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The B2B Playbook

The B2B Playbook

Di: Kevin Chen & George Coudounaris
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A proposito di questo titolo
 Selling Business to Business? Trying to do everything, but not sure if any of it works? We’re here to help! We're Kevin and George - digital marketing professionals who are here to share with you the RIGHT plan so you can get your amazing business growing online. We’ve waded through the noise, made the mistakes, and found what works so you don't have to. We also share tips, tricks and templates from our upcoming playbook and insights from successful people in the industry. If you’re in a B2B business and like to see your marketing work for you, then this is the podcast for you! Subscribe to get the latest from the B2B Playbook first. Join our CLUB of B2B owners and marketers on LinkedIn sharing their experiences https://www.linkedin.com/groups/13980317/ Want more? Check out our weekly articles on https://theb2bplaybook.com/ Remember, with the right plan, anyone can grow their business online!Copyright 2026 Kevin Chen & George Coudounaris Economia Gestione e leadership Leadership Marketing Marketing e vendite
Episodi
  • #253: The Right Way to Use AI in B2B Sales - Alex Boyd

    #253: The Right Way to Use AI in B2B Sales - Alex Boyd
    Nov 8 2026
    Your team is using AI to send more outreach, and your buyers are using it to tune you out faster.In this episode, we're joined by Alex Boyd, serial entrepreneur, B2B sales operator and co-founder of DemandBird. Alex founded RevenueZen in 2017, grew it through more than 300 SaaS and professional services clients and sold it, then went on to build social selling software. George Coudounaris and Adem Manderovic dig into why he keeps coming back to the same fundamentals while every new wave of tech promises a shortcut.Alex explains why AI scales good sellers and bad sellers equally, why asking buyers what they love about their current vendor gets you more than asking what they hate, and how he asks for renewal dates without setting off the "sales bro" alarm. He also shares how he uses coding agents to ship a buyer's feature request while they're still on the call, and why the meetings-booked machine keeps teams from having the two-way conversations that actually build pipeline.Tune in and learn:Why AI amplifies both great sales fundamentals and bad selling habitsHow to ask for a buyer's renewal date so they actually tell youWhy "what do you love about it?" opens better conversations than "what do you hate about it?"How to use AI to serve the buyer in front of you, not to spam more of themWhy meeting-booked targets and investor-driven spreadsheets break catalogingWhy trust and human credibility matter more as AI content floods every channelIf you lead a revenue team, or you're the marketer handing signals to sales, listen to this before you add another AI tool to your outbound stack.-----------------------------------------------------🔗 Links + CTAs-----------------------------------------------------🧠 Revenue leader, CRO or founder? CRO School installs Revenue Alignment Architecture across Sales, Marketing and Customer Success: https://theb2bplaybook.com/cro-school🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course👤 Follow Alex Boyd on LinkedIn: https://www.linkedin.com/in/alexcboyd🐦 Check out Alex's social media platform, DemandBird: https://demandbird.com-----------------------------------------------------WATCH on YouTube: https://www.youtube.com/watch?v=sZLxzHy4L5USUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------Timestamps:00:00 Welcome to The B2B Playbook00:35 Technology scales good and bad sellers01:34 Meet Alex Boyd03:33 How Alex and Adem connected05:54 What go-to-market got better and worse at10:03 Remote work and the lost feedback loop11:08 Sales fundamentals that still work: need, feature, benefit13:56 The five key questions from Closed Circuit Selling14:50 Why "what do you love about it?" opens better conversations15:56 Timing the conversation around the renewal date17:20 Turning buyer conversations into product and marketing intel19:00 Using AI coding agents to build features on the call21:26 Losing a deal without burning the relationship21:59 Will buyers really tell you their renewal date?23:25 Hardcore openers and the meetings-booked trap25:54 Where Adem learned to lead with curiosity28:00 Why bootstrappers reach the same conclusions31:02 Content saturation and the rising quality bar34:33 The trust arms race in an AI world36:40 Proving you're human: video DMs and proof of life39:54 Where the conversations happen: LinkedIn DMs over meetings42:16 Why who's asking matters43:14 Selling without being one-track46:30 Bridging marketing signals and sales outreach48:21 Why incentives break cataloging51:35 Short-term metrics and the skills gap53:18 Building DemandBird from market feedback57:00 Using AI agents without skipping the expertise59:11 Why this applies to venture-backed teams too01:00:56 Final thoughtsThe Right Way to Use AI in B2B Sales - The B2B Playbook
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    1 ora e 4 min
  • #252: Why Sellers Who Stop Chasing Meetings Hit More Quota - Jake Rivera

    #252: Why Sellers Who Stop Chasing Meetings Hit More Quota - Jake Rivera
    Nov 1 2026

    Your reps are booking meetings with people who were never going to buy this quarter.

    In this episode, we're joined by Jake Rivera, founder of the Cacheflow Collective and one of the pioneers of the fractional SDR space. Jake went from SDR to enterprise AE inside some of the biggest software companies in the world, building around $100M in pipeline and closing over $19M along the way. George Coudounaris and Adem Manderovic dig into how he prospects to find each account's buying window, instead of pushing for a meeting on every call.

    Jake explains why most of the deals he closed were already in market before he picked up the phone, how a three-step opener (research, insight, then a question that challenges the status quo) keeps cold conversations relevant, and why profiling a whole territory upfront lets one rep carry two or three quotas at once.

