Move: The Go To Market Podcast

[Replay] Product-First Marketing: Product Experience Is Your Brand Jun 20, 2023

Most marketers, if you asked for the number one thing you’d really want to understand in their field, will probably roll their eyes, look at you like you’re stupid and say something like: “Your buyer persona,” or even, “The market, duh.”

And most marketers would be wrong…

What you need to understand more than anything else is your product.

In this Takeover episode, host Amber Khan speaks with Dirk Schart, Chief Marketing Officer & President at RE’FLEKT, who is championing product-first marketing—an approach that creates more cross-team collaboration and, ultimately, more successful marketing.

They discuss:

• Why writing about your product is not the same as understanding it

• Why marketers need to work more closely with product development teams

• Practical ways to shift to a product-first mindset

Additional Resources:

You can find Amber on LinkedIn and on her website, repurposeden.com

MOVE: The 4-Question Go-To-Market Framework

Key Takeaways: “Go to market is not just the sales channel.”

Small departments can make a big impact—with intentional strategy. Good relationships between each team and department in your GTM strategy are the keys to success.

[Replay] From CMO to CEO: A Conversation with Jeff Perkins Jun 23, 2022

With so many CMOs becoming the CEOs of their respective companies, it’s time to ask the question for those CMOs looking to follow the same steps: What are the actionable steps to get there?

In this replay episode, we speak with Jeff Perkins, CEO at ParkMobile, about his journey from CMO to CEO and his big lessons that every marketer should know to become CEO.

What we discussed:

A background on Park Mobile & how Jeff became a CMO
What compelled Jeff to become CEO & relationship building
The timeline to become a CEOThe power of networking

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Additional Resources:

MOVE: The 4-Question Go-To-Market Framework

GTM is a group effort with Muhammad Yasin Jun 16, 2022

Who owns go-to-market has been our big question so far, but how about what makes up a solid go-to-market strategy?

In this episode, Sangram sits down with Muhammad Yasin, marketing expert and host of the Agile Marketing Podcast, to dive into all the aspects of a successful GTM strategy. Muhammad discusses how marketing isn’t the only contributor to GTM strategy, each department is a building block that contributes to overall success.

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Additional Resources:

MOVE: The 4-Question Go-To-Market Framework

Key Takeaways:

“Go to market is not just the sales channel.”
Small departments can make a big impact—with intentional strategy.
Good relationships between each team and department in your GTM strategy are the keys to success.

Kyle Lacy is certain marketing owns go to market May 26, 2022

Ask a group of go to market leaders who owns go to market, and most will say the CEO. But this leader? He confidently says otherwise.

In this episode, Sangram sits down with Kyle Lacy, SVP of Marketing at Seismic (formerly CMO of Lessonly, which was acquired by Seismic) to dive into his answer to the big GTM question. Kyle confidently says that marketing owns go to market, and he’s sharing his reasoning–from his passionate standard for BDRs reporting up through marketing, to the power of brand on an entire customer lifecycle.

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Additional Resources:

MOVE: The 4-Question Go-To-Market Framework

Key Takeaways:

Marketing owns the experience. Therefore, they own GTM.
Go to market is an understanding of which channels and segments work
“You can’t build an amazing product if nobody hears about it”

Why Christopher Lochhead HATES the MOVE Book May 19, 2022

Why in the world would I have someone on my podcast who hates my book?! Well, it’s because he isn’t wrong in his reasoning!

Christopher Lochhead–author, entrepreneur, advisor, and VC partner–absolutely loves category creation, and he’s got dozens of stories to prove exactly why he’s such a champion of it. He’s sharing these stories (and his very hot takes on the MOVE framework) with us on this episode.

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Author's Cut: The "E" in MOVE May 12, 2022

Where can we grow the most? It's the first question most GTM leaders ask themselves...but hold up! There's a reason this one comes last...

In this week's Author's Cut episode, Bryan and Sangram dive into the last (but not least) letter of the MOVE framework: the "E" for Expansion. Listen in to learn how to know when it's time to expand, where you should expand your business, and how you can measure KPIs that matter.

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Additional Resources:

MOVE: The 4-Question Go-To-Market Framework

Key Takeaways:

Why "expand" is the last step in the "MOVE" framework
How to continue the journey of growing your company
What you need to expand effectively into other markets, verticals, and geographies

Author's Cut: The "V" in MOVE May 05, 2022

There are important processes that every go-to-market leader should have in place to know they’re on the right track.

Do you know what they are?

In this episode, co-authors Sangram and Bryan are breaking down the “V” in the “MOVE” framework–velocity–and how organization can use the enablement ramping to scale their business effectively, no matter what stage they’re in.

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Additional Resources:

MOVE: The 4-Question Go-To-Market Framework

Key Takeaways:

The importance of velocity
How GTM leaders can know when (and how) to scale
How to create “enablement ramps” that will ensure successful scaling

Author’s Cut: The “O” in MOVE Apr 28, 2022

Every company wants to scale well. How can they guarantee that they’ll do it right?

The answer: revenue operations.

In this episode, Sangram and Bryan dive into the “O” of the MOVE framework–operations. They talk about exactly what your operations team, tactics, and strategy should look like at every stage of your business. Consider this episode your RevOps 101 course.

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Additional Resources:

MOVE: The 4-Question Go-To-Market Framework

Key Takeaways:

What RevOps is, and when you should be focusing on it
Questions every company needs to be asking when creating operations plans
Exactly what your RevOps scorecard should look like (and why you should be presenting it at every exec meeting)

Author’s Cut: The “M” in MOVE Apr 21, 2022

TAM is out - TRM is in.

In this episode of Author’s Cut, co-authors of the MOVE book Bryan Brown and Sangram Vajre talk about the “M” in the MOVE framework - Market. Bryan and Sangram explain why they think “Total Addressable Market” may not be the best baseline for your marketing strategy...it’s actually “Total Relevant Market”. Here’s how you find your TRM, segments, and cohorts–and use them to determine who you should market to. Next week, they talk about the "O" -

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Additional Resources:

MOVE: The 4-Question Go-To-Market Framework

Key Takeaways:

Total relevant market is who you should actually be focusing your marketing energy on
The way you market should change as your go-to-market strategy shifts and grows
Go and ask your organization what stage of the business you’re in. Don’t rush into the next one, until you nail this one!

The Product-led Growth Playbook Apr 14, 2022

When you’re building a company around your product, there are a few crucial mistakes you need to avoid. The perfect person to walk us through the playbook for product-led growth is my friend Scott Voigt, Founder & CEO at FullStory.

In this episode, he shares the story behind FullStory, why he chose to grow his company alongside his product, and how to apply his learnings to your own go-to-market strategy–no matter what stage you’re at.

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for "MOVE Sangram Vajre" in your favorite podcast player.

Additional Resources:

MOVE: The 4-Question Go-To-Market Framework

Key Takeaways:

Sometimes hearing “that would be really hard”, means you’re on to something
“Founder happy ears”? It’s a thing.
You can’t rely on product alone–sales, customer success, and marketing need to align

There’s A New GTM Roommate Apr 07, 2022

Sales and marketing: it’s time to make some room.

Say hello to customer success–the new roommate in the go-to-market space. Every GTM strategy must include not only sales and marketing, but customer success, too! And I’ve brought in two great friends and brilliant GTM leaders to talk about this new roommate.

Kelly Ford Buckley, General Partner & Fintech Investor at Edison Partners, and Jay Baer, Founder of Convince & Convert, join me on this episode–you’re not going to want to miss it. Let’s go!

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Commiting to Kindness for a Better Business Mar 25, 2022

With what is happening all over the world, we have a throwback today with Alicia Esposito, Director, Content + New Media @ G3 Communications, talking with Cole Baker-Bagwell, Founder & Chief Kindness Advisor at Cool Audrey, Inc, about her experience working in an environment that prioritizes kindness and mindfulness and all the benefits that come from it.

Cole covers:

How kindness & mindfulness can change business
Definitions & implementation strategies
Tips & tricks for the audience

Check out this additional resource mentioned in the episode:

coolaudrey.com

And be sure to check out the PEAK Community to get involved in conversations like this happening every day!

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Target Market Relevancy: How To Sell to Your Best Customers Mar 11, 2022

Most businesses are underdelivering because they still market to their prior business stage, rather than the one they’re currently in.

You have to transform to fit your market.

On this episode of MOVE: Author’s Cut, Co-authors Sangram Vajre and Bryan Brown explain the ‘M’ in the MOVE framework— discussing why it’s so important to market to the right audience when moving to a new business stage.

What we discussed:

The M in the MOVE framework
The call to action for companies

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

The Telltale Signs Your Go-To-Market Framework is in Danger Mar 21, 2022

It’s pretty easy to feel when something is off or not-aligning within a business. But figuring out what those tangible go-to-market issues are so that you can fix them is a different story.

Recognizing the issues quickly is the shortest route to recovery.

On this episode of MOVE: Author’s Cut, Co-authors Sangram Vajre and Bryan Brown, point out common issues that show your go-to-market is broken and how to respond.

What we discussed:

Telltale signs of a broken go-to-market framework
How to respond to the issues

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

Scott Dorsey & the 4 Disciplines of Go-To-Market Strategy Feb 17, 2022

Within the topic of go-to-market, there are 4 disciplines:

Sales led
Customer led
Product led
Category led

And while it’s still uncertain which option is the best approach, there is one common thread among all 4 — understanding the customer. At the end of the day, it’s still all about the customer and providing an incredible experience.

We speak with Scott Dorsey, Managing Partner at High Alpha, about the 4 categories, why the customer should always come first, and how culture impacts a business.

What we discussed:

Dissecting the 4 categories of go-to-market
Building a business: the early days of gaining customers & CEO difficulties
The role of expansion as you move through go-to-market
Advice for listeners about go-to-market & who owns it
Stories of culture that have succeeded or failed & CMO advice

Check out this resource mentioned in the episode:

MOVE: The 4-Question Go-To-Market Framework

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

Listening on a desktop & can’t see the links? Just search for MOVE in your favorite podcast player.

How Go-To-Market Has Changed: From Product to Customer Feb 11, 2022

Go-to-market used to be all about the product getting to market. Now, it’s increasingly about connecting with the market and then bridging it back to the product.

The best way to connect to your market: Focus on the story your brand is putting forth.

Geoffrey Moore, is an author, speaker, & advisor best known for Crossing the Chasm and Zone to Win with the latest book being The Infinite Staircase; he is also a partner at Wildcat Venture Partners. We speak about go-to-market, how people are getting the strategy wrong, and what the future holds.

What we discussed:

Defining go-to-market & pinpointing who owns it
The 3 Ps: examples of failure
The future of go-to-market
Choosing the right go-to-market for the right category

Check out this resource mentioned in the episode:

MOVE: The 4-Question Go-To-Market Framework

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

How To MOVE Through the 3 Stages of Go-To-Market Feb 03, 2022

When it comes to go-to-market, there’s 3 stages that companies find themselves in:

-Ideation

-transition

-execution

But without knowing where you are, you’re going to struggle with where to go next.

On this episode of MOVE: Author’s Cut, Co-authors Sangram Vajre and Bryan Brown, break down these 3 stages and help your business attain the right to become a Platform Market Fit Company.

What we discussed:

The 3 stages of go-to-market
HubSpot’s journey through the 3 stages
How to take your organization to the next level with this framework

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

The Godfather of Marketing’s Masterclass on Go-To-Market Jan 28, 2022

When we think of the best point of contact with a customer, we often think it’s a salesperson.

The real answer: Customer success.

It’s more important to align your business value with customer needs than pressuring them with a product.

Geoffrey Moore, is an author, speaker, & advisor best known for Crossing the Chasm and Zone to Win with the latest book being The Infinite Staircase; he is also a partner at Wildcat Venture Partners. We speak about the inspiration behind his books, aligning customer success, and product market fit.

What we discussed:

Putting customer success in front of marketing & sales
Researching the chasm & product market fit
Working backwards from the business value

Check out this resource mentioned in the episode:

MOVE: The 4-Question Go-To-Market Framework

This is a #MOVE podcast. This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

1000: The End of The Flip My Funnel Podcast? What Happens Next... Jan 06, 2022

On this final episode of The Flip My Funnel podcast, we look back on some of the show's highlights. Building an entirely new category of ABM, this show functioned as a way to educate, define, and bring the community together.

But the conversation is evolving and so. are. we.

Sangram Vajre of Terminus, recounts how the podcast got its start, the lessons learned along the way, and what’s next for the show.

What we discussed:

Why Sangram started Flip My Funnel
How B2B is changing
The show’s next MOVE...

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

Welcome to MOVE: The Go to Market Podcast Jan 20, 2022

The Flip My Funnel Podcast is now MOVE: The Go-to-market Podcast.

Bryan Brown and Sangram Vajre–co-authors of MOVE: The Go to Market Framework–give listeners an exclusive behind-the-scenes look at how the MOVE framework came to be, and how excited they are to shed some light on the story behind their process.

In this introductory episode, the co-authors share some of their favorite stories from their journey of interviewing dozens of marketing visionaries, share exclusive content, and provide a sneak peek of what’s to come.

What You’ll Learn: :

How the MOVE framework was developed
Go-to-market: why should we care?
Sangram and Bryan’s favorite findings after asking marketing visionaries the question: who owns go-to-market?

This is MOVE: The Go-to-market Podcast. Join us on Apple Podcasts, Spotify, or here. Listening on a desktop & can’t see the links? Just search for “Sangram Vajre” in your favorite podcast player.

999: From CMO to CEO: Lessons For Any Aspiring Marketer Dec 01, 2021

With so many CMOs becoming the CEOs of their respective companies, it’s time to ask the question for those CMOs looking to follow the same steps: What are the actionable steps to get there?

We speak with Jeff Perkins, CEO at ParkMobile, about his journey from CMO to CEO and his big lessons that every marketer should know to become CEO.

What we discussed:

A background on Park Mobile & how Jeff became a CMO
What compelled Jeff to become CEO & relationship building
The timeline to become a CEO
The power of networking

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

998: Knowing Who Owns Strategy: How To Align Your Business Nov 30, 2021

When a business is aligned, culture thrives, revenue and value creation is balanced, and it promotes exponential growth. But only if marketing leads the way. Otherwise, if everyone thinks they own the strategy, no one will own it.

We speak with Kelly Owen Grover, Vice President of Growth at Acoustic, about the relationship between product, marketing, and sales and how to avoid silos within your business.

What we discussed:

Understanding who owns strategy & how to delegate
How marketing can drive corporate strategy
The feedback loop and tactics the audience can use
Bringing a champion into the weeds with you

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

997: The Modern Leader: Strategies to Maintain High-Level Employees Nov 29, 2021

Being a leader today just isn’t the same as it used to be. Almost anyone in a leadership position today will tell you that it’s 110% harder. And why? The caliber of employees has changed.

We speak with Tim Elmore, Founder and CEO at Growing Leaders, Inc., about why the employees of today have higher expectations and how to arm yourself with the tools needed to maintain good team members.

What we discussed:

Why leading today is harder than in the past
How to balance being a visionary & having a blind spot
How stubbornness & open-mindedness can both be leveraged by leaders
Setting high standards as a market leader & the golden gate paradox

Check out this additional resource mentioned during the episode:

The Eight Paradoxes of Great Leadership by Tim Elmore

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

996: Chief Evangelism: How To Make a Customer a Brand Believer Nov 26, 2021

An evangelist stems from the idea of bringing the good news. In business, the chief evangelists' role is to help people buy into the vision of the company. And that’s exactly what our guest today has done for Apple and Canva.

On this episode of our Takeover Tuesday series, we speak with Guy Kawasaki, Chief Evangelist at Canva, about what it means to be an evangelist and why you can’t bludgeon people to become believers.

What we discussed:

Guy’s work at Apple as chief evangelist
How to be a great chief evangelist
The high importance of formal education
Looking for the difficult experiences
A challenge for the audience

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

995: LinkedIn Conversation Ads: Tips To Integrate into Your ABM Strategy Nov 25, 2021

If you’re a B2B marketer, you’ve probably heard from executives that LinkedIn is pointless, expensive, and doesn’t deliver quality leads. Our guest, however, feels different. For them, LinkedIn conversation ads have been a game changer.

Corrina Owens, Senior ABM Manager at Gong, discusses why this network is worth the spend and shares some examples with the audience.

What we discussed:

Why LinkedIn conversation ads are different
LinkedIn examples for the audience
The LinkedIn conversation ad strategy

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

994: A Guide To Digital-First ABM: Insight & Strategies Nov 24, 2021

If you ask 10 people what the definition of ABM is, there’s a high likelihood that you’ll receive 10 different responses. But proceed with caution: Don’t let the terminology get in the way of delivering great marketing.

Corrina Owens, Senior ABM Manager at Gong, walks us through her digital-centric approach to ABM and strategies the audience can take.

What we discussed:

The dos and don’ts of ABM
The benefit of technology with ABM to scale your business
Discussing success metrics
Keeping ABM top-of-mind for internal stakeholders

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

993: Agile Marketing: It’s More Than Just a Buzzword Nov 23, 2021

If you’re looking to adopt agile, before you go out and start learning software development like Scrum, you need to get aligned around the desired outcome you’re looking for when adopting.

We speak with Jim Ewel, Trainer, Coach, and Author of The Six Disciplines of Agile Marketing, about why agile is more than just a buzzword and gaining alignment within your organization.

What we discussed:

Why agile marketing has not been well understood
Increasing the pace at which Twitter does testing
Shifting marketer mindset with cultural shift
Focusing on the right logistics with meetings
The major pillars of agile marketing

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

992: How To Project for the Future By Discussing Quarterly Successes & Failures Nov 22, 2021

Taking time to reflect on what worked or didn’t work for the quarter is a good way to regroup and figure out what to do as we head into the unpredictable future. At the very least, it’s a way to therapize our shared challenges with the market.

In this special quarterly state of the market episode, we touch on emerging trends, what executives are seeing in the marketing world, and the business world in general.

Our panel includes:

Darryl Praill, CRO at VanillaSoft
Michael McCunney, Vice President, Marketing at Revenue Analytics, Inc.
Caitlin Clark-Zigmond, Director, Global Demand Center and Mid-Market Marketing at Intuit
James Gilbert, Head of Marketing at CRMNEXT

What we discussed:

What didn’t work this quarter
What worked this quarter
What they’re looking forward to

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

991: Building Confidence as a Woman in the Workplace Nov 19, 2021

Being the only woman in a tech company can come with its fair share of challenges; as you navigate classic archetypes during a disagreement, you may start to wonder whether you handled the situation appropriately. Our guest is here to remind you: You are in control.

