Proven Strategies for Scaling B2B Sales
How are successful B2B companies navigating the complex intersection of marketing and sales efforts as they scale? Today’s rapidly evolving digital landscape demands a more cohesive approach to scaling marketing and sales efforts, especially when buyers conduct most of their research before ever speaking to sales.
In this episode of C-Suite Strategies, I’m speaking with Pasha Irshad, co-founder of Shape and Scale and a veteran B2B marketing strategist with over 16 years of experience serving clients from Samsung to Databricks. We’re exploring the evolution from traditional lead generation to modern demand generation and why the concept of a traditional sales funnel might be outdated in today's B2B environment.
Here’s what we cover:
The critical "basics" that even enterprise companies often miss when scaling from $5M to $50M+ in revenue and how these oversights create costly friction points
How the modern B2B buyer's journey has evolved, and why your marketing and sales teams need a shared taxonomy
Why rapid team turnover is reshaping how companies approach their marketing and sales playbooks
Why getting stakeholders "in the same room" is more crucial than ever for scaling marketing and sales efforts, and how to make these meetings effective
Proven frameworks for customer journey mapping and ICP development that evolve with your company's growth, especially when adding new product lines or shifting market segments
Building a cohesive marketing and sales engine is crucial for sustainable B2B growth, and this episode offers a masterclass in avoiding the common pitfalls that emerge as companies scale. Pasha's insights, drawn from 16 years of experience working with companies like Samsung, Microsoft, and numerous SaaS startups, provide a practical roadmap for aligning your teams and creating frictionless customer experiences.
“There’s good friction and bad friction – the key is knowing which one drives real growth.”
What steps will you take this week to strengthen the connection between your marketing and sales efforts? Connect with Pasha on LinkedIn for more insights on scaling B2B companies.
Ready to master the messy middle of scaling? C-Suite Strategies brings you weekly conversations with industry leaders who've navigated the challenges you're facing right now. Subscribe wherever you get your podcasts and join our online community of B2B leaders who are turning good companies into great ones.
More About Pasha Irshad
As a first-generation immigrant born in Holland to a Pakistani father, he never took the easy route. For ten years, he worked as a waiter, bartender, and bar manager in the service industry.
It taught him more than he could imagine.
A 14-year veteran of marketing agencies, he’s led cross-country video shoots, managed web and app projects, and most recently scaled a digital practice from $0 to $2 Million in three years.
Working with Enterprise clients like Verizon, Deloitte, and Microsoft to consulting with fast-growth start-ups like IronNet has given him a broad view of what works and what doesn’t.
In addition to his client-side experience, he was an agency operations leader with expertise in defining processes, implementing growth strategies, refining delivery and partnerships, and building high-performing teams and tech stacks.
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More about C-Suite Strategies
Welcome to C-Suite Strategies, the podcast for B2B leaders navigating the messy middle of scaling. I'm Stacie Sussman, CRO at RevUp Advisory.
Let's face it: growing a business can be hard, frustrating, and frankly overwhelming. It often feels like your hair's on fire. That's why we're here.
Each episode, we dive deep with industry visionaries who've mastered the art of scaling companies. We'll share our extensive experience and unconventional wisdom to help you transform that overwhelming mess into strategic success.
Whether you're a seasoned exec or a founder in the trenches, C-Suite Strategies is your backstage pass to turning good companies into great ones because going at this with a team of experts feels so much better than going it alone.
Ready to douse those flames and ignite real growth? Subscribe now to C-Suite Strategies. Your next breakthrough is just a listen away.
This episode of C-Suite Strategies is brought to you in partnership with Leah Bryant Co.