    Tune in and learn:

    • Why most buyers you close were already in their buying window before you called
    • How to open a cold call with research, insight and a status quo question
    • Why cataloging your territory early helps you forecast and manage up
    • How fractional SDRs stack contracts and hit multiple quotas
    • Why the reason to follow up is your last conversation, never your product

    If you lead an SDR team, or you're an SDR tired of the high-volume grind, listen to this before you set next quarter's activity targets.

    -----------------------------------------------------

    🔗 Links + CTAs

    -----------------------------------------------------

    🧠 Revenue leader, CRO or founder? CRO School installs Revenue Alignment Architecture across Sales, Marketing and Customer Success: https://theb2bplaybook.com/cro-school

    🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

    👤 Follow Jake Rivera on LinkedIn: https://www.linkedin.com/in/jake-r-4b1b63373/

    🤝 Check out Jake's community, the Cacheflow Collective: https://elevatetechsales.com

    -----------------------------------------------------

    WATCH on YouTube: https://www.youtube.com/watch?v=P8-Yps0wjvc

    SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

    GET the latest CONTENT: https://theb2bplaybook.com/

    -----------------------------------------------------

    Timestamps:

    00:00 Welcome to The B2B Playbook

    00:35 How fractional SDRs carry multiple quotas without burning out

    01:22 Meet Jake Rivera: from SDR to $19M closed

    02:59 The SDR churn problem that led to contract stacking

    06:11 High probability prospecting: most buyers were already in market

    08:47 Cascading questions and the catalog

    12:24 Why relevant context beats brand and product

    13:08 The three-step cold call opener: research, insight, question

    14:31 Why timing intel dies on the front line

    16:26 Why so few sellers reach the same conclusion

    19:03 Cataloging vs the meetings-booked metric

    21:12 Why rejection becomes market data

    22:30 Short-term vs long-term prospecting

    23:29 Catalog your territory so you can forecast

    25:18 Reverse engineer your quota

    26:48 How cataloging powers contract stacking

    28:25 The real reason to follow up

    29:20 Signals vs a live conversation

    33:13 Which industries this works in

    35:57 Using AI research tools to profile accounts

    37:15 Where the catalog data should live

    38:53 Getting front-line insight to product and marketing

    39:54 The AE to customer success handover gap

    41:58 Inside the Cacheflow Collective

    44:19 Final thoughts

    Why Sellers Who Stop Chasing Meetings Hit More Quota - The B2B Playbook
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    49 min
  • #251: The New Way to Do Outbound in 2026 - Morgan J Ingram

    #251: The New Way to Do Outbound in 2026 - Morgan J Ingram
    Oct 25 2026

    AI made outbound easy to automate - so the reps who win now are the ones buyers actually trust.

    In this episode, we're joined by Morgan J Ingram, who went from one of the lowest-performing SDRs at Terminus to training more than 50,000 B2B sellers, and now runs AMP Social. George Coudounaris and Adem Manderovic dig into what outbound is really for when anyone can send a thousand messages, and what to do with the prospects who aren't buying today.

    Morgan shares the 30-second cold call that turned his career around, why AI is a mirror that only amplifies what you already know, and why he thinks the best sellers are heading back to the field - events, in-person meetings and old-school "street reach".

    Tune in and learn:

    • The 3 traits every great rep needs: magnetic, intuitive and consistent
    • Why meetings-booked targets stop reps asking the questions that matter
    • 3 ways to turn sales conversations into marketing and product insight
    • Why SDR-to-AE conversion is the metric sales leaders should be watching
    • How to move buyers from digital, to in person, to text

    If you lead a sales or SDR team and your outbound is getting louder but not landing, listen to this before your next pipeline review.

    -----------------------------------------------------

    🔗 Links + CTAs

    -----------------------------------------------------

    🧠 Revenue leader, CRO or founder? CRO School installs Revenue Alignment Architecture across Sales, Marketing and Customer Success: https://theb2bplaybook.com/cro-school

    🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

    👤 Follow Morgan J Ingram on LinkedIn: https://www.linkedin.com/in/morganjingramamp/

    -----------------------------------------------------

    WATCH on YouTube: https://www.youtube.com/watch?v=mnOjjyRqCiA

    SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

    GET the latest CONTENT: https://theb2bplaybook.com/

    -----------------------------------------------------

    Timestamps:

    00:00 Welcome to The B2B Playbook

    00:35 Would you take a demo from an AI seller?

    01:25 Meet Morgan J Ingram: from struggling SDR to 50,000 sellers trained

    04:12 Why Morgan never wanted to be in sales

    07:23 The 30-second cold call that changed everything

    10:13 How new SDRs learn the buyer's world fast

    13:56 AI is a mirror: zero times a thousand is still zero

    16:19 The 3 traits of great sellers: magnetic, intuitive, consistent

    18:48 Why trust is the most valuable currency in sales

    20:28 Sell like a doctor: what being intuitive really means

    21:48 Do meetings-booked targets kill good discovery?

    26:26 The SDR-to-AE metric most sales leaders ignore

    28:50 3 ways to feed sales insights back to marketing

    32:17 Getting buyer feedback to product and customer success

    36:08 Gen Z, loneliness and the drop in critical thinking

    39:48 Dead internet theory and what it means for sellers

    43:22 Why elevating trust is the only daily goal that matters

    45:50 Digital, then in person, then text: the new outbound path

    46:53 Will buyers start choosing local vendors?

    48:02 The rise of the field SDR

    49:51 Street reach and deal boxes: old-school tactics coming back

    53:27 Do we still need the SDR and AE split?

    55:19 What cutting a whole SDR team really costs

    57:31 Morgan's final advice: have fun selling

    The New Way to Do Outbound in 2026 - The B2B Playbook
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    1 ora e 2 min
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