On this #onehero episode, we discuss an article by Cory Munchbach, Chief Operating Officer at BlueConic, about how to survive being the only woman in a workplace, staying confident and competent through it all.

What we discussed:

The difficulties of being the only woman in a workplace
Building a great community as a leader
Straddling boundaries with networking
Advice to women in the workplace

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

990: How To Create an Effective Morning Routine Even If You’re Not a Morning Person Nov 18, 2021

Some people are naturally morning people. For others, coffee might be the only way to get them out of bed. If you fall into that latter category but want to start taking advantage of all the benefits that come with an early start, what steps can you take to revamp your routine?

We speak with Jaime Sewell, Director of Growth at BeniComp Health Solutions, about why morning routines are so important and what to do if you’re ready to take the leap.

What we discussed:

How to create a morning routine that sets us up for the rest of the day
Best practices for meditation & affirmations
Using visualization techniques positively
The benefits of exercise, reading, and journaling
Audience discussion

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

989: Creating Value, Connections, & Content With The Talk Show Format Nov 17, 2021

If you’re looking to improve your go-to-market strategy, you have to focus on community. If you have a community you can interact with, you’re getting repeat sales, referrals, and qualitative feedback. But how do you achieve this without sending out different interaction points for each piece? By using a talk-show format through the internet’s distribution channels.

We speak with Pablo Gonzales, Founder and Chief Executive Connector at Connect With Pablo, about the talk show format and how to create value for your business.

What we discussed:

The significance of the talk show format for go-to-market
The 3 pillars of value, connections, & content
A personal story about the power of the community
Audience questions & answers

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

988: How To Build A Better Brand With Storytelling Nov 16, 2021

When you think of your favorite brands, are they selling products or a story? People buy from brands they trust. And one of the best ways to build that trust is to tell a story that consumers can stand behind.

We speak with Zoltan Lorantffy, Global Marketing Director at Tidal Migrations,about why a brand selling convenience, empowerment, & community will always go further than product.

What we discussed:

The connection between a brand and it’s story
Understanding what a brand really is
The future of brands in the digital age
How to improve your brand

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

987: The Power of Positioning: Tips To Finding Clarity Nov 15, 2021

Positioning is fundamental to any business looking to provide clarity around competition, differentiation, and value. So why, then, do so many companies struggle with weak positions?

We speak with April Dunford, Founder of Ambient Strategy, about her background in positioning and shares some of the common mistakes that companies make.

What we discussed:

Creating a methodology for positioning & avoiding traps
How to fix weak positioning
Deciding between an existing market category or creating a new one

Check out this additional resource mentioned during the episode:

Obviously Awesome by April Dunford

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

986: Bringing Sales, Marketing, & Design Together Nov 12, 2021

When you think of the needs of sales & marketing, design probably isn’t the first thing that comes to mind. Despite this, design is everywhere: It’s visual problem solving. It’s a business strategy. It’s a way to position your voice in the market.

In this #onehero episode, we speak with Shannel Wheeler, Founder of Awesome Design Academy, about everything design and its role in business.

What we discussed:

Why sales & marketing needs design
Design’s role in brand consistency
Design’s trust & credibility

Check out these additional resources mentioned during the episode:

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

986: Bringing Sales, Marketing, & Design Together Nov 12, 2021

When you think of the needs of sales & marketing, design probably isn’t the first thing that comes to mind. Despite this, design is everywhere: It’s visual problem solving. It’s a business strategy. It’s a way to position your voice in the market.

In this #onehero episode, we speak with Shannel Wheeler, Founder of Awesome Design Academy, about everything design and its role in business.

What we discussed:

Why sales & marketing needs design
Design’s role in brand consistency
Design’s trust & credibility

Check out these additional resources mentioned during the episode:

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

985: A Guide To Navigating Startups as a Marketing Leader Nov 11, 2021

It can’t be understated: Being a marketing leader of a startup can be crazy and chaotic. Out of the million tech startups formed every year, only 60% make it to series A, 20% make it to series B, and only 200 go IPO. The good news, however, is that once you make it, you have a strong chance of continued success.

Our guests today, Leela Gill, VP of Marketing & Design at Intelligence Node, and Vijay Damojipurapu, Founder and Principal at Stratyve, share two strategies to help grow your business and reinforce your position as a marketing leader.

What we discussed:

Understanding what makes early stage company success so difficult
The operating framework
The growth flywheel
Audience questions & answers

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

984: A Deep Dive Into Understanding Intent Data & Its Applications Nov 10, 2021

You’ve probably heard about intent data before, but might not know just how beneficial it can be to an organization when you have a firm understanding of all its use cases. To understand the full scope of what intent data can do, we’ve brought on a team of experts to each share their experiences.

Members of this roundtable discussion include:

Michael McCunney, Vice President, Marketing at Revenue Analytics, Inc.
Lisa Sharapata, CMO at BoostUp.ai
James Gilbert, Head of Marketing at CRMNEXT
Millie Resnick, Vice President Product Marketing at Bombora
Kerry Cunningham, Product Marketing at 6sense
Robin Izsak-Tseng, VP of Revenue Marketing at G2

What we discussed:

A deep dive into understanding intent
Breaking down different types of data
How intent data can help an organization
Gathering evidence that a prospect is in-market
Mapping intent data in order to operationalize it

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

983: The Attribution Mirage: Uncovering The Hidden Channel of Social Nov 09, 2021

Measuring revenue channel success can be tricky in modern times. Before, executives could look at incoming leads, and other traceable metrics to know how well they’re doing.

But in the digital age where word of mouth through social media carries a hefty amount of the revenue, it might be time to ditch attribution software for less conventional tactics like asking customers directly.

To walk us through why it’s important to move away from attribution software, we speak with Chris Walker, CEO of Refine Labs.

What we discussed:

Why attribution software is no longer enough
The attribution mirage
Audience questions & answers

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

982: Choosing The Right Stories To Tell Organizationally & Personally Nov 08, 2021

Once a decision is made, it becomes a story. Enough stories make up a life. When you look back and tell that grand story to your loved ones, do you want to be the hero or the villain?

We’ll all be faced with decisions either personally or professionally that will go against our values. Framing each decision as a future story can help us develop and shape our careers and personal lives.

We speak with Andy Stanley, Founder of AndyStanley.com & Author of Better Decisions, Fewer Regrets, about his idea of the internal salesperson and creating clarity for your organization.

What we discussed:

Andy’s book and the internal salesperson
Making the tough decisions as an organization
Your integrity as a leader & simplifying decision making
How to know what the wise thing to do is
Audience questions & answers
A challenge to the audience

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

981: A Guide To Integrating The Chief Evangelist Position Into Your Company Nov 05, 2021

The subscription economy has led to a huge change in the software world. All of a sudden, customers aren’t a one-and-done deal. If they’re not satisfied with a product at the end of their subscription, the company will notice when they don’t renew.

This has pushed customer retention into the limelight. But what steps are taken to retain more customers?

On this episode of the Tuesday Takeover series, we speak with Dan Steinman, Chief Evangelist at Gainsight, all about customer success and his transition into the chief evangelist position.

What we discussed:

How customer success at Gainsight came to be
Transitioning from chief customer officer to chief evangelist
Integrating an evangelism role into your company
Discussing the book: Customer Success
A challenge for the audience

Check out this additional resource mentioned in the episode:

Customer Success by Nick Mehta, Dan Steinman, & Lincoln Murphy

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

980: How To Create An Always-On Experience For Your Customers Nov 04, 2021

Every business knows that creating a better customer experience should be a priority. And oftentimes, a business will see the benefits right away. The issue, however, is scaling. There’s no time to grind away with every individual. Yes, you’re creating an advanced customer experience, but at the cost of a lot of time.

Our guests today, Lisa Sharapata, CMO at BoostUp.ai, and James Kessinger, Chief Marketing Officer at Hushly, walk us through the ways of scaling your customer’s buying experience with ABM.

What we discussed:

Scaling the customer journey with company investment & technology
Working with your sales team to get the most out of your accounts
Audience questions & answers

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

979: How To Become & Stay a CMO Nov 03, 2021

Becoming a CMO is a success in itself; but retaining the role is another success entirely. To better understand why, we speak with a panel to share personal experience and what it's really like to be a CMO.

Shawn Herring, VP of Marketing at PandaDoc, Deanna Ransom, Head Of Global Marketing at Senzing, Inc., and Gaurav Bhatia, Chief Marketing Officer at PenFed Credit Union, join the panel to discuss the CMO position and some hidden truths that could help you make a more informed decision if you’re pursuing the role.

What you’ll hear:

Breaking through the ceiling to get promoted
What makes a good CMO versus a bad one
Where CMOs spend the majority of their time
Audience Q&A

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

978: How To Pick Better Customers Without Leads Nov 02, 2021

A former CEO of our guest once said, “Get me as many leads as you can; I’ll let the sales team figure it out.”

But what if those leads are mostly not interested? Time and resources could've been saved following up on smaller, more precise audiences instead. So, what led to this obsession with leads and why is it time for us to let go?

Justin Keller, VP of marketing at Terminus, discusses how to throw out lead generation in favor of ABM strategies.

Justin covers:

Understanding leads and their place in the sales journey
Coordination & cooperation w/ sales, marketing, and customer success
Optimizing for pipeline acceleration

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

977: Chess Over Checkers: Acknowledging & Leveraging Generational Diversity Nov 01, 2021

We’re living through a workforce composed of 4 generations each with its unique set of values. A 21 year old is going to have vastly different priorities than a 78 year old. So, how do you get those groups to collaborate?

Tim Elmore, Founder and CEO at Growing Leaders, Inc., discusses generational diversity and how to create harmonious relationships between the groups.

Tim covers:

Understanding generational diversity
What has shaped each generation
Leading through a pandemic

Check out this additional resource mentioned during the episode:

Timelmore.com

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

976: How To Add Value w/ Quora Content Oct 29, 2021

Most people are aware of Quora. As a marketer, though, I bet it’s not on your top ten list of things to do this year. And why should you? You have a blog and are active on Linkedin. What value could Quora bring that you don’t already have through a different channel?

JD Prater, Head of Marketing at Osmos, discusses Quora and how it’s providing high intent value to their audience. When someone is on Facebook or Twitter, they might just be scrolling through. When they go onto Quora, they’re bringing a specific question.

JD covers:

Being an evangelist at Quora & measuring success
Explaining the value of Quora for marketing & sales
How to organize good content

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

975: A Guide to ABM: 10 Lessons To Live By Oct 28, 2021

Whether you’re a new company or an established one, our speaker today has a question for you: Are you using ABM yet?

Adopting ABM is one of the fastest ways to drive a business forward. However, there are some easy missteps if you’re not informed.

Dan Englebretson, Founder and Head of Client Services at Khronos, discusses his top 10 lessons when adopting ABM to get the most out of it.

Dan covers:

Dan’s background & goals for the audience
The 10 lessons for ABM
Audience Q&A

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

974: An In-Depth Look At The Road To CEO Oct 27, 2021

Are you a dreamer, driver, or doer? Taking on a leadership role comes with its fair share of new responsibilities. Among them — going from a doer to a delegator. Learning how to delegate instead of taking on everything yourself is essential to success and future promotion.

Tricia Sciortino, CEO of Belay, discusses her journey to CEO, insight into shifting her mindset from doer to delegator, and how the COVID-19 pandemic changed company priorities.

What you’ll hear:

Tricia’s 12 year journey to CEO
Shifting mindset when taking on a new position
Keeping up with communication & cohesion through the pandemic

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

973: Keeping An Edge In The Market w/ Competitive Enablement Oct 26, 2021

Your company doesn’t exist in a vacuum. It’s a push and pull relationship with competing companies. Ignoring key aspects of direct competitors is a misstep that can inhibit the go-to-market team and, ultimately, your success.

Sudeep Cherian, Senior Director and Head of Global Product and Solutions Marketing at LinkedIn, discusses competitive enablement and how it helps his team win business.

Sudeep covers:

Internal team structure & collaboration tactics
The difference between sales enablement & revenue enablement
Finding & obtaining relevant intel on competitors
Measuring success in relation with sales enablement

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

972: A Guide To Second Chances In The Workforce Oct 25, 2021

We’ve all been given a second chance at some point in our lives. But, workplaces aren’t always so forgiving. Televerde is looking to change that — attracting, training, and developing previously incarcerated women for the workforce.

Deanna Ransom, Head Of Global Marketing at Senzing, Inc., discusses how Televerde is helping give women cutting-edge work experience and why more companies should emulate the strategy.

What you’ll hear:

Televerde’s training & employment strategy explained
Removing the stigma of incarceration
Creating diversity in the workforce
Using marketing to create brand authenticity

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

957: The Reciprocity Ring: How To Expand Your Network w/ Generosity Oct 04, 2021

In business, it might feel like the only way to get ahead is to keep your nose to the grindstone and focus on yourself.

Despite the generally held belief, the opposite is true. Being generous and asking for help in the workplace leads to quicker promotions, more money, and a happier lifestyle.

Sarah Allen-Short, Vice President of Give and Take, discusses this idea that the best employees lead with generosity and how to incorporate it more into your daily routine.

Sarah covers:

Why generosity and asking for help works
Expanding your network with the reciprocity ring
The reciprocity ring exercise

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

971: Keeping ABM Relevant To Build Relationships Oct 22, 2021

As a marketer you want to take pride in your brand; and, while you want to build relationships and interest, it’s important to know how to keep your message from sounding like spam.

Tyler Lessard, VP of Marketing and Chief Video Strategist at Vidyard, joins the show to discuss his strategy on how to do account based marketing effectively in a way that engages the audience.

What you’ll hear:

Targeting the right accounts
Explaining the 4 steps to better engagement
Automation & scale w/ ABM
Audience Q&A

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

970: Uncovering the Dark Funnel For Marketing Gain Oct 21, 2021

The move to digital has changed the marketing function and has created gaps that marketers need to be aware of. Without a firm understanding of how to capture the initial attention of the customer, you’re leaving revenue on the table.

Chris Walker, CEO at Refine Labs, discusses these gaps and his new framework to uncover the dark funnel.

Chris covers:

Acknowledging the gaps
Developing a new framework for marketing
Audience questions & answers

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

969: How To Use The 3 As Approach to MarTech Oct 20, 2021

If you want your revenue and sales to grow, applying analytics, automation, and attribution to your MarTech stack is the way to do it; and our host and guest are here to show you how.

Renee Catania, Brand Manager, Commercial Laundry at Whirlpool Corporation, and Liz Brohan, Chief Executive Officer at CBD Marketing, discuss how to align marketing strategies and Whirlpool’s integration techniques.

Renee covers:

Aligning the MarTech stack to the buyer’s journey
Connecting analytics, automation & attribution to sales success
Integration across the campaign & different platforms

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

968: How To Be a Better Sales Rep w/ KAIA Oct 19, 2021

For a lot of sales reps, they’re spending more time on administrative tasks than they’d like to. To help get them back to selling faster and be fully present during a sales call, reps are starting to use a conversational intelligence tool called KAIA.

Craig Matarazzo, Enterprise Account Executive at Outreach, discusses KAIA and how it’s long list of features are so beneficial.

What you’ll hear:

Host introduction
The benefit of using KAIA
Audience questions & answers

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

967: A Conversational Guide to Category Buidling Oct 18, 2021

In this open forum conversation, we break down the myth of around category building — where most people get confused and how to better define the experience a company is building.

Christopher Lochhead, Co-Creator of Category Pirates, Kevin Maney, Partner at Category Design Advisors, and Al Ramadan, Founder and Category Designer at Play Bigger, join the show to discuss category building it’s all its finer details.

The three cover:

Common category building mistakes
When to use category design and when to avoid it
Driving market cap for growth companies
Inviting analysts into the cycle
Audience questions & answer

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

966: Taking Calculated, Professional Risks to Promote Growth Oct 15, 2021

Most people lean towards a high paying job with the intent to retire as early as possible. But, what happens when you’ve been sitting on a beach for 6 months bored out of your mind? Taking a low paying job in a field you’re passionate about might feel like a huge risk — but it could just as easily be the ticket to a lifetime of happiness.

In this episode, we summarize the interview with Autumn Coleman, Lead Solution Engineer at Salesforce Marketing Cloud, touching on professional risk and knowing the right time to take it.

What we discuss:

Defining professional risk
Finding your professional happiness
Creating the right mindset

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

965: Launching ABM for SMB: Questions & Answers Oct 14, 2021

In this special B2BSMX Q & A episode, we are talking all about ABM and how to launch it for SMB.

We speak with Jessica Fernandez - Manager, Growth Marketing at Rapid7, Muhammad Yasin - EVP, Marketing PERQ, and Ashley DuBois- B2B Marketing Manager at United Airlines about their experience with ABM. After introductions and overview, we dive into the Q & A with the audience.

Justin’s Panel covers:

What marketing training they’re tired of
The differing structure of go-to-market teams
Audience questions & answers

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

964: Targeting Audiences w/ Person-Based Advertising Oct 13, 2021

Are your advertising dollars helping enable your sales team to sell to the target audience 100% of the time? Or are you missing the mark and wasting resources? If you want a strong performance from your ads that brings in C-Level leaders, person-based advertising is the way to do it.

Dmitri Lisitski, CEO at Influ2, and Marcus Ackerland, Senior Manager, Performance Marketing at Amplitude, discuss person-based advertising and how it can align sales and marketing.

Dmitri and Marcus cover:

Explanation of person-based advertising
Examples of use-case and successes
Key takeaways at a high level

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

963: Making the Sale w/ The Science of Scale Oct 12, 2021

Very few businesses have been able to sell one product to a market through one channel. They’ve had to branch out — looking at expanding products or finding new markets and channels. Sadly, most of these expansion opportunities fail. But why?

Mark Roberge, Managing Director at Stage 2 Capital, discusses predictable growth strategy and how the framework can help increase the successfulness and speed of these expansions.

Mark covers:

Why your new product launch isn’t going well
The science of scale
Defining product market fit

Credit the above framework to Michael Tushman and this article from HBR: https://hbr.org/2004/04/the-ambidextrous-organization

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

962: How To Up Your Interviewing Game in Marketing Oct 11, 2021

We all like to think that we’re above average drivers, right? But, realistically, that can’t be the case for everyone. The same can be said about interviewing for a job. Are you really as prepared as you think you are?

