James Carbary

Lover of Jesus, Lisa, JJ, and video podcasting. Trying to end the foster care crisis in America.

WHAT WE DO: We produce video podcasts for B2B brands.

WHO WE HELP: Content-focused marketing leaders at B2B companies.

WHY IT WORKS: Buyers trust people more than logos. Video podcasts put the personalities of your people at the center of your content.

READY TO TALK? You can email me at james@sweetfishmedia.com or text me at 405.206.8580

Board Member

We equip local churches to help strengthen and support foster, adoptive, and biological families.

That’s a WRAP 🎥🎬

Just had an incredible 2 day video sprint with the Black Kite team filming season 2 of their show, Third Party! 

Madison Browder led the way like a champ.

Valeria Chirinos is BRILLIANT on set.

Katherine (Kat) Desy is an amazing thought partner to make sure the show connects to Black Kite’s business goals. 

And the chemistry of this on-air talent (Jeffrey Wheatman, Bob Maley, & Ferhat Dikbiyik, Ph.D., CTIA) is second to NONE.

Doing this work gets more and more fun with every rep.

Here’s to a gajillion more video sprints 👊❤️

#ByeByeCommodityContent #PersonalityLed

We Do Video | Founder of Sweet Fish (3x Inc. 5000)

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Being on set with Phillip Greer & Danielle Mills Walden is something every human should experience at some point in their life.

Love being a part of what they’re doing with Leadership in the Dealership!

#ByeByeCommodityContent #PersonalityLed

It feels more like therapy than business and that’s why millions can’t stop watching.

Logan Lyles

DemandShift

Is your team running webinars that don't drive sales?

If so, let's talk about our Webinar Fast Track framework that helps B2B brands book 5x more sales calls from webinar registrations than the industry average.

Let's talk.

Founder

Business Builders

📊 5x increased conversion rate (MQL 👉 booked sales call) by implementing 2-Step-Sign-Up Lead Magnets

📊  120% sales goal attainment in Q1 2025 through effective, multi-channel strategies including webinars, podcasting, community engagement, video courses, automated outreach, social media ads & new lead magnets

📊 109% increase in monthly consulting revenue

📊  Developed marketing influencer partnership leading to 216 new leads, 7 opportunities, $50K in pipeline & 1 closed won deal in 60 days

📊  582% increase in monthly email list growth

📊  82% increase in website traffic across all sources

Director of Growth

Agency Builders

📈 40% increase in Agency Builders community sponsorship sales (including introduction of new sponsor package types; $51K in 2025, $36.5K in 2024)

📈 210% community growth in 180 days (200 - 620 members across Slack/Circle/Email List)

Teamwork.com

Launched, hosted & produced top ranked, biweekly Agency Life podcast to increase brand awareness

Increased Agency Life podcast audience through organic & paid social media, influencer collaborations, display ad campaigns & in-person events, achieving top show rankings:

 - Buzzsprout: Top 25% podcast (2023)
 - Apple Podcasts: Top 40 Podcast in US, Top 5 in US: Business & #1 in US: Marketing (2024)

Drove 272% private event registration at industry conference in 2023

Successfully engaged & recruited external influencers to engage in content collaborations (including podcast episodes, live webinars, product integration launches & industry reports)

Planned, hosted & produced "Becoming a LinkedIn Legend" social selling course for the Teamwork.com Sales team

Accelerated the creation of ICP-relevant testimonial videos by developing & implementing a new Customer Testimonial acquisition process.

Evangelism & Content Marketing

Built new Solution Partner program from the ground up (including partner acquisition, partner enablement materials, program guidelines & tech stack)

Successfully recruited 40 new reseller partners in the first 3 months

Drove 113% of partner pipeline quarter in 2nd quarter of program existence

Head of Partnerships

Sweet Fish

2021: Oversaw both Sales & Customer Experience landing Sweet Fish #560 on the 2021 Inc. 5000 list (859% 3-Year growth)

Reduced monthly churn by 12% in less than 12 months

Maintained 80% lower monthly churn YoY (2021 vs 2020)

Developed, implemented & standardized Quarterly Business Review process across entire CX team

Increased use of video messaging for improved customer communication

VP of Sales & Customer Experience

Consistently drove YoY revenue growth:

* 2020: 65% annual revenue growth as player-coach, overseeing 1-2 sales reps

* 2019: 105% annual revenue growth as player-coach, overseeing 1-2 sales reps

* 2018: 170% annual revenue growth in just 6 months after joining as 1st full-time sales hire

Featured as one of the Top 3 contributors to Finding Sales Success on LinkedIn

Increased company visibility & drove inbound leads through LinkedIn content creation & engagement:

* 1455.56% increase in personal followers

* 2.2 MM views of personal LinkedIn content

Director of Sales

B2B Growth Show

Managed outreach, interview planning & hosting for 500+ episodes of this daily marketing podcast.

Interviewed CMOs, Founders, CEOs, VPs of Sales/Marketing & other revenue leaders on all things B2B sales & marketing

Built strategic relationships with decision-makers at target accounts, directly leading to new pipeline creation

B2BGrowthShow.com

Co-Host

The B2B Sales Show

The B2B Sales Show is a podcast dedicated to helping B2B sales professionals engage their target accounts, successfully navigate the sales process, and ultimately become more effective sellers.


