In this podcast episode, Alex and Mark discuss the importance of creating B2B content that converts. They explore the evolution of B2B marketing over time and the channels that modern companies should focus on. They emphasize the value of building a newsletter audience and leveraging LinkedIn as a distribution channel. They also discuss the concept of programmatic SEO and the power of thought leadership content. While YouTube and podcasts can be effective channels, they may not always be the best fit for B2B SaaS businesses. Overall, the key is to create content that addresses different time horizons and provides value to the audience.
--
Questions?
Alex:
alexander@sellabl.co

Alex´s LinkedIn

Mark:
Mark's LinkedIn

--

Timestamps:

00:00 Introduction

03:46 Guest Introduction and Background

07:23 Evolution of B2B Marketing and Content Creation

12:20 Choosing the Right Channels for B2B Companies

18:21 Building a Newsletter Audience

20:26 Leveraging LinkedIn as a Distribution Channel

27:39 Creating Content for Reach and Conversion

31:18 Categories of Content and Channel Selection

38:22 YouTube and Podcasts as Channels

44:12 Conclusion and Closing Remarks

In this episode, Alexander and Markus dive deep into the world of Customer Success Management (CSM) and its potential as a growth engine for businesses, particularly in the SaaS sector. The discussion explores the common pitfalls organizations face when implementing CSM, emphasizing the need for a customer-centric approach. Markus, a veteran in customer success, shares his journey into the field and highlights the importance of understanding customer goals and delivering real value.
--
Questions?
Alex:
alexander@sellabl.co

Alex´s LinkedIn

Markus:
Markus's LinkedIn

--

Timestamps:

00:00 - 04:30 Introduction

04:30 - 08:00 Markus introduces himself and shares his unexpected journey into Customer Success Management, emphasizing the importance of delivering on promises to customers.

08:00 - 12:00 Discussion on common mistakes organizations make in CSM, particularly the tendency to prioritize internal metrics over genuine customer value, leading to potential churn.

12:00 - 16:00 Exploration of how changing economic conditions are shifting customer expectations, necessitating a stronger focus on delivering real value in CSM.

16:00 - 20:00 Markus emphasizes the need for understanding customer goals and problems, advocating for a tailored approach to meet varying customer needs.

20:00 - 24:00 Insights into the role of technology and AI in CSM, stressing that while they can enhance processes, they cannot replace the foundational human element required for effective customer engagement.

24:00 - 28:00 Discussion on the proactive versus reactive nature of CSM, with Markus explaining how a proactive approach can drive customer success and retention.

28:00 - 32:00 The importance of demonstrating the value of CSM to organizational leadership is highlighted, with a focus on aligning CSM efforts with revenue impact.

32:00 - 36:00 Markus differentiates between the roles of Customer Success Managers and Account Managers, emphasizing the proactive, strategic nature of CSM.

36:00 - 40:00 Strategies for effectively showcasing customer value during Quarterly Business Reviews (QBRs) are discussed, along with methods for communicating progress to stakeholders.

40:00 - 42:54 Closing thoughts from Markus on the ideal traits of a successful Customer Success Manager and the importance of competitive compensation based on the value they create for the company.

42:54 - 44:00 Final remarks from Alexander, encouraging listeners to connect with Markus for further insights and thanking them for tuning in.

In this conversation, Alex interviews Dominik Klingberg, co-founder of AI Artist Circus, about building a successful sales organization from scratch. They discuss the stages of a seller's life cycle, the importance of mentorship, effective onboarding strategies for junior reps, and the qualities of top-performing account executives. They also explore how to create a culture that values both SDRs and AEs, and how to retain and develop sales talent. Dominik shares insights from his experience as a sales manager and offers advice on balancing mentorship and managerial responsibilities.
--
Questions?
Alex:
alexander@sellabl.co

Alex´s LinkedIn

Dominic:
Dominic's LinkedIn

ARRtist Circus Tickets: https://www.arrtist-circus.com/#Tickets-2025

--

Timestamps:

00:00 Introduction and Topic Overview

02:59 Building a Successful Sales Organization

08:17 Onboarding Strategies for Junior Reps

12:43 Qualities of Top-Performing Account Executives

20:25 Creating a Culture that Values SDRs and AEs

28:36 Retaining and Developing Sales Talent