Abdul Rastagar, GTM Lead at Benchling, discusses why we tend to think we’re better than we are and what makes a truly good marketing candidate, whether they’re just starting out or have been in a game for a while.

Abdul covers:

Bringing data & narrative to interview
Biggest mistakes that candidates make
Q&A w/ the audience

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

961: Using the Art of Differentiation to Build a Better Brand Oct 08, 2021

What makes you buy one loaf of bread over another? They’re both bread right? When a brand differentiates itself from another, the choice is easy. Ignoring the art of differentiation can leave your loaf stale on the shelf.

We speak with David Brier, President and Creative Director of DBD International, about branding’s essential part of a product’s success.

David covers:

How to become scalable through writing a book
Letting a brand breathe instead of suffocate
A challenge for the audience

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

You can find Amber on LinkedIn and her website

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

960: Valuing People Over Product in Buyer Relationships Oct 07, 2021

Selling a product to a buyer in today’s market can be difficult with so many competitors offering similar solutions. The tendency is to differentiate yourself by providing detailed product messaging, but this isn’t always the case.

In this episode of our Takeover series, we hear an episode from Emisary's "ABM Mythbusting Series".

Bernard Brower, Former VP IT North American Consumer Group, Global R&D - J&J, discusses what a buyer is really looking for and how to foster future sales.

Bernard covers:

Missing the mark with product messaging
Tipping the scale with similar products
How a marketer stays top of mind
What to look for in a product pilot

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

959: CMO Secrets: How To Know If It’s Right For You Oct 06, 2021

Less than 1% of marketers have a shot at becoming CMO — a hard statistic, but one that can guide a marketer either way. Learning more about the CMO can help you realize that the role isn’t for you; or, if it is, help you boost your chances.

Sangram Vajre, Host of the Flip My Funnel Podcast at Terminus, discusses what it takes to be a CMO and how to get there for those inclined.

Sangram covers:

The secret CMO formula
5 questions for the audience
A challenge for the audience

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

958: Prospecting Emails: Strategies to Stay Relevant Oct 05, 2021

You’ve probably received one or two prospecting emails over the past week. But the question is: have you opened them or sent them directly to your trash? Only 62% of people say they will possibly open an email and marketers are trying to figure out how to be one of the lucky few.

In this episode of our Takeover series, we hear an episode from Emisary's "ABM Mythbusting Series".

Mike Conley, Former CIO Optim, currently CTO United Health Group, discusses the ways to get potential customers to open the emails and how to maintain those relationships once you have them.

Mike covers:

Prospecting email mistakes
Focusing on the wins
Asking for permission

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

956: Chief Evangelism Explained: Insight & Opinions Oct 01, 2021

A technical evangelist and a marketing evangelist will each sit down to write a blog post about what evangelism is — and they’ll both be right. In a position that defines itself by what needs to be reacted to, the role can be complicated to explain.

We speak with Dave Isbitski, Principal Developer Advocate for Amazon Web Services, about what it really means to be an evangelist and be at the forefront of the voice-first revolution.

Dave covers:

What evangelism means to Dave
Understanding the voice-first revolution
2 specific questions for David & an audience challenge

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

955: How To Become a Budgeting Insider Sep 30, 2021

There’s a common sentiment that if it’s not in the budget, it won’t happen. However, after surveying over 100 emissaries, the days of strategizing appropriate times to market to clients through the fiscal year might be over.

In this episode of our Takeover series, we hear an episode from Emisary's "ABM Mythbusting Series".

Sara Nunez, Chief Executive Officer at Dream To Succeed US, discusses how funding out-of-cycle is no longer a big deal and what that means for investments and customer needs.

Catherine covers:

How budgeting is changing
Getting budgeting attention as a marketer
Why loyalty is more important than sales

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

954: How To Focus Ad-Spending in a COVID-19 World Sep 29, 2021

It’s no secret that the COVID-19 pandemic has changed how we all live our lives and interact with businesses. Adjusting to the change and knowing where to focus ad-spending can be the differentiator for the future of your company

We speak with Jillian Ryan, Senior Director, Content Strategy at Brightcove - formerly Principal Analyst at E-Marketer, about best practices for ad-spending in a COVID-19 world.

Jillian covers:

The pandemic’s impact on the B2B sector
Exclusive E-Marketer estimates for B2B spending
Industry estimates in regards to their advertising
Best practices to target your audience

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

953: Flipping the Narrative on Procurement Management Sep 28, 2021

Avoid procurement at all costs — this has been the sentiment among sales and marketing teams as they try to show value and secure advocates. However, after some executive tech buyer polling, building relationships with procurement partners may be a good idea.

In this episode of our Takeover series, we hear an episode from Emisary's "ABM Mythbusting Series".

Catherine Kelly, General Manager, Operational & Commercial Excellence, CP Operations at Shell, discusses how procurement has changed and what benefits it has to your company today.

Catherine covers:

Procurement’s change in value
How procurement has become more strategic with technology
How to maintain a long relationship with procurement

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

952: Unlocking The Full Potential Of ABM Sep 27, 2021

We all know what ABM is, right? It’s sending out generic emails to customers but auto filling their name at the top so they feel special.

...we must do better.

ABM is about genuine personalization, not the faux-attempts that plague the space and everyone can see through.

We speak with Jimit Mehta, Head of ABM at CommerceIQ, about the idea of hyper-personalization at scale using ABM to its full potential.

Jimit covers:

Understanding hyper-personalized ABM
Getting the most out of personalization automation
Consistent data testing

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

951: Pay The Price, Reap the Rewards: Tips for Positioning Sep 28, 2021

Are you effectively positioning yourself to grab your audience’s attention? Unless you’re finding a way to solve your audience’s problems before they even have to ask, you may be doing something wrong. Make sure you stand for something.

We speak with Seth Godin, Founder and CEO of Do You Zoom, about positioning and how to effectively stand out rather than be generic.

Seth covers:

Discussing the idea of positioning
How to stand out in marketing
If you’re not a community, you’re simply a commodity

Check out this additional resource mentioned in the episode:

This Is Marketing by Seth Godin

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

950: Indefinite Momentum: Steps For Post-Launch Sep 23, 2021

What makes for a good business launch? Is it when the vision plans match the outcome? Or is it about the learnings along the way — realizing all the ways the company has come together and how to stay on track into the future?

In this final episode of this takeover miniseries, Jonathan Gandolf, Co-Founder & CEO, and Brett McGrath, VP of Marketing of The Juice, join the show to discuss some insight on launch planning and keeping the business momentum rolling indefinitely.

Jonathan and Brett cover:

Handling a high volume of work during adoption
A deep dive into launch planning
Plans for post-event momentum

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

949: The 7 Key Elements of Marketing Strategy Sep 22, 2021

Taking a look at your annual marketing plan, you may be apprehensive to uproot it, even in favor of a slightly improved plan. So what can a marketing team do in lieu of timely restructuring? Improve the template rather than replace it.

We speak with Pam Didner, Founder at Relentless Pursuit, about the 7 key elements of marketing strategy and how to integrate them into existing marketing plans or to give a framework for those who have yet to adopt a plan.

Pam covers:

Understanding marketing plans
The 7 key elements of marketing strategy
Final thoughts for the audience

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

948: How To Build Momentum Before & After Launch Sep 21, 2021

Building business launch momentum is one thing; but, keeping that momentum rolling after launch is another. When momentum is so intangible, are there specific strategies a company can use or is it a guessing-game?

Jonathan Gandolf, Co-Founder & CEO, and Brett McGrath, VP of Marketing of The Juice, join the show to discuss momentum — touching on it in a previous episode, Jonathan and Brett take a deep dive, looking at momentum before and after launch.

Jonathan and Brett cover:

Managing passionate chaos
Pros & cons to building business momentum
Handling momentum after the launch

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

947: How To Switch To a Demand Unit Waterfall Sep 20, 2021

Switching from a traditional demand waterfall to a demand unit waterfall comes with its fair share of challenges. Reaching out to the community for additional support is a good way to ease the transition — allowing activation of the entire buying committee within target accounts.

Joining the show from Bazaarvoice, Jen Leaver, Senior Global ABM Manager, and Kate Hahn, Director of Global Demand Generation and Retention, discuss current challenges and how to solve them.

In this episode:

Challenges of moving into a demand unit waterfall
Listing out marketing problems to address
Discussing audience solutions

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

945: Launch Momentum: Insight & Strategies Sep 16, 2021

The launch of a company is a big deal, but if preparation hasn’t been taken to build momentum up to that launch, you’re wasting valuable time. Think of every musical artist that leaked a few songs to hype up their upcoming album.

Jonathan Gandolf, Co-Founder & CEO, and Brett McGrath, VP of Marketing of The Juice, join the show to discuss why launch should never be just a one-day event.

Jonathan and Brett cover:

Building momentum to the launch
Buying the company, not the product
Discussing the vision for the launch

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

946: How to Become “Indistractable” Sep 17, 2021

It’s a fact of life: we all get distracted. Think of all the times you’ve watched television instead of exercising like you said you would; or, thinking about lunch instead of the meeting you’re in the middle of. Why do we make so many promises that we seem unable to keep?

We speak with Dr. Nir Eyal, Author of Hooked and Indistractable, about his strategies for controlling attention to get more out of our workplace and personal experiences.

Dr. Nir covers:

Understanding why we get distracted
The 4 pillars of distraction
Key Takeaways for the audience

Check out this additional resource mentioned in the episode:

www.nirandfar.com/indistractable/

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

944: A How-To Guide to Sales & Marketing Alignment Sep 15, 2021

We all know that aligning marketing and sales is a surefire way to improve the ability to close deals and retain customers. So, why aren’t more people doing it? To say it plainly: finger pointing.

We speak with Melton Littlepage, Former SVP of Marketing at Tenable and current CMO at Outreach, and Kate Adams, Former VP of Marketing at Drift and current SVP at Validity Inc., about why we’re getting stuck and missing out on the advantages of alignment and strategies to curb this.

Melton and Kate cover:

Why sales & marketing struggle to align
Deep dive into Tenable
Actionable steps to improve alignment

Check out this additional resource mentioned in the episode:

Drift.com

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

943: A Few Great Customers: The Importance of Pre-Launch Relationships Sep 14, 2021

In the early stages of company growth, it might feel like your attention is being pulled in a million different directions; but don’t let that distract you from the benefit that a few great customers can give during pre-launch.

We speak with Jonathan Gandolf, Co-Founder & CEO of The Juice, about his experience in the early days at The Juice and just how valuable customer relationships really are to the success of the business.

Jonathan covers:

Discussing founder-led sales
Customer confidence & expectations
Passing the torch on customer relationships

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

942: Marketing Mistakes: How To Pivot & Succeed Sep 13, 2021

We all make mistakes and marketing is no exception; but, learning from those mistakes, adjusting for the future, and implementing future strategies is the difference between failure and success.

In this special Q&A episode, we speak with various members of the PEAK community about marketing mistakes, Q1 wins, and strategies to improve upon moving forward.

We discuss:

Biggest mistakes made as marketers
The COVID-19 pandemic impact & other key changes on Q1
Discussing strategies for moving forward

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

941: Pumping Up Performance in the Workplace Sep 10, 2021

What kind of employee would you want in your business? A person unhappy with their job but stays because of the paycheck and security? Or a person who quits, knowing that the position isn’t right for them?

We all want better performance in the workplace, but becoming frustrated at the steps to get there, like letting talented yet unhappy employees quit, is counterintuitive.

We speak with Bob Glazer, Founder & CEO at Acceleration Partners, about performance in the workplace, acknowledging unhappy employees, and how to accept blame into your life.

Bob covers:

Defining performance in marketing
Toxicity & culture in the workplace
Accepting blame & owning the result

Check out these additional resources mentioned in the episode:

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

940: A How-To Guide to Finding Your Brand’s Message Sep 09, 2021

The message of your business plays a big part in developing connections with your audience. But, where do you turn for inspiration when choosing your message? Listening to your audience and letting them define your message is the best way to reflect their needs.

We speak with Jonathan Gandolf, Co-Founder & CEO of The Juice, about early initiatives in creating the brand message and best practices for finding that message.

Jonathan covers:

100 conversations w/ 100 marketers
Team building’s influence on pivoting the message
Sticking w/ a consistent message

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

939: Finding Your Best Customers w/ Predictive Orchestration Sep 08, 2021

What if I said you have a hidden funnel of buyers under your radar — the ones doing research before ever reaching out to you? Now what if I said there’s an automated solution to identifying those leads? That’s what our guest today is here to talk about.

We speak with Andrew Mahr, Chief Customer Officer at Triblio, about predictive orchestration — what it means and how it can help unmask potential customers with marketing campaigns before they ever reach out.

Andrew covers:

Understanding predictive orchestration
A discussion w/ Rich Whittington
Takeaways for the audience

Check out this additional resource mentioned in the episode:

triblio.com/b2bsmx/

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

938: Being Intentional About Your Brand Message Sep 07, 2021

We’ve all had to deliver a speech sometime in our lives; and, over time, the more we publicly speak, the better we get. But, once we step down from the stage, that confidence doesn’t always stick around. How, then, do we build that confidence to deliver a brand message?

We speak with Monique Russell, Training & Communication Consultant | Leadership & Relationship Development Coach at Clear Communication Solutions, LLC, about how confidence in communication is an internal struggle rather than something improved upon behind a podium.

Monique covers:

A communication myth & understanding validation
Mistakes to avoid with communication
Next steps for the audience to find their voice

Check out this additional resource mentioned in the episode:

The Success Principles by Jack Canfield

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

937: Revenue Rules: A Step by Step Guide Sep 06, 2021

Gone are the days when the marketing budget and revenue aren’t measured closely. In today’s world, revenue is the standard by which every marketer stands by; and because it’s so important, our guest has put together a revenue how-to.

We speak with Cody Ward, Senior Director, Demand Generation Marketing at Conexiom, as he explains his 30 revenue rules and why they’re crucial to marketers.

Cody covers:

Introducing the 30 revenue rules and why we need them
Explaining the rules
Audience questions & answers

Check out these additional resources mentioned in the episode:

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

936: Why Great Leaders Serve Others First Sep 03, 2021

What does being a leader really mean?

Is it the title? Is it the responsibilities? Is it the number of people you’re in charge of?

Determining your definition of a leader could help you serve people better and, ultimately, make a bigger impact.

In this episode of #FMF, I catch up with my good friend Patrick Lencioni. Patrick is the founder and president of The Table Group, a firm dedicated to helping leaders improve their organizations’ health.

He’s also the author of numerous books including The Five Dysfunctions of a Team, The Ideal Team Player, and the forthcoming The Motive.

Here’s what we’re unpacking today:

Defining what a leader is and why it matters
Seeing your job as a verb instead of a noun
Why doing the difficult things sets a leader above the rest

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

935: The Power of Podcasting as a Business Development Tool Sep 02, 2021

The COVID-19 pandemic has changed many aspects of everyday life. One of the biggest: how we communicate with each other. The surge in recent podcasts is no surprise as we scramble to connect with our friends and peers. And while the fee for entry into the podcasting world is cheap, you have to have a passion for it to succeed.

We speak with Adam Posner, Founder & President at NHP Talent Group, who shares his experience in podcasting and advice on the digital age of talent recruitment.

Adam covers:

A podcast myth & Adam’s podcasting start
Positives & negatives of talent recruitment in the digital age
Understanding the power of podcasting

Check out these additional resources mentioned in the episode:

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

You can find Amber on LinkedIn and on her website, amplifyology.com

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

934: How to Create Contagious Kindness in Business Sep 01, 2021

As a business, how do you hire? For talent? For experience? What about kindness?

What if leading with kindness and mindfulness helps employee retention, brand loyalty from customers, and creates a team where everyone feels trusted?

Alicia Esposito, Director, Content + New Media @ G3 Communications, talks with Cole Baker-Bagwell, Founder & Chief Kindness Advisor at Cool Audrey, Inc, about her experience working in an environment that prioritizes kindness and mindfulness and all the benefits that come from it.

Cole covers:

How kindness & mindfulness can change business
Definitions & implementation strategies
Tips & tricks for the audience

Check out this additional resource mentioned in the episode:

coolaudrey.com

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

929. Modern Strategies to Align Sales & Marketing Aug 31, 2021

Removing the departmental silos within any organization should be a top priority for any business; but it’s easier said than done.

What are some measurable processes that organizations can integrate and objectively benefit from?

In this episode, Jeff Davis, Associate Director of Business and Brand Strategy at AbbVie, discusses how to align sales and marketing more effectively to add value to every stage of the buyer’s journey.

Jeff covers:

Misalignment in an organization
The modern buyer seller relationship has changed
Helping buyers make decisions
The buyer’s journey is not a lead handoff process

Check out these resources mentioned during the episode:

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

933: The Guide to Creating Transparent & Connected Leaders Aug 31, 2021

Anyone can be a good leader, but what does it take to be a great leader? Knowing exactly how to step up your leadership game can be challenging if you’re not sure where to focus your energy. Luckily, our guest today knows all the tips and tricks.

In this takeover series episode, Amber Khan speak with Angela Raub, Chief Executive Officer at fieldXperience, who shares insight into what she considers the defining characteristics of a great leader and how to become one if you’ve fallen short.

Angela covers:

To lead with or without emotion
Building teams that look up to their leaders
Remote Work & fostering generational relationships
Enabling everyone to be a positive leader

Check out these additional resources mentioned in the episode:

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

You can find Amber on LinkedIn and on her website, amplifyology.com

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

932: How To Know Your CFO: Tips & Tricks to a Better Relationship Aug 30, 2021

E931: Shifting Focus from Getting to Giving in Business Aug 27, 2021

When selling a product, many get hung up auxiliary concerns; simply put: someone will only buy your product if it adds value to their life. The only true way to further your own self interest is to put other’s self-interest first.

In this episode, I talk with Bob Burg, Hall of Fame Keynote Speaker and Bestselling Coauthor of The Go-Giver. We discuss Dunkin’ Donuts, storytelling, cost, and understanding how value is the key to any successful product.

We discuss:

A deep dive into The Go-Giver
Shifting from getting to giving
The idea of selling on price and defining value
Understanding networking

Check out this resource mentioned during the podcast:

Shout out to Co-Author of The Go-Giver, John David Mann

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

E930. Unlocking Data: How Organizations Are Recognizing Data’s True Benefit Aug 26, 2021

Data has always been around, but the effort to understand data has only become the focus in the last five years. Businesses are starting to realize they need the freedom to adjust due to outside events like the COVID-19 pandemic.

