The Revenue Engine with Kara Smith Brown

Kara Brown and Joe Lynch discuss the revenue engine. Kara is the Founder and CRO of LeadCoverage, the premier B2B marketing and PR firm dedicated to helping logistics companies increase lead generation through targeted marketing strategies and media coverage.

About Kara Brown

A prominent thought leader in B2B go-to-market strategy, Kara Smith Brown is CEO of LeadCoverage, the pioneering consultancy transforming approaches to PR, demand generation and marketing across the supply chain, heavy industrial, and tech sectors. Her successful corporate career started at Echo Global Logistics where she played a key role in its ascent to a market leader and celebrated IPO in 2009. In 2017 Kara leveraged her prior corporate experience to launch LeadCoverage, a strategy consultancy addressing all elements of the B2B sales conversion cycle for supply chain companies. Today LeadCoverage is an Inc. 5000 company and continues to grow. Kara’s new book "The Revenue Engine" offers readers a guide to effective revenue-generating strategies. The book goes beyond theoretical concepts and serves as a playbook for crafting data-driven go-to-market strategies. These principles mirror the philosophy Kara has embodied and advocated throughout her career. Kara's achievements extend beyond her corporate success. She is an advocate for diverse emerging leaders. She has been named a “Top Women in Marketing” by PR Daily and her influence shapes future entrepreneurs through her many advisory roles as well as board membership in the Entrepreneur's Organization Atlanta chapter and LaunchPad2x. She is an Ironman triathlete and lives in Atlanta with her husband and two girls.

About LeadCoverage

LeadCoverage is the premier supply chain go-to-market consulting group, dedicated to driving revenue growth for their clients. Company specializes in crafting GTM strategies that are grounded in data-backed insights and sophisticated mathematical models. Their proven expertise transforms businesses into market leaders, ensuring they stay ahead of the competition and
achieve sustained success. LeadCoverage’s headquarters is located in the beautiful Coda building in Midtown Atlanta, adjacent to the Georgia Tech campus. This particular corridor — "Supply Chain Square” — also includes cloud warehousing company Stord, supply chain intelligence company Verusen, as well as the Georgia Tech Supply Chain & Logistics Institute. For more information about LeadCoverage and its suite of supply chain, manufacturing, andlogistics-focused marketing, public relations, and analyst  relations services, please visit LeadCoverage’s website.

The Revenue Engine: Fueling a B2B High Octane Pipeline by Kara Smith Brown

Unlock the secrets to B2B go-to-market success with Kara Smith Brown's transformative book, The Revenue Engine. This is your roadmap to building a powerful revenue engine:

• Share Good News: Build relationships and keep conversations alive with compelling stories and data insights.
• Track Interest: Identify opportunities and guide prospects through your pipeline effectively.
• Follow Up Consistently: Convert leads into loyal customers with proactive engagement.

Packed with real-world case studies and actionable strategies, this playbook is essential for both seasoned professionals and newcomers. CEOs and leadership teams will gain insights on leveraging data and measuring success through pipeline volume, velocity, and value―empowering informed decisions.

Say goodbye to random acts of marketing and embrace a structured approach that delivers measurable results and secures your place at the executive table. Elevate your marketing game and drive your business forward!

Kara has written a book titled "The Revenue Engine: Fueling a B2B High Octane Pipeline."

Pre-order Kara's book on Amazon here: https://a.co/d/geq5TDn

To receive a free book, fill out this form and Kara will send you one in the mail: The Revenue Engine | Kara Smith Brown

Key Takeaways: The Revenue Engine

• Kara Smith Brown and Joe Lynch discuss Kara's new book "The Revenue Engine: Fueling a B2B High Octane Pipeline" and some of the strategies outlined in the book including:
  • Ideal customer profile
  • Executive thought leadership
  • Intent data tools
  • Sales partnerships
• LeadCoverage is the premier logistics and supply chain go-to-market consulting group, dedicated to driving revenue growth for their clients. Below are the services and results LeadCoverage clients receive:
• Marketing Automation
  • Streamlined Processes: Automate repetitive tasks to save time and reduce errors.
  • Targeted Campaigns: Reach your ideal audience with personalized messages.
  • Data-Driven Insights: Gain valuable insights into your marketing efforts.
• Revenue Operations
  • Aligned Teams: Create a cohesive approach across sales, marketing, and customer service.
  • Optimized Processes: Streamline your revenue generation process for maximum efficiency.
  • Data-Driven Decision Making: Make informed decisions based on real-time data.
• Public Relations
  • Measurable ROI: Track the tangible results of your PR efforts.
  • Thought Leadership: Establish your brand as an industry expert.
  • Media Relations: Secure high-quality media placements to increase visibility.
• Paid Media Ads
  • Targeted Reach: Connect with your ideal customers on the platforms they use.
  • Measurable Results: Track the performance of your campaigns and optimize for better outcomes.
  • Brand Awareness: Increase your brand's visibility and reach a wider audience.

Timestamps

(00:00:02) The Revenue Engine

(00:00:21) Introducing Kara Smith Brown

(00:01:32) Ideal Customer Profile

(00:02:18) Account-Based Marketing and Intent Data

(00:05:50) Go-to-Market vs Marketing

(00:10:49) The Revenue Engine Book

(00:12:44) Kara Wagner's Background

(00:16:28) Global Clients and ODW Logistics

(00:19:21) Thought Leadership Strategy

(00:25:43) HubSpot Diamond Shop

(00:27:31) Writing "The Revenue Engine" Book

(00:32:41) Book Release Date and Data-Driven Go-to-Market

(00:36:47) Intent Data Tools

(00:42:07) Partnership Strategy

(00:45:38) Ideal Customer Profile Focus

(00:48:46) Three Go-to-Market Strategies Recap

(00:49:50) Measuring Success with Volume, Velocity, and Value

(00:53:25) Intent Data in Supply Chain

(00:59:00) Podcast Outro

Learn More About The Revenue Engine

Kara Brown | LinkedIn

LeadCoverage | LinkedIn

LeadCoverage

Lead Gen for Logistics with Kara Brown | The Logistics of Logistics

LeadCoverage Ranks on Inc. 5000 List for Third Consecutive

The Logistics of Logistics Podcast

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