Join us for episode 11 of In The Hot Seat as we discuss whether the term customer engagement applies to enterprise sales, and if so, in what ways?  Join co-hosts Jason Lundy and Pete Smith as they put Gregg Carman, Chief Commercial Officer at Zapata Computing, In the Hot Seat! A lot has been published about customer engagement from a corporate strategy and a marketing perspective, but far less so in the context of enterprise sales.  In the September 13, 2022 Forbes Article “Turning Around the Productivity Slowdown” the author stated that “The past two quarters have produced the largest productivity declines since the 1940’s.”  Is there a relationship between the level of customer engagement in virtual meetings and seller productivity?  And if so, how can enterprise sellers increase the level of customer engagement across the value chain of customer interactions that we think of as the corporate sales process?

In episode 10 of In The Hot Seat, we discuss the widening gap between digital buyers and analog sellers. Join co-hosts Michael Fauscette and Stephen LeMay as they put Jon Flynn, Data &#AI Nerd at Microsoft, In the Hot Seat!

Selling to enterprise businesses has never been “easy”, and the changes in buyer behavior along with the challenges of virtual and hybrid selling have only made selling more difficult. The behavior of the buyer half of a B2B transaction has changed in ways that make traditional selling processes more difficult. Where buyers look for information, what and who they trust and how they want to interact with a provider have all shifted over the past ten years. Today, for a lot of companies and sales teams, there’s a gap between what they think the buyer wants and does, and how the buyer actually behaves. This gap creates bad or incorrect behaviors for the sellers, and creates friction and poor experiences for buyers.

In this first episode of our series on enterprise sales, we take a deep dive into the challenges with customer data quality and data availability, and explore some of the ways companies can improve their customer data picture.

About our guest: Todd Kozikowski: Currently the CRO at Pivotal Analytics.  He is accomplished in building purpose-driven organizations, focusing on customer goals, disruptive technologies, and making an impact on industries and markets. He seeks to build and solve problems with the scrappiest, most curious, and boldest teams. His background includes leading enterprise software organizations, scaling hyper-growth enterprise companies globally, helping raise over $60M in funding, and participating in the creation of $5 billion in market value for these companies.

Join five members of the In The Hot Seat (#ITHS) team as we talk through 2023 as we see it, from top trends as identified in the industry to the trends that each of us see shaping up in this coming year. Then we'll take a look at the year ahead for ITHS, including three major series comprising exciting and controversial topics. This episode will feature Michael Fauscette, Jody Spencer, Thomas Wieberneit, and Pete Smith.

Join this week’s hosts, Michael Fauscette and Kristy Tupper, in The Battle Over CX Ownership as we continue our Experience the Engagement series. This week, our guests include #ITHS’s very own Jody Spencer and Thomas Wieberneit along with guest Anthony Younes of RapDev. We will explore different perspectives on where CX ownership and accountability lie, where the customer account lives and how that differs between product and services companies. Join us for some great discourse on these perspectives and more! #ITHS#PPN

The expectation line has blurred for B2C and B2B customer experience. It is now the same– everyone wants easy-to-use, intuitive products that mask any complexity from the user experience. The explosion of self-service sites, mobile apps and low-code/no-code solutions have not only changed the way customers interact with products but have also increased the difficulty of delivering a positive experience. How can you ensure products are designed to deliver the best user experience possible? Join us on 12/19 to find out. GuestsJim Wilton (Nuvolo) & Sara Watling (JALI Research)Hosts:Jody Spencer and Michael Fauscette

Web3 promises to give more power into the hands of content producers and web users via concepts like #decentralization, #blockchain, and #tokeneconomy. The idea of “power to the user” was also a foundation for Web1 and Web2. Join our hosts Jody Spencer and Thomas Wieberneit, as they discuss whether and how Web3 deliver on its promise with their guests Jon Reed and Jared Zabel in their respective corners.

Join our hosts this week, Jeff Risher and Kristy Tupper, as we continue our Experience the Engagement series with Holding Customer Success Hostage. Josh Greenbaum will share (and defend)  his thoughts on customer success: how it’s defined, where it starts, where it lives, how engagement plays a part and when “customer successing” is a coverup.

Join this week’s hosts, Thomas Wieberneit and Jeff Risher, in Lighting the #CX Fire as we continue our #Experience the #Engagement series with guest Fernanda Amaral of Twilio. We will explore her perspective on initiating a good customer experience and probe what it takes technically and organizationally to be able to provide good CX, whether CX is the same worldwide or regionally different, the role technology companies play in CX, how companies can contribute to offering a good customer experience and more.

In The Hotseat

Amy Konary, Zuora's SVP Subscribed Strategy Group, and Mike Fauscette, renowned customer facing industry analyst, CEO and Founder of Arion Research, gab with cohosts, Jody Spencer and Kristy Tupper on why the subscription economy might be the real deal.