Only then can they provide the first-rate customer experience that all organizations are reaching for.

In this takeover series episode, Amber Khan talks with Jason Foster, CEO at Cynozure, about the evolution of data, businesses focusing on becoming more adaptable, and building a customer experience that reflects the customer.

What we discuss:

Debunking the biggest data myth
Data’s importance in today’s world
Strategies to improve customer experience & outdated data ideas
Regaining customer confidence

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

You can find Amber on LinkedIn and on her website, amplifyology.com

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

928. Product-First Marketing: Product Experience Is Your Brand Aug 25, 2021

Most marketers, if you asked for the number one thing you’d really want to understand in their field, will probably roll their eyes, look at you like you’re stupid and say something like: “Your buyer persona,” or even, “The market, duh.”

And most marketers would be wrong…

What you need to understand more than anything else is your product.

In this Takeover episode, host Amber Khan speaks with Dirk Schart, Chief Marketing Officer & President at RE’FLEKT, who is championing product-first marketing — an approach that creates more cross-team collaboration and, ultimately, more successful marketing

They discuss:

Why writing about your product is not the same as understanding it
Why marketers need to work more closely with product development teams
Practical ways to shift to a product-first mindset

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

You can find Amber on LinkedIn and on her website, amplifyology.com

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

927. What Does a CEO Look for in a CMO? Aug 25, 2021

In this LinkedIn Live episode, our panel — including a CMO-turned-CEO, Mark Stouse — discuss what a CEO looks for in a CMO, why metrics and analytics are the backbone of any organization, and how to think about data.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

925. Showing Up Consistently & Authentically for Brand Success Aug 19, 2021

Your top competitor out-sells you month after month. After all the blood, sweat, and tears poured into your product, it feels cosmically abhorrent to allow the injustice.

Or said another way: what gives?

You can have the best product in the world and still undersell if the branding lacks in comparison—what makes your product different from every other on the market?

In this takeover series episode, Amber Khan talks with David Brier, President and Creative Director of DBD International, about branding’s essential part of a product’s success.

What we discuss:

Discussing branding myths & David’s background
Differentiating from the competition
Avoiding branding mistakes
Crafting a brand story and gaining attention
Pointing out branding mistakes

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

You can find Amber on LinkedIn and on her website, amplifyology.com

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

926. Profiling What Makes a Sensational Leader For Others to Imitate Aug 20, 2021

What makes a sensational leader? Is it enthusiasm? Public speaking skills? If we could pick out the specific characteristics, could we then create a profile that other leaders can mimic?

In this episode, I talk with Duane Cummings, Chief Executive Officer at The Sensational Group. We discuss how disrupting the leadership standard is leading to better communication throughout company teams and innovation.

In this episode we discuss:

What makes a sensational leader & speaker
Pinpointing specific characteristics that make a great leader
A challenge for the listeners

Check out this resource mentioned during the podcast:

The Sensational Leader by Duane Cummings

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

924. Understanding Culture to Avoid Isolating Target Groups Aug 18, 2021

If you want to grow your business, you have to look at the soil of your organization — culture. Without fertile soil, your business cannot grow.

However, understanding the culture of your customers can take time.

In this episode, Ricardo González, Cultural Communications Expert, discusses how to navigate culture through different stories and learn about resources that can take your selling game to the next level.

What we discuss:

The 5 elements of culture
The 6 stages of cultural mastery
Examples of successful & unsuccessful brand expansion

Check out this resource mentioned during the episode:

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

923. The Sean Connery of Business & Marketing: Better Content Tactics Aug 17, 2021

Repeat after me: Not all content is created equal. As the first ingredient of the lead generation recipe, it’s essential to get it right — but not enough on it’s own. Mixing all the ingredients of marketing together can be a subtle art: one our guest is willing to share with us.

In this takeover series episode, Amber Khan talks with Darryl Praill, CRO at VanillaSoft, about his experience in marketing and tactics to beat out the competition.

What we discuss:

Discussing content myths
Investing fears & content mistakes
Building reputation how-tos
Creating & budgeting contagious content
Future trends for content

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

You can find Amber on LinkedIn and on her website, amplifyology.com

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

922. How RevOps is Integrating into Existing Company Structures Aug 16, 2021

Many businesses are adopting the Revenue Operations role. But what exactly is RevOps? How is success measured and who do they report to? How does a company know the right time to bring on the new position?

In this special Q&A episode, I talk with Mallory Lee, Revenue Operations at Terminus, and Mark Znutas, Vice President of GTM Strategy and Operations at HubSpot. We discuss the intricacies of RevOps and why it’s so revolutionary.

What we discuss:

Introductions & the biggest myths of RevOps
How the RevOps position is measured & transitioned into
When is a company ready to invest in RevOps?
Using RevOps to align business operations
The go-to-market and RevOps connection

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

921. Sales 3.0: Car Vending Machines & The Changing Sales Landscape Aug 13, 2021

There's no question: technology has changed sales. A customer can go to a company’s website and order a product directly without ever talking with a salesperson — whether it be a new television or a bigger purchase like a car.

But not all is doom and gloom when it comes to sales automation.

In this episode, I talk with Barbara Weaver Smith, Founder and CEO at The Whale Hunters. We discuss complex sales and how businesses will continue to ask the question — how do I make my business better.

In this episode we discuss:

The difference between sales 1.0, 2.0, & 3.0
Sales enablement and technology explosion in sales and marketing
The future of technology and where salespeople fit in
A challenge for leaders

Check out this resource mentioned during the podcast:

Whale Hunting With Global Accounts By Barbara Weaver Smith

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop &

920. Building a Culture of Empathy Aug 12, 2021

Empathy is something you either have or you don’t, right?

Wrong.

Empathy is something you can build into the culture of your organization.

In this Takeover episode, host Amber Khan speaks with Claude Silver, Chief Heart Officer at VaynerMedia about the secrets to building a culture of empathy in the workplace.

They discuss:

Energy management
The effects of large world events in the workplace
Scaling empathy

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

You can find Amber on LinkedIn and on her website, amplifyology.com

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

919. ABM 360: The Way to Drive Business Outcomes w/ ABM Aug 11, 2021

ABM is all about marketing, right? I mean, it’s in the name — account-based marketing.

But ABM is more than that. Done right, it should be something that spans your whole organization.

That’s where ABM 360 steps in.

In this episode taken from B2BSMX, Alex Symos, Darryl Praill and Anamika Gupta make up an expert panel to dissect the secrets of ABM 360. Whether you’re a seasoned veteran of ABM or a new recruit, you’ll want to hear what they have to say.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

918. Precision Copy: Counting Every Word for the Impatient Reader Aug 10, 2021

Readers are getting impatient. Long gone are the days when tweets are read in great detail. In a world of skimmers, what can be done to keep the audience's attention while relaying the relevant material?

In this episode, Amber Khan talks with Lee Rowley, Founder at Lee Rowley Copybranding, about his team for the zombie apocalypse, copywriting myths, and the importance of precision writing in order to gain the trust of the audience.

In this episode we discuss:

Understanding precision writing & solving the target’s problem
How to structure persuasive copy
Copywriting strategies—formatting, empathy, description, & metaphor
Mistakes to avoid when writing copy
Finding your buyers through immersive work

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

You can find Amber on LinkedIn and on her website, amplifyology.com

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

917. Unleashing the Power of a Community of Professionals Aug 09, 2021

Nobody likes to ask for help.

But in a world where we’ve been taught that asking for help is a weakness, it’s more important now than ever before to get comfortable asking for help.

So says my latest guests, Jessica Lalley & Eden Hansing. Jessica is the founder of Voices to Connect, and Eden is the Community Manager at Peak Community, and they joined us on this episode to talk about the power of asking for help.

In this episode, we discuss:

Why asking for help is the best thing you can for your career
Why networking outside your comfort zone is so important
HOW to ask for the help that you need

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

916. How to Develop a Cultural Mindset Aug 06, 2021

Working with people of diverse cultures is a skill set that leaders need to develop. Learning how to develop cultural mastery goes beyond mere tolerance. The antithesis to hate, after all, is love.

In this replay episode, I talk with Ricardo Gonzalez, Founder & CEO at Bilingual America, about cultural mastery, transformative education, and love.

In this episode we discuss:

Having a cultural mindset and skillset
The six stages of cultural mastery
How empathy differs from sympathy
How cultural mastery can transform organizational culture

Check out these resources we mentioned during the podcast:

The 6 Stages of Cultural Mastery by Ricardo Gonzalez

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

915. How to Win on LinkedIn Aug 05, 2021

In today’s takeover episode, guest host Amber Khan talks with Career Success Coach & LinkedIn Trainer Shelly Elsliger to discuss how to win on LinkedIn and more.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

You can find Amber on LinkedIn and on her website, amplifyology.com

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

914. 5 Roadblocks that Wreck ABM Programs Aug 04, 2021

So, you want to start an ABM program?

Well, you need to know what obstacles to watch out for, so you can tackle them head-on — before it’s too late.

In this episode taken from B2BSMX, we take a look at the 5 biggest roadblocks you might face as you travel along your ABM journey.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

913. The Best Way to Share Your Story Aug 03, 2021

In this episode, guest host Amber Khan talks with Chris Piper, Head of Marketing at Scribe Media on the best way to amplify your personal brand: share your story.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

You can find Amber on LinkedIn and on her website, amplifyology.com

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

912. The Other Flywheel: Where Product, Sales & Marketing Meet Aug 02, 2021

Who owns strategy?

Is it leadership? Is it everyone?

Maybe the correct answer is no one.

In this episode from B2BSMX, Kelly Grover explores the intersection of sales, marketing and product and how true, strategic alignment can be achieved between these parts of your business.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

911. What For-Profit CEOs Can Learn from Nonprofit CEOs Jul 30, 2021

Trent Ricker, CEO & President at Pursuant Group

In this episode, we discuss:

Why solid business principles matter just as much in nonprofit organizations
How to attract the right talent to solve the most pressing problems
Why you need spend as much time listening as you do selling

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

910. How to Grow Your Business with Digital Audio Jul 29, 2021

In this episode, guest host Amber Khan sits down with Les Hollander from DAX to discuss how you can grow your business with digital audio.

--

Interested in catching Amber on her live stream? Want to keep up to date on the latest interviews from entrepreneurs all over the world? Here is where you can stay connected.

INSTAGRAM: https://www.instagram.com/meetamberkhan/

LinkedIN: https://www.linkedin.com/in/meetamber...

Website: https://amplifyology.com/

909. From IRL to URL: Embracing Virtual ABM Jul 29, 2021

The transition to social distancing and lockdowns was particularly challenging for marketers who relied heavily on events.

But it was a challenge ripe for conquering.

In this episode taken from B2BSMX, hear how GumGum tackled the shift in their ABM strategy from IRL to URL and embraced virtual ABM.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

908. Why Sports Still Matter in Uncertain Times Jul 29, 2021

It’s obviously important to think and talk about health — it’s why I run a show highlighting heroes in healthcare.

But sometimes, the best thing for your health is to stop thinking about it.

In a world beset by pandemic fears, sports can be one of the best distractions from the stress of worrying about health.

In this takeover episode, guest host Ted Weyn invited my long-time friend, Jack Curry, Sportscaster at Yes Network, onto the Heroes of Healthcare Podcast to discuss the uncertain state of sports since COVID hit — and what comes next.

What they talked about:

Jack’s incredible career journey from the New York Times until now
Why sports still matter in uncertain times
How COVID has complicated professional sports and what to expect in the future

Heroes of Healthcare is hosted by Ted Weyn.

To hear this interview and more like it, subscribe to Heroes of Healthcare on Apple Podcasts, Spotify, or wherever you listen to podcasts.

907. How Chronic Stress Impacts Your Body, Mind, & Behavior Jul 27, 2021

Our nervous system is like a car because it has two pedals — the gas (sympathetic nervous system) and the brakes (parasympathetic nervous system). We are taught how to drive a vehicle but not how to drive our brains.

This is one of the major contributors to our chronic stress... We have no idea how to apply the brakes.

In this episode, Jamie Sewell, Director of Growth at BeniComp Health Solutions, presents not only how to operate the nervous system but also techniques for controlling our chronic stress both short- and long-term.

In this episode we discuss:

The physical, mental, and behavioral expressions of chronic stress
Why breathlessness is the first sign of stress
The two “pedals” of the nervous system and how to control them
3 ways to consistently reset from stress

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

906. How to Operationalize a Word-of-Mouth Strategy w/ Jay Baer Jul 27, 2021

You've got a marketing strategy, a content strategy, a social strategy, an ABM strategy.…

But you probably don’t have a word-of-mouth strategy.

In this replay episode, I talk with Jay Baer, Founder at Convince & Convert and author of Talk Triggers, about how businesses can operationalize a word-of-mouth strategy that will keep customers talking.

In this episode we discuss:

What talking triggers are and how to use them
B2B companies that create exceptional word-of-mouth strategies
Conducting customer interviews to understand your touchpoints
Why the unexpected is the opportunity for brand differentiation

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

905. Bambū: Bringing Awareness through Medicine by Uniting Jul 22, 2021

Last year, everyday healthcare heroes shipped off to the front lines of the COVID-19 pandemic. Only, in this war, there were no banners, no flags — no symbols of unity.

For many fighting alone in a new, scary setting, that unity could have made a huge difference.

That’s why Christen Roberts, CRNA, Mrs. Georgia American and Founder of Bambū, made it her mission to provide such a symbol to the extraordinary healthcare workers risking their lives to fight for all of us.

In this episode, we discuss:

The origin of Bambū
How Christen’s message led to her pageant victory
How you can help spread Bambū’s message of resilience, hope, and unity.

Heroes of Healthcare is hosted by Ted Weyn.

904. Revenue Rockstars: Sales & Marketing Alignment Is Possible Jul 22, 2021

Oil and vinegar. Cats and dogs. Sales and marketing.

Often, it seems like sales and marketing alignment is about as likely as catching a leprechaun, but it is possible.

And companies that pull it off are guaranteed to find a pot of gold.

In this episode from B2BSMX, Jay Tuel, Sales Development, and Brian Finnerty, VP Growth Marketing, at Demandbase, help you understand how to achieve that mythical alignment in your organization.

They discuss:

Why alignment starts by focusing on pipeline and revenue
How to communication and accountability
How to get sales and marketing to really understand your ICP
How to build a playbook for repeatable processes

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

903. Battling Physician Burnout: The Role of a Chief Wellness Officer Jul 22, 2021

We’re in the business of helping people with their health...

But it’s a job that can take a toll on our own wellbeing.

How do we ensure wellness in the people spending every day making others well?

I can think of no one better to ask than Dr. Jonathan Ripp, Chief Wellness Officer at The Mount Sinai Hospital, joined by Ted Weyn, for this takeover episode.

What they talked about:

Tackling burnout in healthcare
Taking a data-based approach to wellbeing
The concentric circles impacting wellness

Heroes of Healthcare is hosted by Ted Weyn.

902. The Big Lie About Branding Costing You Customers Jul 22, 2021

You’re driving sales. You have revenue. You have a growth trajectory.

So, you’re building a brand, right?

Wrong.

To explain why, I invited master brand-builder David Brier, Chief Gravity Defyer at DBD International, onto the show — to help you separate the transactional from the actions and strategies that truly build memorable brands.

901. Three Keys to Articulating, Implementing, and Sustaining Your Brand Jul 22, 2021

Where do great ideas come from?

From people who have seen the world from a different point of view.

That’s what Hayley Berlent says. And she would know.

Hayley was born in Potchefstroom, a small town in South Africa. So small, in fact, that it only had one stop light.

Later in life, Hayley moved to the United States - New York City, to be specific - where she built a thriving career and became a brand expert. She has worked with organizations like Aetna, Memorial Sloan Kettering, and the YMCA to develop their own brands.

Now, she runs her own brand consultancy agency, The Additive Agency.

900. Pandemic Innovation: COVID Vaccine, AI, & more Jul 15, 2021

It’s time to dispel any misinformation about the COVID-19 vaccination. In this takeover episode, Dr. Eric Eskioğlu, EVP & Chief Medical Officer at Novant Health, does just that.

Plus, he and Ted discuss…

The socioeconomic effects of the pandemic
The future of AI and other advanced technologies in healthcare
Dr. Eskioğlu’s unconventional journey into medicine and his advice for new physicians

Heroes of Healthcare is hosted by Ted Weyn.

899. Five Most Common Mistakes ABM Programs Make With C-Suite Initiatives Jul 15, 2021

There’s much to be learned from the failures of implementing ABM strategies.

In this take-over episode, Rob Leavitt, Senior VP of Consulting at ITSMA and Marlowe Fenne, ITSMA LeadershipCouncil Member join us to discuss the pivotal lessons they’ve learned from getting it all wrong.

We discussed:

The power of personalization
Prioritizing time-efficiency
Providing new industry knowledge and unique perspective
Listening closely to the insights

898. Tales of Telehealth: Remote Care for Women Around the World Jul 13, 2021

Thanks to COVID, most people are familiar with telemedicine, but some healthcare heroes were using it to change lives long before the pandemic.

In this takeover episode, two pioneers — Tanya Mack, President, and Dr. Anne Patterson, CEO, from Women's Telehealth — share their insights about the past, present, and future of telehealth.

They discuss:

How Women’s Telehealth started and provides care for high-risk patients in remote areas
How COVID-19 changed telemedicine
What telemedicine will look like after the pandemic is over
The importance of vaccination for pregnant women

Heroes of Healthcare is hosted by Ted Weyn.

897. The 90 Day Plan to a Successful Implementation of Agile Marketing Jul 13, 2021

In this episode, Sangram talks with Jim Ewel, author of The Six Disciplines of Agile Marketing.

We discuss agile marketing as a whole along with its disciplines and why it is important for marketers to understand today.

896. How to Lead When You Are Not In Charge Jul 13, 2021

In this episode, Sangram talks with Clay Scroggins, author of Leveraging Influence When You Lack Authority.

895. Demystifying Healthcare Recruiting: Finding Heroes Jul 08, 2021

Every new technology comes with the fear that it will make a job obsolete.

With healthcare recruiting, that fear was sparked by fax, email and internet job boards…

But the news of the recruiter’s demise has been greatly exaggerated.

One need only look to Paul Olzak, Medical Staff Development Officer at Lake Health, to know that this is true. He joins me in the latest Heroes of Healthcare to explain what being a healthcare recruiter means in the modern world.

