening now an overrated skill in Sales? · 35 minTwo ears, one mouth. It used to make sense, right? However - with a crippling array of choices (over 42,000 SaaS companies and counting) and AI-supported decision processes…
- Selling IS harder right now, so why are we chasing dopamine and easy answers? · 32 min · Season 1 Episode 26Gallows sales humor on LinkedIn is at an all-time high. Influencers are coming out of the woodwork selling “the way” to that 7-figure income and sure-fire techniques, tips and…
- The year of selling dangerously. · 36 minOK…let’s see if we have this right. It is only early March and the businesses that we are selling into this year are juggling concerns over increased raw material and operational…
- Chris the AI Agent is coming for all of us! · 32 min · Season 1 Episode 24When a prospect tells an AI BDR “you’re a good bot!”, it’s time to worry. When a prospect starts giving an AI agent more than they would ever give a BDR or Salesperson on a cold…
- What we don’t know about each other CAN hurt us! · 43 min · Season 1 Episode 22The misperceptions that divide us are so often rooted in flawed assumptions. In this episode we uncover a gap between our organizations that most of us would assume wasn’t there…
- Why Sales and Marketing need a written contract · 42 min · Season 1 Episode 21Accountability is the engine of success. Or maybe it's the carburetor. Either way, agreed upon terms can (a) save your sales and marketing a ton of heartache/burn and (b) align…
- To hit your KPIs, you must sell to THEIR KPIs. · 45 min · Season 1 Episode 20Our data cups runneth over, and yet we still seem to consistently come up short on the very thing that drives prospect to action. On this episode of YBT, Jake and Eric unravel an…
- Is it time for Marketing and Sales to share a quota? · 39 min · Season 1 Episode 19Nothing drives focus quite like how we are paid. Jake and Eric take on what might be the very thing that keeps our two organizations apart and debate the unifying force of mutual…
- The most unlikely pipeline generator… · 31 min · Season 1 Episode 18In the age of deafening noise levels across digital channels, Jake and Eric turn to a tried and true and mostly forgotten communication medium that might just be the best place…
- Are usage and value-based pricing models going to rock our worlds? · 32 min · Season 1 Episode 17The SaaS pendulum is swinging and just when we thought we had the answers, they changed the questions…so this seems like a great place to kickoff the year, tackling some of the…
- 2024, you were…emotional. Looking back and forward. · 34 min · Season 1 Episode 16If any year needed us to burn a little sage, it was 2024. In this week’s episode, Jake and Eric try to make sense of the year that was…and wasn’t, and as duty requires, place our…
- The best salesperson and marketer we’ve ever worked with. · 38 min · Season 1 Episode 15On this holiday episode of YBT?, Jake and Eric celebrate the game-changers that they've worked with and their impact on how they do what they do to this day.
- Why Sales and Marketing must harmonize on ideal customer profiles in 2025 · 38 min · Season 1 Episode 14Closed deals begin with tailoring your content, message, and pitch to attract the right prospect. In this week's episode, Eric and Jake prove why it's essential for sales…
- Wait...what? Marketing intelligence drives Sales revenue? · 40 min · Season 1 Episode 13On an extra-medium sized episode of YBT, Eric learns in real time how marketing intelligence can change the game in account planning and execution for sales. James Bond and…