Each episode features an interview with a B2B sales thought leader, executive, or individual contributor, discussing topics like: social selling, sales technology, negotiating and closing strategies, sales engagement, prospecting, pipeline management, sales enablement, leadership, presentation skills, proposal writing, navigating a sales career, and more.

Frontier Business Products

Managed all software sales, proof of concepts (POCs), implementation & support as internal SME for integrated software solutions.

Drove upsell opportunities by creating training materials & customer enablement videos: https://www.youtube.com/channel/UCRQs79QB_xuj3KePGuJ-sHg

Initiated rollout of new scanning software with enterprise account by connecting customer stakeholders to development team to fast-track feature requests

Lead regular sales enablement training sessions with regional sales teams to drive lead generation for new products

Director of Integrated Solutions

UBEO Business Services

Delivered 170% of revenue quota over Q1 & Q2 in 2016

Generated $300K in net-new business in first 5 months of 2016

Produced $541K in equipment sales, delivering 180% of quota in 2015

#1 contributor of net-new business in 2015

First in company to sell new, high-end product, increasing service revenue stream

Delivered 50% faster turnaround time for national account with over 300 branches nationwide, by streamlining order submission process & managing client-specific inventory program with Regional VP

Increased strategic CRM utilization with ongoing, best practice training

Developed new communication streams to prospects, leveraging new analytics & outreach methods implemented by Marketing Director, such as HubSpot Marketing platform, e-mail tracking, website analytics & landing pages

Successfully cultivated new relationships through multiple avenues, including phone/email prospecting, social media, blog writing & Chamber events

Major Account Manager

Exceeded $900K annual Northern Colorado team revenue goal in 2013

Developed & executed plan to increase Northern Colorado sales by 100%

Produced over $30K per month in net-new business for 2 consecutive years

Created $450K in annual revenue by selling to commercial, non-profit & government clients

First in company to sell Square 9 SmartSearch document management solution

Gained, managed & grew new national account relationships

Maintained broad understanding of equipment & software portfolio to increase new sales opportunities

Supervised account executives by reviewing individual performance, prospecting activity, team quota & product knowledge

Designed & implemented go-to-market strategy for new products, including SaaS offerings.

Sales Supervisor / Major Account Manager

Delivered 150% of quarterly quota 3 out of 4 times in 2012

Hit 140% of new account acquisition goal by building new relationships 

Broke into new vertical market, with untapped program—driving $170K in new revenue

Promoted to Sales Supervisor after less than 2 years with company

Top-ranked company sales producer for 3 consecutive years

Setup, planned & conducted hardware & software demonstrations

Monitored market conditions, product innovations & competitor activity, adjusting account sales approach to address latest market developments

Effectively negotiated contract terms & handled objections from decision-makers

Communicated clearly with clients on multiple levels (Operations, C-Level & IT), ensuring complete understanding of needs & expectations to effectively progress sales cycles

Business Development Manager

Book 5x More Sales Calls with the Webinar Fast Track | Christ Follower | Founder of DemandShift

Is your team running webinars that don't drive sales?

If so, this might sound familiar...
❌ Promoting for weeks only to present to an empty room
❌ Watching attendees drop off as soon as you make your pitch
❌ Checking your CRM to see no booked sales calls & ZERO pipeline

I was an in-house marketer who felt the same frustration of Dead End Webinars.

Back in 2022, I was running webinars for a B2B SaaS company. After 12 months of effort, we booked less than 10 sales calls & closed just 1 deal. 😬

Since then, I’ve pulled from everything I’ve learned in years of running podcasts, webinars, virtual events, and content strategy....and I rebuilt a new approach from the ground up.

The results?

✅ I booked 5x more sales calls than the industry average.
✅ I increased our agency's monthly email list growth by over 500%.
✅ Webinars became our 2nd-highest source of new leads.

Now, I'm teaching (& executing) the Webinar Fast Track framework for other B2B brands.

Need a webinar strategy that build an audience AND converts leads?

Let's talk.

Want more webinar sign ups?

Swap the typical B2B webinar graphic for a YouTube-style thumbnail.

Seriously.

Those boring speaker bubbles on a grey background don’t do much, but...

A bold, visual thumbnail with a hook grabs attention,

That increases conversion.

We create them for every client, then reuse them for the landnig page, LinkedIn event listing, social posts, ads, and the on-demand replay.

And yes, when you repurpose for YouTube, it fits right in.

This was just 1 tip of many I shared that'll help you increase webinar sign ups during the All-In Agency Summit.

My session replay has it all. Link is in the first comment below.

This one little thing could be killing your webinar attendance rate (by as much as 20%). 

😳😳😳

Not sending an .ics file. 

What’s that?  I’m glad you asked. 

Most webinar platforms allow you to create “Add to Calendar” links for your confirmation emails. 

(Labeled Number 1 below)

But, people rarely click those. And if they don’t have your webinar on their calendar, their chances of attending live go way down. 

(Seems like I’m not the only one who does what my calendar tells me to! 😅)

On the other hand, if your webinar platform attaches an ICS file to your confirmation emails (like Sequel.io did with Number 2 below)…

Your webinar *automatically* shows up on their calendars (like a meeting invite from their boss). 

I’ve seen this little tweak equal a 20% difference in attendance rate for clients in the past. 


Have you ever tested webinar attendance with/without a calendar invite file?

(I’d love to hear if your experience has been similar)

taplio

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taplio

The Battle

James Carbary

Logan Lyles

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Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}James Carbary's LinkedIn Performance

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