We discuss:

How to attract the best talent in healthcare
How recruiter outreach and internet search are evolving in the healthcare talent pool
How recruiters help each other succeed

Heroes of Healthcare is hosted by Ted Weyn.

To hear this interview and more like it, subscribe to Heroes of Healthcare on Apple Podcasts, Spotify, or wherever you listen to podcasts.

894. 6 Lessons & Struggles E2OPEN Learned Navigating ABM in 2020 Jul 08, 2021

Intrepid marketing professionals have been through a challenging time these last 18 months, with painstakingly thought-out marketing plans getting turned top over teakettle with the onslaught of the worldwide pandemic.

In this episode of Flip My Funnel, two key players in the innovative team at E2OPEN, Kathy Mammon and Annika Helmrich, unpack several of the valuable lessons and struggles they have faced and some creative tips for overcoming these challenges.

Here's a sneak peek:

Focus on content and create an influence pipeline.
Tips for increasing email open and click-through rates.
Navigate account based marketing by identifying key personas and picking the proper channels.
Get aligned with sales!
Create a vital project timeline so others can be empowered by ownership.

To hear more interviews like this one, subscribe to FlipMyFunnel on Apple Podcasts, Spotify, or your preferred podcast platform.

893. Mental Health: Caring for the Medical Community Jul 07, 2021

Mental health issues — burnout, depression, anxiety, and suicide — are multiplying in the medical community. And the stresses of COVID have only exacerbated what was already a worrisome trend.

In this takeover episode, Dr. Kellie Stecher, Co-Founder & President of Patient Care Heroes, shares what she has been doing to bring much-needed mental health resources and care to the heroes who care for us.

What we talked about:

The effects of the pandemic on her OB/GYN practice
Supporting the mental health of the medical community
Advocating for gender equity issues and a safe reporting structure for harassment and bullying

Heroes of Healthcare is hosted by Ted Weyn.

To hear this interview and more like it, subscribe to Heroes of Healthcare on Apple Podcasts, Spotify, or wherever you listen to podcasts.

892. With This Kind of Inbound, Who Needs Outbound? w/ Shawn Herring Jul 07, 2021

Having so many inbound leads that you need to filter them sounds like the Holy Grail of sales, but it’s an achievable goal.

In these volatile times, marketing teams need to work hand in hand with the sales development reps to create a powerful demand generation campaign that can drive customer engagement to dizzying new heights.

Shawn Herring is the VP of Marketing at PandaDoc, an innovative, rapidly-growing SaaS company specializing in document workflow.

891. Why Experimenting Is the New Marketing Jul 07, 2021

Question: If your company had 40 events per year instead of 1, would you improve as if you had 40 years worth of learning?

This question has to do with the benefits of an iterative approach which is one of the pillars of agile marketing.

There is a lot of confusion about what agile marketing is, and many dismiss it as just the latest buzzword. But In this episode of #FlipMyFunnel, we’re joined by Jim Ewel, former Vice President of Marketing at Microsoft.

Jim unpacks why iterative, goal-aligned experimentation is a superior strategy to large expensive campaigns.

890. What Frontline PAs Can Teach Us About Resilience Jul 01, 2021

It’s no secret frontline workers had it rough in recent months.

They put their wellbeing on the line for ours.

But how do they deal with the strain of such a demanding job?

It’s a problem that vexed Heather Isola, Director of Physician Assistant Services at Mount Sinai Health System, in the early days of the pandemic — but ultimately, it boiled down to one thing: building resiliency.

In this Heroes of Healthcare takeover episode, Heather and Ted Weyn discuss resilience and how to build it in your healthcare teams.

889. Maximize the Channel Engagement Jul 01, 2021

Be honest.

How often do you log into Amazon, and look at the “suggested for you” products? Probably more often than you’d like to admit right?

Because personalization works. It’s all over the B2C world, but it takes a little more intentionality in the B2B world, specifically in the world of partner portals.

In this episode, Cindi Johnson from Tanium, lays out in detail what a personalized portal should look like, and the steps required to get there. She also talks about:

The 5 Ps of developing, implementing, and growing a personalized portal experience
Why you’re going to have to crawl before you walk when it comes to building a personalized portal, and why that’s okay
The importance of promotion in personalizing a partner portal
Why sometimes the “five times” rule isn’t enough

To hear more interviews like this one, subscribe to FlipMyFunnel on Apple Podcasts, Spotify, or your preferred podcast platform.

888. Call to Arms: One Doctor’s Courage During Crisis Jun 29, 2021

When a crisis strikes, how do you react?

For many healthcare professionals, a crisis is a calling.

That was the case for Dr. Juan Cucalon, Board-Certified Anesthesiologist, when COVID-19 hit earlier this year.

In this takeover episode, guest host Ted Weyn talks with Dr. Cucalon, who shares why he couldn’t just sit by and do nothing while a pandemic was raging.

They discuss:

How and why Dr. Cucalon stepped up to respond to COVID-19
The challenges in treating a new virus
Why a second wave didn’t surprise Dr. Cucalon

Heroes of Healthcare is hosted by Ted Weyn.

887. Personal Branding, & The Framework of Reason w/ Dale Dupree Jun 28, 2021

When it comes to building a personal brand, what should you be doing? What should you NOT be doing?

Through the COVID-19 pandemic, sales people have had to get more creative, agile, and flexible when it comes to getting in front of future customers, and let’s face it, if you don’t have a personal brand, you’re starting the race with your shoes tied together.

Dale Dupree, Founder and CEO of The Sales Rebellion, shares his views on a host of topics, but chief among them:

Why personal branding can make such a big difference
Why today’s modern sales professionals are focusing on the wrong thing
Not taking NO for an answer (but in a respectful way)
His new book, The Framework of Reason

This post is based on a podcast episode with Sangram Vajre. To hear more interviews like this one, subscribe to FlipMyFunnel wherever you listen to podcasts.

Connect with Dale at https://www.linkedin.com/in/copierwarrior/.

886. How to Be Humble & Still Run Amazing Social Media Campaigns Jun 28, 2021

Most companies are using social media, but that doesn’t mean they are using it correctly.

There’s no single secret formula to having successful social media campaigns, but there are some methods you can use to increase your likelihood of success.

We spoke with Caitlin Angeloff in this episode of the #FlipMyFunnel podcast about modern companies embracing social media, a solid social media framework, and the types of social media that work best for B2B companies.

885. COVID-19, NYC: Lessons in Preparedness Jun 24, 2021

What was it like at Mount Sinai Health System in New York in early 2020? The leadership decisions directly affected the patients, staff, first responders, and public who were fighting against COVID-19 before we even had a way to test for it.

Nobody argues this point anymore: Emergency management for health systems is of the highest importance.

In this takeover episode, Ted Weyn, host of the Heroes of Healthcare podcast, talks with Dr. Marc Napp, SVP & Chief Medical Officer at Memorial Healthcare System, about his experience leading emergency management as SVP & Deputy Chief Medical Officer at Mount Sinai Health System during 2020.

They discuss:

Building emergency management capabilities
Realizing COVID was indeed a crisis
A few components of emergency management
The second wave of emergency response: social responsibility

884. Driving Sales & Marketing Alignment to Fuel the Revenue Engine Jun 24, 2021

Buyers are changing and channel marketing must evolve quickly to meet and exceed these new expectations.

A key phrase today is “customer obsession.” Customers demand openness and transparency, as well as highly personalized experiences. True marketing leaders will expand their priorities and support strategies that build trust and an intuitive, natural customer life cycle.

Maria Chien, Vice President and Executive Advisor for Channel Marketing Strategies at Forrester, delivers some key insights on partner enablement, the changing B2B landscape, and shifting perspective of the customer experience.

Here's a sneak peek:

Marketing leaders need to be open - not just open for business, but open to new ways of doing business and new partnerships.
Buyers are looking for personal connections and expect suppliers and their partners to work with them on that shared set of goals through the pre- and post-sale experience.
Enhance channel and partner marketing capability, and enable partners to give buyers streamlined, personal, and relative engagement.
Design and optimize customer loyalty, communication, and engagement strategies that increase retention and reduce churn.

883. When the Pharmacy Was Your Doctor Jun 22, 2021

As part of our Takeover Series, welcome Ted Weyn Jr., host of Heroes of Healthcare, as he interviews his father and retired pharmacist Ted Weyn, Sr., about the vital role local pharmacies once played in public health.

Here's a sneak peek:

Common medicines like headache relief or cough syrup were made by hand daily.
Pharmacists once acted as nurse practitioners, providing basic medical care to underserved areas.
In NYC, Weyn Sr.'s pharmacy near the United Nations was the cornerstone of neighborhood well-being.
Hilarious anecdotes from Weyn Sr. from his many years as a pharmacist, business owner, and pillar of the community.

To hear more interviews like this one, subscribe to FlipMyFunnel on Apple Podcasts, Spotify, or your preferred podcast platform.

882. Rethinking Business Models: Adapting to the Digital Landscape w/ Michael Kostow Jun 21, 2021

Businesses have had to adapt to the changing landscape caused by the COVID-19 Pandemic. From remote work to company culture, businesses share success stories and inspire others to learn from their reboots.

Michael Kostow, EVP & GM, Marketing Cloud at Salesforce, joins the show to discuss how he has navigated the COVID-19 Pandemic and to share others’ journeys:

How Salesforce Handled the 2020 Pandemic
Salesforce Events Moving Into 2021
Success Stories & Strategies of Businesses Already Rebooting

881. Leadership, Trust & Small Wins (w/ Reggie Rivers) Jun 21, 2021

What if you didn’t have to wait until you were “in charge” to lead those around you?

Authority doesn’t always equal leadership.

Regardless of your position, you can start leading now.

Reggie Rivers is a former running back for the Denver Broncos and currently a keynote speaker for his company Corporate Kickoff. In this episode of the #FlipMyFunnel podcast, Reggie joined us to talk about leadership, trust, and celebrating small wins.

880. COVID-19’s Impact on Under-Resourced Communities Jun 17, 2021

Bridging healthcare gaps in underserved communities comes with unique challenges, including socio-economic misalignment. In today’s episode, Rashard Johnson, President at Advocate Aurora Health and guest host, Ted Weyn, unpack what this means and how they are addressing on the southside of Chicago.

Heroes of Healthcare is hosted by Ted Weyn. To hear this interview and more like it, subscribe to Heroes of Healthcare on Apple Podcasts, Spotify, or wherever you listen to podcasts.

879. The P2P Ecosystem: A Crash Course Jun 17, 2021

In this episode from B2BSMX, John Guido, Founder of P2P Global, hosts a panel discussion with members of P2P Global about partner to partner engagement, drawing on his years of experience working with a host of different solutions providers.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

878. Taking the First Steps Into the Mobile Experience Journey Jun 15, 2021

While companies continue to invest in the digital transformation through desktop sites, many are ignoring the same level of investment in mobile apps.

This can be a costly mistake as more consumers prefer to use their phones for purchases; if a company's mobile site & app experience is less than the consumer expects, they might turn elsewhere.

Samir Kumar Sah, host of The Experience Business podcast, discusses the critical importance of mobile app investment and 7 key steps to a mobile-first strategy.

877. Innovation and Erasing Fear with Natalie Born Jun 15, 2021

Investing in innovation is crucial for success, especially in today’s world. But fear can hold back even the boldest leaders.

People today are burned out, zoomed out, and tired - but this is the perfect time to transform your business and leverage design thinking, rooted in the idea of putting the customer in the center of everything. Internal customers are just as vitally important.

In this episode, Sangram Vajre, author and trailblazer, and Natalie Born, VP of Innovation at Territory Global and a masterful storyteller, delve into the concepts behind the Art of Corporate Innovation.

876. 3 Specific Ways to Make Your Organization More Productive Jun 11, 2021

In this episode, Sangram talks with Sweet Fish's very own Andrew Hurley on simple ways to make your organization more productive.

875. How Does Podcasting Enhance B2B Customer Relationships? Jun 11, 2021

Podcasting has taken off immensely, not just as a way for people to showcase their interests, but as a revolutionary new medium for building powerful relationships with prospective clients through Content-Based Networking.

In this episode, Samir Kumar Sah, CEO and founder of Pritbor, and James Carbary, Founder and Executive Producer at Sweet Fish Media, discuss the impact and background of this framework for creating organic and engaging content that also boosts revenue.

Listen to Sah and Carbary dive deep into:

The history behind Content-Based Networking and how to turn listeners into customers.
A masterful framework on featuring prospective clients as podcast guests, which fosters a unique, long-lasting relationship.
Exactly what businesses need to begin podcasting and how to produce content that makes your guest a thought leader in their field.

OPTIONAL: Check out these resources we mentioned during the podcast:

Podcasting for Business: A 26-Step Process
James Carbary, Founder and Executive Producer at Sweet Fish Media
Samir Kumar Sah, CEO & founder of Pritbor

To hear more interviews like this one, subscribe to FlipMyFunnel on Apple Podcasts, Spotify, or your preferred podcast platform.

Click here to listen to The Experience Business podcast.

874. Check Point Engage Jun 09, 2021

873. Adapting Your Customer Experience for the Post-COVID World Jun 08, 2021

Due to repercussions from the worldwide pandemic, many businesses had to close their doors forever. The ones who will survive and thrive are the ones who have adapted to the new reality by using technology to become closer to their customers.

Join CEO & founder of Prtibor, the eminent thought leader Samir Kumar Sah, for some fascinating insights on how to revamp your CX to more closely mirror the world today.

872. Top 3 Best-Performing ABM Strategies w/ Daniel Englebretson Jun 07, 2021

I (Sangram) put up a poll on LinkedIn.

What, I asked, is your top ABM strategy?

Almost 1,000 people responded. The results:

Demand gen - 60%
Velocity - 17%
Expansion - 14%
Retention - 9% (this one shocked me)

I wanted to talk to someone about these and get insights into what I uncovered.

In this episode, Daniel Englebretson, a 10x Award-Winning, 2019 Innovator of the Year, and best-in-class ABM practitioner, joins me (Sangram) to discuss the 3 must-know, best-performing ABM strategies:

Demand generation
Velocity
Retention

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

871. Who Is Your #1 Supporter? Jun 07, 2021

In today's episode, Sangram shares the story of how he got started with Terminus, all thanks to the one person who believed in him and his vision.

What is the one thing that drives you and stands with you when no one else will?

870. Improving Customer Support Through the Pandemic w/ Rajesh Srinivasan Jun 03, 2021

Since the onset of the COVID-19 pandemic, customer support has been more important than ever to company success. Even still, many companies struggle to move away from traditional thinking that may limit growth.

Samir Kumar Sah, host of The Experience Business podcast, is joined by Rajesh Srinivasan, a marketing leader and business growth consultant, for this episode of the Takeover Series to discuss the challenges of customer support and insight on how to improve:

How to Stop Thinking Traditionally about Customer Service
The Best Practices for Customer Retention
Streamlining Customer Support
Employee Empathy and Feedback

To hear more interviews like this one, subscribe to FlipMyFunnel on Apple Podcasts, Spotify, or your preferred podcast platform.

Click here to listen to The Experience Business podcast.

869. ABM Segmentation & Targeting Jun 02, 2021

In this episode from B2BSMX, Mark Ogne, Founder and CEO at ABM Consortium, hosts a hands-on strategy session on how to unlock the power of ABM through proper targeting and segmentation.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

868. A Deeper Level of Customer Service w/ Kim Marie Ruquet Jun 01, 2021

Account based marketing (ABM) can be split into three approaches: one-to-one, one-to-few, and one-to-many. Choosing the best approach to ABM marketing can create a more focused experience for the buyer.

Samir Kumar Sah, host of The Experience Business podcast, is joined by Kim Marie Ruquet, a B2B Marketing Executive, for this episode of the Takeover Series to discuss ABM and the strategies used:

How ABM is Different From B2B
The Three Approaches to ABM
Strategies for Choosing an Approach

To hear more interviews like this one, subscribe to FlipMyFunnel on Apple Podcasts, Spotify, or your preferred podcast platform.

Click here to view the book mentioned during the podcast.

867. The Art of Product Positioning May 31, 2021

As marketers, we love data. We love methodologies. We love frameworks.

So, why is it that product positioning is something we expect to come to us in a dream?

This problem led April Dunford, Founder at Ambient Strategy and Author of Obviously Awesome, to spend years crafting a methodology for product positioning that is repeatable, works and is a whole lot better than merely reading tea leaves.

She joins me on LinkedIn Live to discuss:

What most companies get wrong about product positioning
How to position against direct competitors
How to position against the status quo

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

866. The Right Quotes Give Your Book Legitimacy May 31, 2021

If you’re writing a book, you need legitimacy.

And you get it with quotes — inside the book, on the book, and about the book.

That’s how your audience knows that this book is for them and that they should be reading it.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

865. What Every Content Marketing Strategy Needs May 31, 2021

Content marketing sounds easy until you get into it. What is it? Where do you start? How do you know if yours is even working?

Yaagneshwaran Ganesh, Director of Marketing at Avoma, simplifies everything in one simple conversation.

864. F the Funnel: Marketing Loops Will Create Lifelong Loyalists May 31, 2021

In this episode from B2BSMX, Jeff Pedowitz, President and CEO at The Pedowitz Group, explains why the funnel concept is outdated and how marketing loops can turn leads into lifelong loyalists.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

863. 6 Secrets to Transform Your Business into an Experience Business May 26, 2021

These days, your customers don’t just buy your products and services, they buy an experience.

But delivering great experiences means rethinking your business.

It means transforming into an Experience Business.

In this Takeover episode, host Samir Kumar Sah, Founder & CEO of Pritbor, explains the 6 secrets to becoming an Experience Business.

Samir covers:

What it means to be an Experience Business
The 6 secrets you need to know

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

862. Innovating Inbound: Virtual Events Don’t Have to Suck May 26, 2021

How many virtual events have you attended since the pandemic started?

Let’s face it: most of them suck. But the ones that don’t are the ones that embrace the constraints and innovate.

Events like Inbound.

In the latest LinkedIn Live episode, I’m joined by Susan, title at Hubspot, who helped rethink the 20,000+ person event and create a virtual event that doesn’t suck — it rocks.

We discuss:

How constraints foster creativity
Why business events need to be human first
How to pick what to suffer through from equally painful options

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

861. Finish the Race May 21, 2021

When writing a book, it can be easy to doubt yourself after you’ve collected your research and perspectives from others.

