show notes

Do you ever struggle to explain what you do in a way that clicks with prospects? My guest, Zoltan Vardy, is here to help. In this episode, he walks us through a live roleplay to demonstrate how you can clearly articulate your company’s value and get your message across with ease. Grab a pen and paper—you’ll want to jot down his simple, practical framework.

Meet Zoltan Vardy

· Zoltan Vardy is a B2B sales advisor, author, and speaker who helps founders accelerate their revenue growth by sharpening their focus and structuring their sales to scale faster.

· He’s generated $2 billion in sales over his 30 years as a C-suite executive and entrepreneur and has helped 200+ startups in 26 countries close high-ticket deals using The Launch Code sales framework — also the foundation of his book on founder-led sales.

· Zoltan has had successful exits as a founder and investor and is chairman of Antavo, an enterprise SaaS tech company.

The Sales Messaging Problem

· Salespeople and founders often list features and benefits when talking to customers, but this can overwhelm prospects with technical jargon, leaving them feeling confused.

· With so much noise in today’s digital world, clarity and brevity are more important than ever.

Zoltan’s Five-Step Value Proposition Framework

· Zoltan shares his five-question framework to craft a powerful value proposition:

o Identify the Problem: What is your target customer struggling with? What question are they asking themselves that your business answers?

o Define the Target Customer: Who are you trying to help? What are the key traits of these companies or individuals?

o Describe Your Product/Service: What is your offering in clear, simple terms?

o Highlight the Key Benefit: What is the main advantage your customer gains from working with you?

o Clarify Your Competitive Advantage: What makes your solution uniquely compelling and difficult for competitors to copy?

Live Walkthrough: Crafting a Value Proposition for Blue Mango

· I volunteer my own production company, Blue Mango, as a case study. Together, we dive into each step, discussing:

o The challenges faced by traditional manufacturing companies in creating engaging content

o The needs of marketing leaders at these firms for more lead generation and greater brand authority

o The importance of defining Blue Mango as a content production agency with a sales focus

o The main benefits: saving clients time and generating qualified leads

o Blue Mango’s competitive advantage: expertise in integrating sales strategy with content production

The Final Value Proposition

· Using Zoltan’s structure, they draft a clear, compelling value proposition for Blue Mango:

o “Blue Mango is a content production agency that helps traditional manufacturers generate leads by building a turnkey service that delivers social media and podcast content focused on supporting sales.”

· Zoltan emphasizes that this message is succinct, easily repeatable in any setting, and serves as a launchpad for deeper conversation.

Tips for Refining Your Message

· Keep the language natural—imagine explaining what you do to a bright 12-year-old.

· Avoid cramming in too many details or buzzwords.

· Test your value proposition in real conversations and refine it as you go.

· Remember: the purpose is to spark curiosity and open the door to further discussion, not explain everything at...

Can LinkedIn really influence 50% of your company’s pipeline? The short answer: yes. My guest, Alina Vandenberghe, co-founder of Chili Piper, joins me to share exactly how she made it happen. You’ll hear how she leveraged LinkedIn to drive more deals—without needing a massive following or traditional influencer status.

Meet Alina Vandeberghe

· Alina Vandenberghe shares how her personal LinkedIn efforts drive an astonishing 50% of Chili Piper’s open pipeline.

· She busts the myth that only people with massive followings can have impact—her 42,000 followers create over 6 million impressions thanks to targeted, authentic engagement.

Influence vs. Influencer: Changing the Narrative

· We discuss the difference between “influencing” and being an “influencer.” She shows how you don’t need to be a celebrity or content-creator archetype to influence potential customers and pipeline—focus instead on genuinely impacting your audience.

Overcoming Hesitation: From Fear to Purposeful Posting

· Alina opens up about her initial fears of posting online, shaped by a quiet childhood and introverted tendencies.

· The turning point came during the Ukraine crisis, when her desire to help others outweighed her fear of attention, reframing the idea of influence as a force for good.

The Core of Content: Authenticity and Helpfulness

· The secret to Alina’s successful posts? She removes the pressure to generate leads, focusing instead on providing value and helping her audience.

· Alina emphasizes starting with the right intention—if your “why” is to help, your content will naturally resonate.

Inspiration for Any Industry

· Even in “boring” industries, Alina encourages sales reps to post what they learn daily, insights from customer conversations, or improvements in their sales craft.

· As you gain confidence, share customer stories and industry trends relevant to your audience.

Posting Frequency and Building the Authenticity Muscle

· Alina posts two to three times a week, ensuring she’s inspired and has time for real engagement.

· She stresses that authenticity is a muscle built both online and in everyday interactions—accepting quirks and being real, with yourself and others.

"It's not the number of followers that counts, is the right kind of follower." - Alina Vandeberghe.

Resources

· Want to reach Alina or learn more about Chili Piper? Connect with her on LinkedIn.

· B2B Social Media Guide

If you’re trying to grow inbound and don’t know how to use LinkedIn for yourself or your team, this is for you. The most straightforward quick guide on how to turn B2B social into viral, buzz‑worthy content that builds brand and generates pipeline.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

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