Sangram Vajre, host of the FlipMyFunnel podcast, shares his advice on second-guessing yourself:

Gather all your research and perspectives
Trust that your opinion matters most now
Ignore any self-doubt and finish strong

860. The Importance of Employee Experience for Experience Business May 20, 2021

In this episode, guest host Samir Kumir Sah talks with Japreet Saini about the importance of employee experience.

859. Pressure Test Your Message May 19, 2021

How do B2B businesses craft messaging that prospers in a marketplace already barraged with information and ever-shifting needs?

Tamsen Webster, Founder and Chief Message Strategist @ Find The Red Thread walks us through the four fundamentals of a messaging campaign that will thrive and stand the ultimate test of time.

858. Focusing on the Customer Experience May 19, 2021

It is no longer enough to think of the customer experience as an external focus; customer experience must now be an integral part in shaping company culture to stay ahead of competing businesses.

Samir Kumar Sah, host of The Experience Business podcast, joins us for this episode of the Takeover Series. Samir shares his insight on the following:

The Customer Experience
Digital business versus doing digital
What needs to change for struggling businesses
The 5 pillars of digital business

To hear more interviews like this one, subscribe to FlipMyFunnel on Apple Podcasts, Spotify, or your preferred podcast platform.

857. Shifting Strategy to Succeed w/ Henry Schuck May 17, 2021

Resilience and luck in the face of adversity can be the difference between failure and extraordinary success. While navigating the COVID-19 pandemic, some inspiring companies have begun to pivot their business to align with the changing world.

Henry Schuck, CEO of ZoomInfo, joins the show to share his company’s success strategies and personal insight:

Going public with the largest software IPO in a decade during the pandemic
Helping client companies shift their business strategies and thriving
Outbound and inbound marketing: how the two can work together
Advice on starting a company today

To hear more interviews like this one, subscribe to FlipMyFunnel on Apple Podcasts, Spotify, or your preferred podcast platform.

Connect with Henry at https://www.linkedin.com/in/hschuck/

856. When You See Your Framework Everywhere… May 17, 2021

I’m super encouraged this week.

You know when you buy a new car and you start seeing that model everywhere? Well, when you hit upon a working framework, the same thing happens.

And when leaders like HubSpot’s CEO Brian Halligan agree… well, you can’t help but feel that you’re onto something

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

855. How Nike’s CX Digital Transformation Gave Them an Edge May 17, 2021

Digital transformation isn’t just about technology; it’s about people. If you’re focusing on the customer every step of the way, you’re focused on the right people.

In this Takeover episode host Samir Kumar Sah, Founder & CEO of Pritbor, explains how Nike’s digital transformation provided a better customer experience that gave them the competitive advantage over their competitors.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

854. B2BSMX: Financial Roundtable May 17, 2021

Join us as we recap this financial roundtable session from 2020's B2BSMX virtual conference.

853. How LinkedIn India Creates Effective Sales Engagement Virtually May 11, 2021

In this takeover episode, Samir Kumar Sah talks with Soumavo Sarkar from Linkedin India. Soumavo shares his own recipe of how to engage with the customers for the first time and working as a problem-solving partner instead of being a pushy salesperson.

852. What It Takes to Become a World-Class CMO May 11, 2021

For many marketers, becoming a CMO is the end-goal. But it’s not like there’s an instruction manual to get there.

If you want to become a great CMO, you need to learn from a great CMO.

That’s why I invited Mayur Gupta, Chief Marketing & Strategy Officer at Gannett, onto the show. Mayur is a fantastic CMO — and he’s sharing the steps you need to take to become one, too.

What we talked about:

The importance of finding a mentor
Why great CMOs seek outcomes, not outputs
How to connect the dots for everyone in your organization

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

851. Everything Clicks: Time Blocking to Get Things Done May 07, 2021

This week was a big week for the book — the kind where everything just clicked.

But that didn’t happen by accident…

If you want to get things done, time block.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

850. Defining Problems Correctly for Successful Business Transformation May 07, 2021

In this takeover episode, guest host Samir Kumar Sah speaks with Matt Shatcher about how to identify problems correctly to succeed in your business transformation initiative or your startup.

849. The Recipe for Connecting Buyers May 05, 2021

848. Leverage Market Research for Improved Communication May 05, 2021

Research and communication fit together in an ongoing cycle.

In this Flip My Funnel Takeover, Samir Kumar Sah speaks more about this with Kira Tchernikovsky, Co-Founder of Customerization, and Raj Kuchibhatla, Founder and Managing Director of RKI Partners Inc.

What we talked about:

The biggest challenge for product marketers today
How market research can improve messaging
Your recipe for out-of-this-world storytelling
Turning research into communication assets
Worthwhile success metrics

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

847. Aligning Your ABM Strategy w/ Company Goals May 03, 2021

In this episode, Sangram brings on ABM thought leaders Amber Bogie, Advance ABM Leader at PeakCommunity, and Jennifer Leaver, Senior Marketing Manager at Bazaarvoice, to share their award winning marketing insights, successful campaign results and more.

They also discuss:

Defining and measuring ABM
When there’s no marketing and sales alignment, ABM fails
Their preferred marketing tech stacks
Engagement and enablement plans
Aligning your ABM strategy with company goals
Answers to listener questions via live chat

Like what you hear? For more episodes like this one find us on our website, on Apple Podcasts or Spotify.

846. Finding Your Format Apr 30, 2021

845. The Top 3 Skills You Need to Succeed in Operations Apr 30, 2021

Whether it’s in sales or marketing or revenue, operations roles are crucial.

But they take a special kind of person… with a very particular set of skills.

In this Takeover episode, David Lewis speaks with Brian Knaupe, Sr. Director Revenue Marketing at NetApp, about the 3 skills everyone needs to succeed in an operations role.

The 3 skills:

Staying focused
Setting expectations
Creating process

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

844. Deliver Real World Experience that Grabs Attention Apr 30, 2021

In this episode, Samantha Yarborough, Director Of Strategic Partnerships at PFL.com, uses her decade of passionate marketing experience to help guide customers through their funnels effectively and quickly (regardless of where prospects may be), teaching them how to successfully execute tactile direct marketing campaigns.

843. Ramping Up Your Marketing in a Downturn Apr 27, 2021

Marketing at CARFAX has drastically changed over the last year, all thanks to Rob Bois, Head of Dealer Marketing. In this episode, guest host David Lewis talks with Rob about his teams initiatives, and how they're striving to achieve maximum value from their new instance of Marketo, despite obstacles from the pandemic.

842. CMO Confessions & Resolutions Apr 27, 2021

What did 2020 teach you?

In this episode, I have a number of CMOs joining me live to share their biggest lessons from the year that was, as we look ahead into 2021.

If a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community

841. How to Find the Hook for Your Book Apr 27, 2021

840. The Power of Marketing in Driving Revenue Apr 22, 2021

In the episode, you’ll learn how David Eldred, Director of Marketing and Digital Experience at Rivermark Community Credit Union brought in Marketo and other marketing technology tools to turn marketing into a revenue center with incredible results. Listen as David shares where his passion for marketing and technology comes from and how he’s lead so much marketing innovation and impact within a financial services company.

839. But First, Segmentation Apr 22, 2021

838. How to Build a Successful Demand Gen Strategy Apr 21, 2021

On this takeover episode, guest host David Lewis talks with Joe Paone about the demand gen strategy he's built at Splunk. From planning and budgeting to execution, Joe shares how he kept his demand gen efforts running like a well-oiled machine.

837. How One Company Grew Their Audience to 4 Million Downloads Apr 20, 2021

In this episode, Sangram and James Carbary (CEO, Sweet Fish Media) discuss best practices on podcasting, including:

- Growth strategies

- Do's and don'ts

- Why podcasts fail

- Key elements that help your podcast grow like wildfire

836. Intentional Time Management: It’s More Important than you Think Apr 20, 2021

Welcome to week 7 of a special podcast series on writing a book, with me, Sangram Vajre, Chief Evangelist at Terminus.

Every week, I’m sharing the triumphs and the struggles of writing my next book.

Last week, I shared about hitting a wall. That it was a tough week, but that I was determined to keep going.

This week, I cover:

The biggest challenge you will face when writing a book
Why you need to MAKE time, not FIND time
Why I’m not making it a point to not bite off more than I can chew

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

835. How Marketo Does Demand Generation Apr 16, 2021

If you’re doing demand gen, you’ve probably heard of Marketo. In fact, you likely use it for your marketing automation.

Well, so do they.

And if you want to level up your demand gen, you should learn how they do it.

In this Takeover episode, David Lewis speaks with Michael Madden, VP of Demand Generation at AlphaSense and former Demand Gen director at Marketo and Adobe, about how Marketo does demand gen.

What we talked about:

How Marketo uses their own product to get fantastic results
Why Michael has completely reinvented his approach to nurturing
The value of content syndication

834. Proving the Value of Virtual to Your Attendees Apr 16, 2021

833. How to Lead a Major Marketing Automation Migration Apr 16, 2021

Migrating to a new marketing automation system requires proper planning and orchestration, especially if you’re at a very large global company and have a tight timeframe. Since Naomi Liu and her team at EFI just successfully completed their major move to Marketo, I invited Naomi onto the podcast to reflect on the project and to celebrate the successful completion of it. Listen as she shares how she got into marketing operations, the process behind the migration, advice for anyone thinking about moving to a new system, and her initiatives for 2020.

832. The Top 5 Skills of In-Demand Freelance Marketers Apr 12, 2021

The pandemic has changed the way we work — and not just where we work.

And for highly technical marketers, that means new opportunities…

If you know where to find them.

Whether you’re a marketer looking for these opportunities or a company offering them, this knows the best place to look — because she founded it.

I spoke with Susan Marshall, Founder and Board Member at Torchlite, who shares everything you need to know about the Upwork for highly technical marketers.

831. The Moment of Truth: Does My Framework Work? Apr 12, 2021

It’s been a tough week, but I’ve been making progress on the book.

I’ve got my interviews and I’ve got my framework… but not everyone agrees.

It’s the moment of truth: Should I push forward with my idea?

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

830. Why ABM Success Must Be Built on People Apr 09, 2021

What does it take to pull off a great ABM strategy?

Great people.

In this Takeover episode, David Lewis speaks with Bruce Eidsvik, SVP Global Demand Marketing at OpenText, who shares his secrets about the complexity of ABM.

829. Let’s Give Them Something to Talk About Apr 09, 2021

In this episode from B2B SMX, Heather K. Margolis, Chairperson and Founder at Channel Maven Consulting, discusses why channel marketing often fails and what your company can do about it.

828. The Keys to Unlocking Successful Demand Creation Apr 06, 2021

Every marketer wants more successful demand creation.

It may seem daunting, but it’s achievable if you take it step-by-step.

And you can start by shutting up about yourself and focusing on the customer instead.

In this Takeover episode, David Lewis speaks with Carlos Hidalgo, Coach & Advisor at CarlosandSusanne.com, who shares his secrets for unlocking successful, repeatable demand creation.

They discuss:

Why demand creation is not about you
The human content that works
Why you need to stop neglecting data in your demand creation

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

827. Debating Marketing Measurement with James Gilbert Apr 05, 2021

When you grasp the data that you have, you can be a master at almost anything.

Account-based marketing is a strategy, not a tactic. And when it comes to ABM, revenue is the ultimate goal. But, in order to get there, we have to understand the journey of the funnel.

To James Gilbert, Head of Marketing at op financial CRM, CRMNEXT a successful ABM sales funnel starts by building the journey.

Mapping out that journey, knowing who to bring along with you, and understanding key functions of your business is what leads marketers on the direct path towards revenue.

826. Getting Back Up & Finding a Framework Apr 02, 2021

After stumbling last week, I’ve picked myself up and am charging ahead.

This week, I got my interviews and I’m working on making my book memorable through a framework that works.

Now, I’m ready to start testing it.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

825. How to Incorporate ABM into Your Growth Strategy Apr 02, 2021

ABM can be an enormous boon to your growth strategy.

If you want to get started, it helps to learn how others have done it before.

In this Takeover episode, David Lewis speaks with Lisa Horner, SVP Marketing at AppFolio, about her ABM journey and how you can incorporate ABM into your own growth strategy.

They discuss:

Why ABM is so powerful
The tools that help you succeed
Why alignment is the key to a successful ABM strategy

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

824. How Vidyard’s Top Customers Generate & Convert More Leads Apr 02, 2021

823. SEO Secrets: Modern Strategies That Actually Work Mar 30, 2021

SEO has changed a lot over the last decade.

Gone are the days when shenanigans like keyword stuffing were the only way to rank on Google.

Now, for the most part, all SEO and content strategies center on one fact:

The most engaging content wins.

In this takeover episode, Barb Mosher Zinck speaks with Ken Mafli, Account Based Marketing Manager at Foundry, to learn how to create such content and ensure you’re constantly ranking top in any search.

822. Secrets About SaaS Search Mar 29, 2021

Hey, Search Marketer! No one's paying you for your ideas about tactics. And no one cares about how much traffic you can drive either.

Your clients need a strategy. Are you giving them one?

Garrett Mehrguth, CEO at Directive (Performance Marketing for SaaS), discusses how to unlock the potential in search marketing for SaaS. He shares ways to zoom back, find where the power in search is coming from, and ultimately make a bigger impact.

In this episode, Garrett talks about:

Why strategy trumps tactics
The marketing problem we all have (and how to solve it)
Why the top spot on Google might be the wrong target

821. Sometimes, You Stumble. Pick Yourself Up & Move Forward. Mar 26, 2021

This week’s book update is a frustrating one: Things didn’t progress the way I wanted them to.

Here’s what I’m going to do about it.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

820. SEO Secrets: Modern Strategies That Actually Work Mar 26, 2021

SEO has changed a lot over the last decade.

Gone are the days when shenanigans like keyword stuffing were the only way to rank on Google.

Now, for the most part, all SEO and content strategies center on one fact:

The most engaging content wins.

In this takeover episode, Barb Mosher Zinck speaks with Ken Mafli, Account Based Marketing Manager at Foundry, to learn how to create such content and ensure you’re constantly ranking top in any search.

They discuss:

The culture that gets results
Why this is a golden age for SEO
The value of a pillar page strategy

819. These 3 Things That Influence 75% of Your Pipeline w/ Nina Butler Mar 26, 2021

The closer you get to people, the better business you do with them.

Getting close means creating personal, one-to-one moments. But how can you personalize at scale?

One company has solved that particular puzzle.

Nina Butler, director of demand generation at Alyce, an AI-powered personal gifting and swag platform, discusses how her organization uses its own product to influence 75% of their pipeline.

In this episode, Nina talks about:

Moving from quantity of touches to quality of moments
How to be personal at scale
Using gifting to get people to show up and engage at events

818. Content Management & Strategy As Pieces Of The Digital Marketing Puzzle Mar 23, 2021

In this episode, guest host Barb Mosher Zinck digs deep into content strategy and management with Cathy McKnight, VP of Strategy at Content Advisory, looking at how these and other elements of content operations fit into digital marketing as a business function.

Some of the key topics discussed in this episode:

CMS – Content Management Systems as anchors for company content strategies
DAM – Digital Asset Management and how this differs from simple content storage platforms
Analytics tools and options for exploring content performance in depth
CRM – Customer Relationship Management systems and how these feed into content opportunities for your business

Check out these resources we mentioned during the podcast:

Scott Brinker – VP Platform Ecosystem at HubSpot; Editor at chiefmartec.com; Program Chair of MarTech
Adobe AEM – DAM solution
OpenText – DAM solution

817. Why Terminus Rebuilt Their Website from the Ground Up Mar 23, 2021

As if the team at Terminus didn’t have enough to do during the past 12 months.

As if COVID wasn’t hard enough, and all of the crazy things happening in the United States weren’t hard enough. In case anybody was thinking that those things were distracting the team.

Why not tear the Terminus website down to the ground, completely re-brand, and then rebuild a brand new website completely from scratch?

On this LinkedIn Live episode of the FlipMyFunnel podcast, we sit down live with Justin Keller, who is the Vice President of Marketing here at Terminus, as well as two other members of the team that helped undertake this crazy project.

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

816. How the Right Questions Can Lead to Light Bulb Moments Mar 19, 2021

Welcome to week 3 of a special podcast series on writing a book, with me, Sangram Vajre, Chief Evangelist at Terminus.

Every week, I’m going to share 3 big things I’ve worked on and my progress for that week.

Last week, I talked about the specifics of the different publishing methods, and the pros and cons of each.

This week, I cover:

The key role that I had been missing in planning out my interviews for this book
Ways to keep my information organized so that I can quickly reference it later
Key learnings revealed from my first interview for the book

815. A Band Teacher Takes on Sales Development Mar 19, 2021

What could you learn about sales engagement and enablement from a former Middle School and High School band teacher?

Probably more than you think.

In this takeover episode of #FlipMyFunnel, Content Matters host Barb Mosher Zinck speaks with Kris Laird, Sales Process & Development leader at Ingeniux, about sales engagement, enablement, and the technologies that drive both.

What is the difference between sales engagement and enablement, and what did his time as a music educator teach him that he’s been able to use in his sales career?

814. The (Really) Intelligent Marketer w/ Scott Sutton Mar 19, 2021

Every single night, the world changes.

Any organization that markets or sells is going to have to be ready for a new day tomorrow.

ZoomInfo provides the most up-to-date information out there. With nearly 18,000 clients relying on them for intelligence, ZoomInfo has made data integral to its go-to-market success.

In this episode, Scott Sutton and Steve Bryerton, respectively the vice president of revenue operations and vice president of sales at ZoomInfo, discuss intelligent marketing with data.

813. Your Customer in a Single View w/ Tom Treanor Mar 19, 2021

Companies are getting better at creating great customer experiences. They're also getting better at collecting and using customer data to create and deliver powerful and effective content.

That requires the right tools.

Such as a customer data platform (CDP).

A CDP is basically a standalone database that allows your team to ingest all the customer data fairly easily into one place so everyone sees the same single source of truth about the customers.

In this episode, Tom Treanor, CMO at Treasure Data, joins me to discuss what a CDP does, where it fits in your digital ecosystem, and why you might consider investing in it.

812. Live & In-person: How to Plan Your Online Event w/ Courtney Dagher Mar 19, 2021

Most virtual events suck. I hate to say it, but it's true.

We need to talk about this. And we need to solve it.

Because virtual events aren't a quick fix that goes away with a vaccine. They're here to stay, so we need to learn how to do them right.

One event that never, never sucks is INBOUND. I (Sangram) spoke at this conference several times. I caught a glimpse of how they do things backstage. And it's fantastic.

In this episode, Courtney Dagher, manager, global events content programming at HubSpot and former senior marketing manager at INBOUND, joins me to discuss how to plan a virtual event that can top an in-person conference.

Also, go to INBOUND. It's just $49 for a ticket.

811. Choosing a Publishing Method: It’s More Important Than You Think Mar 19, 2021

Last week I kicked off a new podcast series on book writing with me, Sangram Vajre, Chief Evangelist at Terminus. Every week, I’m going to share 3 big things I’ve worked on and my progress for that week.

Last week I talked about why the title doesn’t matter, what the big idea is, and why questions are more important than answers.

This week, I cover:

Why I’m not going to use a traditional publishing method (unless somebody gives me a million dollars.)
The benefits of a niche, middle-of-the-road platform like Idea Press
The pros and cons of traditional publishing vs. self-publishing

810. Right Story, Right Channel, Right Team w/ Melanie Deziel Mar 19, 2021

Put your audience first — the motto of every journalism school.

Put your product first — the motto of every marketing department.

When a hard-nosed journalist transitioned into a savvy content marketer, she merged those two ideas.

And with that, she made magic happen.

In this episode, Melanie Deziel, former NYT journalist, chief content officer at StoryFuel, and author of The Content Fuel Framework, joins me to discuss how to tell the right story on the right channel with the right team.

809. The New Plan A: Regain Clarity, Get Proactive & Do Exceptional Work Mar 19, 2021

When the world changes — like, say, a global pandemic pops up out of nowhere — turning to plan B is a losing game.

No, we don’t need a plan B — we need a new plan A.

In this episode from B2B SMX, Jay Acunzo, Writer, Showrunner, and Tinkerer at Unthinkable Media, delves into the strategies for marketers finding their new plan A, with case studies of 3 unique businesses thriving in spite of the pandemic.

Jay discusses:

Why when a measure becomes a goal, it’s no longer a good measure
Why making a difference is great for others and your business
Why who you are is your unfair advantage

808. Ethics & Digital Content: Who’s Accountable? Mar 09, 2021

Remember the Facebook boycott in July 2020? And the Stop Hate for Profit campaign?

Those concerns haven’t abated even slightly.

In this takeover episode of #FlipMyFunnel, Content Matters host Barb Mosher Zinck speaks with Jim Edmunds, CEO at Ingeniux, about ethics and digital content.

807. How to Take a Company from $0 to $360 Million & Growing Mar 08, 2021

In the economic volatility of the pandemic, we talk a lot about businesses downsizing or even shutting down their operations and it’s easy to think things are hopeless.

But what about the businesses who are seizing the opportunity to do big things…

Like launching the biggest software IPO in a decade?

That’s exactly what Henry Schuck, CEO & Co-Founder at ZoomInfo, did. And his story is not just a beacon of hope when we need it most, it’s a how-to guide for taking a company from $0 to $360 million.

806. The Title Doesn’t Matter. The Idea Does. Mar 08, 2021

I’m getting started on my 3rd book — and this time, I’m not going to get hung up on the title.

Because I have something more important.

I have a big idea.

This is the official kickoff of my podcast series on book writing with me, Sangram Vajre, Chief Evangelist at Terminus. Every week, I’m going to share 3 big things I’ve worked on and my progress for that week.

805. Storytelling Secrets for the Modern Marketer Mar 08, 2021

Content is king, right?

Well, yes…

But only if your content is telling the right story.

In this takeover episode, Barb Mosher Zinck speaks with Ann Handley, Chief Content Officer at MarketingProfs, and shares the secrets to successful storytelling.

804. David vs. Goliath: How A High-Growth Company Is Combining Brand & Demand To Topple Industry Giants Mar 08, 2021

You’re a small brand, but you want to be a big one. To turn into a brand that people recognize, you have to stop separating marketing from the rest of the company.

In other words, the firm’s business strategy has to become marketing’s agenda.

There are a few other things to do, too. Creating 100% digital content. Building relationships with the right customers. Failing fast and often.

In this episode, Casey Foss, CMO at West Monroe Partners, tells her David vs. Goliath story about investing in her company’s brand and demand at B2BSMX 2020.

803. How Human-to-Human Marketing Is Revolutionizing the Industry Mar 08, 2021

The media environment is radically different. So the tactics we use as marketers must become radically different. Enter human-to-human marketing.

On this takeover episode, Barb Mosher Zinck talks with Matthew Sweezey, the Director of Market Strategy at Salesforce, about the newest revolution in marketing.

802. The Corona Marketing Plan That Is Way Overdue w/ Joe Pulizzi Mar 02, 2021

Content marketing got started after the tragedy of 9/11. People wanted to know:

How do we get found in Google?
How do we create content that's not product oriented?
How do we build an audience?

During the Great Recession of 2008-2009, content marketing crystallized into an industry term.

Now, we're living through the COVID pandemic — and the evolution of content marketing is driven by tragedies. What's changing in content marketing?

In this episode, Joe Pulizzi, founder of multiple startups, including the Content Marketing Institute and the Orange Effect Foundation, joins me to discuss the corona marketing plan you need and why it's overdue.

801. Marketing & Content in the COVID-19 Era Feb 26, 2021

We’re in the middle of a historical crisis. But you already knew that…

Which begs the question: Do I even need to mention COVID at all in my content?

And what if I don’t and I come across as insensitive?

Marketing in a crisis sure can get confusing.

That’s why, in this takeover episode, Barb Mosher Zinck speaks with Randy Frisch, Co-Founder, CMO & President at Uberflip, about how marketers need to adapt to the new normal and keep crafting killer content.

800. Standing Out in a Sea of Marketing Saturation Feb 26, 2021

799. Ian Truscott Talks Content Management & Building AR‪T Feb 26, 2021

There’s a growing realization that features and functions don’t win market share alone, which means more marketers are getting a seat in the c-suite.

And whether you’re already there or want to join them…

You need to remember that a rockstar CMO’s job is creating ART.

In this takeover episode, Barb Mosher Zinck speaks with Ian Truscott, Founder of Rockstar CMO and Head of Content at iManage, about why great marketers turn content into an ART.

798. How to Create a Virtual Event That Doesn’t Suck Feb 25, 2021

We’ve all been attending a lot of virtual events these days, and I think you’ll agree with me when I say:

Most of them suck.

And if you’re throwing one yourself, it’s easy to worry that yours will, too.

But today’s LinkedIn Live guest, Billy Boughey, Founder & President at Elevate Experiences, is proof that, with planning and intention, virtual events don’t have to suck.

What we talked about:

Why small details matter
Why you need to approach virtual events like an athlete
How to combine thinking and feeling

Check out these resources we mentioned during the podcast:

The Ultimate Virtual Event Roadmap

797. Scott Abel Dishes on Content Strategy and Information Enablement‪ Feb 22, 2021

We were shortsighted.

We thought the web was the end destination for content.

Really, it was just a cog in the omni-channel universe around us.

In this episode of Content Matters, host Barb Mosher Zinck talks with Scott Abel, the CEO and Chief Wrangler of the Content Wrangler, about content strategy and information enablement.

796. How Terminus Influenced $5.5M In Pipeline Feb 22, 2021

In this episode taken from B2B SMX, Sruthi Kumar, Associate Director of Field & Partner Marketing at Sendoso, speaks with Stephanie Kelly, Senior Director of Marketing at Terminus, about how Terminus influenced $5.5M in pipeline by leveraging Sendoso for their ABM campaigns.

795. Why the Unmeasurable Might Be the Key to Unlock ROI Feb 16, 2021

You’ve probably heard this phrase before:

What gets measured gets done.

Well, sometimes the reverse is true.

And if it is for you, it might be killing your ROI.

So says Chris Walker, CEO at Refine Labs. He joined us today to talk about why shifting your marketing investment from performance to brand is the smart move.

794. Top 3 Best-performing ABM Strategies with Daniel Englebretson Feb 16, 2021

I (Sangram) put up a poll on LinkedIn.

What, I asked, is your top ABM strategy?

Almost 1,000 people responded. The results:

Demand gen - 60%
Velocity - 17%
Expansion - 14%
Retention - 9% (this one shocked me)

I wanted to talk to someone about these and get insights into what I uncovered.

In this episode, Daniel Englebretson, a 10x Award-Winning, 2019 Innovator of the Year, and best-in-class ABM practitioner, joins me (Sangram) to discuss the 3 must-know, best-performing ABM strategies.

793. Why Influencers Aren’t Just for B2B Organizations Feb 16, 2021

There is a myth out there that influencers are only useful for B2C.

Today, we’re going to set the record straight.

Influencers are more important than ever in B2B — and you can start taking advantage of their help today.

In this Takeover episode, host Casey Cheshire speaks with Neal Schaffer, CEO & Principal Social Media Strategy Consultant at NealSchaffer.com, about how B2B companies can leverage influencer marketing.

792. How Flexential Scored a Touchdown with a Campaign Built on Digital Events & Interactive Content Feb 16, 2021

In this episode from B2BSMX, Tonya Vinas, Vice President of Content Strategy & Services at Content4Demand, and Courney Gaudet, Senior Director of Content Strategy at Flexential, discuss the success of Flexential’s football-themed campaign succeeded through digital events and interactive content.

791. How to Throw Better Virtual Events Feb 08, 2021

Since the pandemic started, virtual events have taken over for obvious reasons. Yet, anyone who has attended can tell you: Most virtual events could be better. The good news is that they can be. In this Takeover episode, Casey Cheshire speaks with Cassandra Jowett, Senior Director of Marketing at PathFactory, about how you can throw a virtual event that rivals — even surpasses — the real thing.

790. Why Psychological Safety Is the Key to Innovation Feb 08, 2021

It’s challenging enough to innovate in the best of times.

So, how do you get your team innovating while under the stress of a crisis?

The secret is psychological safety — and as a leader, it’s your job to provide it.

That’s one of the key insights that Natalie Born, VP of Innovation at Territory Global, brings to today’s LinkedIn Live episode on the art of corporate innovation.

We discuss:

- How leaders create psychological safety

- Why innovation should be sufficiently disturbing

- Why consensus in an organization is poison for innovation

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

And if a thriving community of growth-oriented marketers sounds like your kind of place, be sure to check out PEAK Community.

789. Start Ugly: Perfectionism Is Another Word for Fear Feb 04, 2021

Be honest, what’s something you’ve always wanted to do but never started? You want to…but it needs to be perfect, right? But perfect is just another word for fear — you need to start now. Even if you have to start ugly. In this Takeover episode, Casey Cheshire speaks with Chris Krimitsos, Chief Creative Officer at Podfest Multimedia Expo, about why starting ugly is better than never starting at all.

788. How BrightTALK + Kronologic Married Marketing Leads & Sales Meetings Feb 04, 2021

In this episode from B2BSMX, David Pitta, CMO at BrightTALK, and Aaron Bollinger, Co-Founder and CRO of Kronologic, discuss how they fixed the “last mile” problem that was breaking the communication between sales and marketing.

787. How to Win With the 5-Minute Sales Strategy Feb 04, 2021

In 5 combined minutes a day, you can grow your sales by 50%. How does this witchcraft work? With a little piece of technological wizardry called… the telephone. In this Takeover episode, host Casey Cheshire speaks with Alex Goldfayn, CEO, global sales consultant, and bestselling author, about the ideas in his new book 5-Minute Selling.

786. How a CMO-Turned-Investor Navigates a Pandemic Feb 03, 2021

You can talk about vision all day long. You can bring others onboard and get them excited for that vision. But if you can’t execute, it’s meaningless. That’s why CMO-turned-investor, Kelly Ford Buckley, General Partner at Edison Partners, looks at execution as one of the most important factors in deciding whether to provide capital. She joined me on LinkedIn Live to discuss this and other key considerations when investing.

785. How a Field Marketer Thinks About Sales & Marketing Feb 03, 2021

How good is your marketing organization's relationship with sales? Are your teams siloed and rarely communicate? If you’re a field marketer, the answer is a resounding no. In this Takeover episode, host Casey Cheshire speaks with Nick Bennett, Director of Field Marketing at Logz.io, about what makes a field marketer tick. What we talked about: - What field marketing is and why it’s important - Why marketing needs to step into sales shoes to do their job better - Why modern marketing focuses on the full buyer’s journey This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

784. Cracking the Marketing Measurement Code Jan 27, 2021

In the latest episode taken from B2BSMX, Kory Geyer, Sr. Director of Revenue Operations at 6sense, and Rauli Garcia, Vice President of Strategic Marketing at Sage Intacct, cover everything you need to know about cracking the marketing measurement code. This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

783. Why Customer Experience Defines Your Brand Jan 27, 2021

These days, everybody wants to measure marketing success like sales. The obsession with attribution means that brand has gotten a bad rap. But the best marketers out there are the ones never lost sight of the power of brand. In this Takeover episode, host Casey Cheshire speaks with Sam Jacobs, Founder of Revenue Collective and host of the Sales Hacker Podcast, about why brand matters more than ever.

782. On the CMO Track: How to Become a CMO Jan 27, 2021

You haven’t been a CMO just once. You’re a serial CMO at multiple, successful companies. By now, you’ve learned something about how to knock the role out of the park. That’s where my guest on today’s LinkedIn live episode is sitting: he’s Darryl Praill, CRO at VanillaSoft and many-time CMO. First thing he did on the episode was deliver a fire sales pitch and invite everyone listening to connect with him on LinkedIn.

781. How Account Pursuit Differs from ABM Jan 22, 2021

As a marketer, you’ve probably faced some misunderstanding about what you do — probably from your colleagues in sales. Marketers can lament about being misunderstood… Or they can take ownership of their role. In this Takeover episode, host Casey Cheshire speaks with Tracy Eiler, CMO at Alation, about how an “account pursuit” approach can help marketers take ownership of their role and perceptions about it.

780. Lessons Learned Transforming a Global Enterprise Marketing Organization Jan 20, 2021

Unless you just woke up from a coma, you’ll probably agree that 2020 was a crazy year. And with that craziness came a need to transform marketing. But how do you seamlessly transform one department when every other department is busy transforming, too? In today’s episode from B2BSMX, Todd Davison, CEO at Demand Frontier, speaks with Lisa Cole, Vice President of Corporate Marketing at FARO Technologies, to discuss the lessons she learned transforming a global enterprise marketing organization to face the challenges of 2020.

779. The Secrets of Outcome-Obsessed Marketing Jan 20, 2021

Everybody wants to brag about being data-driven. Sure, data should have a seat — but should it sit at the head of the table? No, marketers need to be more than data-driven. They need to be outcome obsessed. In this Takeover episode, host Casey Cheshire, speaks with Holly Tsourides, Founder and CEO at Sunny75, about what it takes to be an outcome-obsessed marketer.

778. How to Build a 50k+ Community of Mums in Business Jan 19, 2021

Everybody wants to build communities in life and in business. And most people naturally do. But how many people can say they’ve built a community of 58,000 across 156 countries? In today’s LinkedIn Live episode, I speak with one person who can: Leona Burton, Joint CEO at Mums in Business Association & CEO at MIB INT, has built a thriving global community of working mums and women in business that fosters networking, growth, and support opportunities for women at all stages of their career. In this episode, she shares the secrets to community-building success.

777. Focusing on the Most Valuable Metrics Jan 14, 2021

For most marketers, there are a few questions that always come up in meetings with the C-suite that make you roll your eyes so hard you worry they’ll get stuck… Site visitors? Demos? They’re important, but secondary. We need to stay focused on the metrics that actually matter. In this Takeover episode, host Casey Cheshire, speaks with Alon Waks, CMO, Advisor and Consultant at Flywheel Consulting, about what those metrics are.

776. 4 Successful Account-Based Strategies For Sales & Marketing and Why They Deliver Results Jan 14, 2021

In this episode from B2BSMX, Seleste Lunsford, Chief Research Officer at Emissary.io, speaks about the 4 most successful account-based strategies for sales and marketing.

775. Why CMOs Make Great CROs (& How to Get There) Jan 12, 2021

Only sales leaders become CROs, right? Wrong! With a little preparation, CMOs can — and do — make great CROs. In this Takeover episode, host Casey Cheshire speaks with Kyle Lacy, Chief Marketing Officer at Lessonly, about why he expects to see more CMOs rising to the CRO position in the coming years.

774. Forever Employable: Make Career Opportunities Come to You Jan 12, 2021

We all want to succeed in our careers, but does anyone actually enjoy job-hunting for career opportunities? Wouldn’t it be great if the jobs came to us, instead? Well, you can make that happen. You just need to remember one thing: The riches are in the niches. That realization is how Jeff Gothelf, Best-Selling Author of Lean UX and Forever Employable, stopped looking for jobs and generated inbound career opportunities.

773. Capture, Nurture, Automate: Marketing Automation Made Simple Jan 08, 2021

Marketing automation is vital for every marketer not trapped in the dark ages. Yet, despite its importance, there isn’t a whole lot of information on the subject out there. But that doesn’t mean you have to tackle the challenge blindly. In this Takeover episode, guest host Ethan Beute speaks with Casey Cheshire, Founder & CMO at Cheshire Impact and author of Marketing Automation Unleashed, about the secrets to successful marketing automation.

772. Make It Rain: The Evolution of Measuring Marketing's Success Jan 07, 2021

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange - Targeting accounts is the foundation of ABM. But, wow, can it be a challenge. Who owns it? How do you delineate your broader set of target accounts from micro-segments for fast-hitting campaigns? How do you scale to feed all the sales channels, while still being nimble and responsive to the market? Come listen to how heads of sales and marketing are tackling these challenges — not just for ABM initiatives, but for all of their demand generation efforts. We will cover how we look at this at Terminus and how our thinking has evolved over time. And we will also weave in success stories we’ve seen from working with our 500+ ABM clients.

771. Don’t Be the Best in the World — Be the Best for the World Jan 06, 2021

Anybody can say they’re the best in the world. Only a select few organizations can actually say they’re the best for the world. In this Takeover episode of #FMF, founder and CMO at Cheshire Impact, Casey Cheshire, interviews Sangram about marketers shifting their focus to being the best for the world. Plus, we talk about… - How to show the customer that they are the hero - Making sure your organization knows who you’re serving - Why marketers should first be facilitators Check out Know What You’re FOR by Jeff Henderson.

770. How the Highest-Paid Marketing Consultant Thinks Outside the Box Jan 05, 2021

If you want to succeed, you work hard. But if you want to be the best… You have to think outside the box. That’s how Jay Abraham, Owner at The Abraham Group, became the highest-paid marketing consultant in the world.

769. Why Passion Trumps Resume Jan 05, 2021

Is it better to hire or choose partners who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition? Sangram Vajre, chief evangelist and co-founder of Terminus, knows the answer. “Passion trumps resume. Every day and twice on Sunday.”

768. The Winning Formula for Prospecting Enterprise Clients Jan 05, 2021

Are you new to prospecting enterprise clients and feeling overwhelmed? Or maybe you have some experience, but it’s not your strong suit… Well, whatever your situation — enterprise prospecting doesn’t have to be hard. If you stay organized and plan your approach strategically, you’ll be enterprise prospecting like a boss in no time. In this Takeover episode, Morgan J Ingram, Director of Sales Execution and Evolution at JB Sales Training and Creator of The SDR Chronicles, goes over the winning formula for a successful enterprise prospecting strategy.

767. The 5 Factors of Success in Entrepreneurial Leadership Jan 05, 2021

In this throwback episode, we talk to Godard Abel, Co-founder and Executive Chairman at G2 Crowd and CEO at SteelBrick before he sold it to Salesforce, about how there are many different factors in determining the success or failure of a leader or business.

766. Sales Acceleration: Why Video Is a Powerful Sales Prospecting Tool Jan 05, 2021

As a sales channel, video prospecting is killing it. It’s quickly becoming one of the best ways to accelerate your sales. But if you don’t know where to begin and jumping into a new prospecting method has left you a little camera shy, then you need advice from the experts. And you’re in luck: In this Takeover episode, host Sanjana Murali speaks with Jeb Blount, CEO at Sales Gravy and author of Objections, about how to video prospect like a pro.

765. How to Build an A-Team in the Midst of Crisis Dec 29, 2020

The world has been completely disrupted over the last few months. And that presents us with unprecedented opportunities… But first, we need to disrupt ourselves. To find out how, I invited the expert on disruption theory onto this LinkedIn Live episode. But you probably already know Whitney Johnson, C-Suite Advisor at WLJ Advisors, considering she has 1.8 million followers on LinkedIn. Whitney has authored two of my favorite books, Disrupt Yourself and Build an A-Team, and both are incredibly valuable in the current crisis.

764. Joy is Forever; Happiness is Temporary Dec 29, 2020

Most of us chase temporary happiness, when we should be chasing everlasting joy. What does that really mean? Sangram unpacks the entire concept on this #OneBigIdea episode of the #FlipMyFunnel podcast. Using examples from everyday life, like an individual’s career, school, relationships, and yes, even pets, Sangram shows how we can shift our focus from temporary happiness to a feeling that can’t be taken away.

763. How to Lead Like a Modern CMO Dec 29, 2020

So, you want to be a CMO, but don’t know where to start? Then you need to know your customer like they were part of your family. And that means actually talking to them. In this Takeover episode, host Sanjana Murali from Hippo Video speaks with me, Sangram Vajre, Chief Evangelist and Co-Founder at Terminus about ABM and what it takes to be a CMO.

762. Building a Buyer-Focused Sales Process Dec 29, 2020

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange In this session, Jake Dunlap will discuss the emerging trend of shifting your sales process to a more buyer-focused model. In addition, you’ll learn why sales and marketing alignment from a KPI standpoint is crucial to scaling your business.

761. The Art of Social Selling & Building a Personal Brand Dec 22, 2020

These days, social selling has to be a part of every salesperson’s skillset. And if you want to close more deals, you need to build a personal brand strong enough to bring people to you. In this Takeover episode, we speak with John Barrows, CEO of JBarrows Sales Training, about the art of social selling. John explains: - Why social selling is the key to sales success - How to build your brand authentically - How to integrate social selling into your routine Limitless Podcast: https://podcasts.apple.com/in/podcast/limitless-a-sales-and-marketing-podcast/id1493376502 Hippo Video: https://www.hippovideo.io/

760. 3 Ways to Step Up as a Leader in Times of Crisis Dec 22, 2020

Anybody can be a leader when everything is running smoothly. It’s crises that elevate leadership from a title to a badge of honor. In this LinkedIn Live episode, I speak with Steve Lucas, CEO at iCIMs, to find out what behaviors true leaders need to exhibit in a crisis. What we talked about: - How to marry empathy and realism with optimism - Why we all need 90 minutes of quiet time - How to identify what to start, stop, and continue

759. Consistency Creates Massive Outcomes Dec 22, 2020

When you exercise or start learning a new skill or a new language, there’s one major element that determines the outcome of that endeavor: Consistency. If you only work toward your goal once or twice a year, or every now and then, the action is random and it’s unlikely anything will come of it. It becomes a hobby you don’t really care about, rather than a goal you want to achieve. But if you work on it daily, weekly, or monthly, on whatever consistent schedule works for you, then you can create a massive impact. In this episode, we take a quick, concise look at how consistency creates massive outcomes.

758. Prosperous Phone Prospecting: The Art of the Cold-Call Dec 22, 2020

When you buy a hammer, do you throw out your saw? Of course not! You need to use every tool in your arsenal if you want to succeed — especially in sales. That’s why phone prospecting isn’t dead just because you have some fancy new AI-powered tool. In this Takeover episode, host Sanjana Murali speaks with Tibor Shanto, Chief Value Officer at Renbor Sales Solutions, about why phone prospecting is still the most vital tool for any successful salesperson. Limitless Podcast: https://podcasts.apple.com/in/podcast/limitless-a-sales-and-marketing-podcast/id1493376502 Hippo Video: https://www.hippovideo.io/

757. Embrace Your Flaws and Close More Deals Dec 17, 2020

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange The future of sales and marketing is radically transparent … are you ready? While embracing transparency and leading with our flaws may feel like the right thing to do, brain science coupled with the proliferation of reviews and feedback on everything we do, buy and experience means it’s now a requirement. Todd will get us ready.

756. Sell Effectively to the C-Suite with These Solid Strategies Dec 15, 2020

Selling to the C-suite can be intimidating for many salespeople. It doesn’t have to be. With some strategy and sales skills — and an understanding of what C-level executives want — it can be just as easy as any other sale. In this Takeover episode, we speak with Marcus Chan, Founder of Venli Consulting Group, about the most essential skills you need to effectively sell to the C-suite. Limitless Podcast: https://podcasts.apple.com/in/podcast/limitless-a-sales-and-marketing-podcast/id1493376502 Hippo Video: https://www.hippovideo.io/ Marcus Chan: https://www.linkedin.com/in/marcuschanmba/ Venli Consulting Group: https://venliconsulting.com/

755. How to Develop a Cultural Mindset Dec 15, 2020

It’s one thing to say you care about your organization’s culture — it’s another to actually put in the time and effort to shape it. Recently, Ginger Hardage, former Sr. VP of Culture & Communications at Southwest and Founder of Unstoppable Cultures, and Ricardo Gonzalez, Founder & CEO of Bilingual America and author of The 6 Stages of Cultural Mastery, joined me on a LinkedIn Live session.

754. 3 Things to Know About Pitching ABM to Your Board Dec 11, 2020

Megan Lueders has led the marketing team at Zenoss into a new phase of account-based marketing. She shares how to successfully look at this new approach and layer it on top of the historical responsibilities of brand awareness, demand generation and acquisition. By aligning with Sales and Customer Success, she has been able to help their board and executive team see the value and progress of their ABM efforts. A unique, collaborative dashboard in Salesforce helps everyone stay in alignment with consistent visibility.

753. How to Develop a Winning Sales Strategy Dec 10, 2020

Everyone wants a winning sales strategy. But sales encompasses so many aspects of a business it’s often hard to know where to start. Luckily, in this Takeover episode, host Sanjana Murali speaks with Kent Holland, VP of Sales at Copper, about 3 areas you can focus on right now to step up your sales game. For more episodes like this one, join our friends at the Limitless Podcast: https://podcasts.apple.com/in/podcast/limitless-a-sales-and-marketing-podcast/id1493376502

752. 3 Things B2B Marketers Can Learn from B2C Dec 10, 2020

On this throwback episode of #FlipMyFunnel, Sangram talks with Bryan Brown a few things that B2B marketers can adopt from B2C marketers.

751. Leadership: Women in Sales and Tech Dec 08, 2020

Why is it that in every movie about sales, the lead is always a guy? It’s not the 1950s anymore. Sales is a gender-neutral job — and we could all benefit from more women on our sales teams. In this Takeover episode, host Sanjana Murali speaks with Patricia DuChene, Vice President of Sales at Postal.io, about the challenges and opportunities for women in sales and tech. For more episodes like this one, join our friends at the Limitless Podcast: https://podcasts.apple.com/in/podcast/limitless-a-sales-and-marketing-podcast/id1493376502

750. The Final ‘Ism’: How to Tackle Ageism in the Workplace Dec 07, 2020

If someone said they weren’t going to hire a candidate because of their race, ethnicity, or gender, you would rightly be offended. So, why, for so many companies, is it still acceptable to say that about boomers or millennials? Ageism is the last “ism” pervading the workforce. And if your company isn’t hiring from diverse age groups… It’s hurting your bottom line. In this LinkedIn Live episode, I speak with Nancy Shenker, Founder & CEO at theONswitch, about why cross-generational collaboration is so critical and how to encourage it in your organization.

749. The Top 3 Priorities of a CMO Who Raised $103M with $1.6B In Valuation Dec 07, 2020

Do you have a Department of Customer Love? Maybe that should be one of your marketing priorities heading into the new year. In this episode of the #FlipMyFunnel Podcast, we spoke to Jen Grant about the culture at Looker, her top priorities as the Chief Marketing Officer, and how Account Based Marketing is related to these priorities.

748. Making it Personal: Sales Success Through Personalization Dec 07, 2020

When you get a template email with your name haphazardly pasted at the top, how do you react? For most people, that lifeless document is heading straight into the spam folder. If you want people to respond, you’ve got to make it personal. In this Takeover episode, host Sanjana Murali speaks with Amy Franko, Founder & CEO at Amy Franko Associates and Author of The Modern Seller, about how to implement better personalization in your sales outreach and prospecting. For more episodes like this one, join our friends at the Limitless Podcast: https://podcasts.apple.com/in/podcast/limitless-a-sales-and-marketing-podcast/id1493376502

747. Thomson Reuters Uses These 5 Strategies to Run Their ABM Program at Scale Dec 07, 2020

95%. That was her 2018 win rate. When she used ABM, she won, 95% of the time. Jillian E. Gartner doesn’t leave ABM deals on the table. She’s so good in fact, ABM’s in her title: She’s the Director of Account-Based Marketing at Thomson Reuters. She came on this episode of the #FlipMyFunnel podcast to discuss her incredible 5 step process that led to this amazing win-rate. Jillian works with every part of her company to ensure #OneTeam, pulling from her experience in sales and global marketing at various companies. (Jillian also has an MBA from Findlay.)

746. REAL Sales Wins with Videos Dec 03, 2020

In a year marked by social distancing and remote work, the human touch matters more than ever — especially in your sales process. So, before you write another robotic email, why not record a video instead? In this Takeover episode, hosts Nikhil Premanandan and Karthi Mariappan from Hippo Video speak with Dan Tyre, Sales Director at Hubspot, about how to use video-selling to humanize your sales process. Check out Limitless: A Sales and Marketing Podcast by Hippo Video here: https://podcasts.apple.com/in/podcast/limitless-a-sales-and-marketing-podcast/id1493376502

745. How to Sell When No One's Buying Dec 01, 2020

When times get tough, you have two choices: You can give up or you can step up. So, if you want to sell in the pandemic, it’s time to stop bingeing Netflix and start bingeing growth. To learn how, I spoke with Morgan J Ingram, Director of Sales Execution and Evolution at JB Sales Training, on LinkedIn Live to find out how he keeps selling when no one’s buying.

Bonus Episode: You Don’t Have a Marketing Problem, You Have a Go to Market Problem Oct 18, 2021

Most companies just don’t get it.

The most successful companies are built on strong go-to-market teams. It’s time to stop assuming it’s a marketing problem and get to the root: Your CEO owning go-to-market. And our guest today is courageous enough to walk us through it with insight from his new book.

Rowan Noronha, VP Product Marketing and Founder at Product Marketing Community, Megan Heuer, VP Strategic Initiatives at Winning by Design, Sangram Vajre, Chief Evangelist at Terminus, discuss the questions and stages every company should be aware of in regards to their go-to-market strategy.

What we discussed:

Understanding why great companies fail
The MOVE framework and its 4 questions
Knowing who owns go-to-market

Check out this additional resource mentioned during the episode:

MOVE: The 4 Question Go-To-Market Framework By Sangram Vajre

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Listening on a desktop & can’t see the links? Just search for Flip My Funnel in your favorite podcast player.

744. How Optymyze Defines TAM and Measures ABM Nov 20, 2020

The idea of ABM is really about alignment. It's about focusing. It's about concentrating on the group of accounts that are going to provide the highest value to your business. To flesh out the concept of ABM, we brought Renny Fidlon and Sarah McGlinchey from Optymyze to discuss the pillars of ABM success.

743. Why You Need Customer-Centricity to Survive Nov 20, 2020

Another vague COVID email asking how you can help isn’t going to cut it.

You should already know how you can help your customers. That’s real customer-centricity, and it’s the only way you’re going to survive this pandemic.

In this Takeover episode, Ethan Beute, host of The Customer Experience Podcast, discusses customer-centricity with Todd Hockenberry, consultant and B2B advisor at Top Line Results.

742. Bringing Back The Human To Sales & Building A Buyer-Focused Sales Process Nov 20, 2020

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange

In this session, Jake Dunlap will discuss the emerging trend of shifting your sales process to a more buyer-focused model. In addition, you’ll learn why sales and marketing alignment from a KPI standpoint is crucial to scaling your business.

741. Why We Need to Humanize Business Communication Nov 17, 2020

Communication is what separates us from other animals.

Communication makes us human.

So, why do most workplaces seem dead-set on stripping all the humanity from business communication?

In this Takeover episode, host Ethan Beute speaks with Darin Dawson, President and Co-Founder of BombBomb, a company hoping to make a dent in the universe by rehumanizing the way we communicate in our careers with video messaging.

They discuss:

Why communication is what makes us human
The problem with business communication
How video can help solve it

740. Working Genius: What Gifts Do You Bring to Work? Nov 17, 2020

You are a genius.

In fact, every person in your company is a genius, too.

And if you can figure out why, you can reorganize your company to be more efficient, productive and joyful.

In the latest LinkedInLive episode, I’m joined by the legendary Patrick Lencioni, Founder & President of The Table Group and author of The Five Dysfunctions of a Team, to break down the 6 types of working genius and why they matter for your company.

What we talked about:

Why we need to understand the genius in ourselves and others
The 6 types of working genius
How to improve your company through understanding these genius types

739. How to Build a Killer B2B Brand Nov 17, 2020

The B2B and SaaS worlds aren’t known for being brand centric. Why not? Because most people associate brand building and brand marketing with fluff.

According to Edward Ford, they couldn’t be more wrong.

738. 10 Rules for Creating Category & Community Nov 12, 2020

If you want to succeed in providing an amazing customer experience…

You need to build 2 things first.

Category and community.

In this Takeover episode, we’re getting a bit meta: Host Ethan Beute speaks with none other than me, Sangram Vajre, Chief Evangelist at Terminus.

737. The Future Of Sales & Marketing Is Radically Transparent – Are You Ready? Nov 12, 2020

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange

The future of sales and marketing is radically transparent … are you ready? While embracing transparency and leading with our flaws may feel like the right thing to do, brain science coupled with the proliferation of reviews and feedback on everything we do, buy and experience means it’s now a requirement. Todd will get us ready.

736. Why a Perceived Problem Still Needs Solving Nov 10, 2020

When you love something, you want to protect it.

But working in CX often means hearing only the negative from customers.

And it doesn’t matter if you agree — you still need to solve the problem.

In this Takeover episode, host Ethan Beute speaks with Rachel Ostrander, Director of Runner Experience at Brooks Running, about how to keep your customer experience running smoothly.

735. This Marketplace Pays Highly Certified Freelancers Nov 09, 2020

For most of us, work looks pretty different than it did a year ago.

Whether it’s work-from-home, changing industries, furloughs, or even lost jobs, work is changing. When it comes to freelancing, that might be a good thing.

My latest guest on Linked In Live is Susan Marshall, CEO at Torchlite, a marketplace connecting freelance marketers with paying gigs. I invited her on the show to discuss how freelancers fit into the new post-COVID economy.

734. How a 4-Time CMO Says You Should Create Your Ideal Customer Profile Nov 06, 2020

ABM is easy as soon as soon as you define your original ideal customer profile.

But that’s just like the old Steve Martin answer on how to be a millionaire:

“First step: Get a million dollars.”

So how do you get that million dollars? Or, in this case, how do you define your ideal customer profile?

Our advice, listen to this guy: Kirby Wadsworth. If that name is familiar to you, it’s because he’s an author of an Amazon 5-Star book, he was featured in Forbes’ Most Influential CMOs on Social Media, and he’s won tons of awards in the B2B space, including the Webby and W3 Awards and SiriusDecisions Return on Marketing & Sales Integration Award, to name a few.

Currently, Kirby’s the CMO at Illusive Networks, where he and his team are on a tremendous growth trajectory, while Kirby is helping define their ICP.

733. It’s Time to Get Intentional About Employee Experience Nov 05, 2020

100,000 hours. 8 hours a day. 40 a week. 2,000 a year.

We experience most of our adult lives at work.

Can we really afford to leave that experience up to chance?

It’s time to get intentional about our employee experience.

In this Takeover episode, host Ethan Beute speaks with Gil Cohen, Founder at Employee Experience Design, about what leaders need to know to deliver a phenomenal employee experience.

732. Power Your Revenue Engine: How BigCommerce Uses Data To Fuel Action Nov 05, 2020

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange

Everyone needs clean data to make smart decisions, but BigCommerce has gone beyond that. Data is the jet fuel that powers the company’s demand engine. With every new initiative, they first ask the question, “How can we use data and automation to make this efficient, scalable and repeatable?”

In this presentation, Ali Rastiello, Director of Marketing Operations and Technology for BigCommerce, will share how she and her team have embraced data orchestration platforms to clean their data and automate processes to more effectively target both B2B and B2C companies.

731. Customer Experience in the Era of Infinite Media Nov 03, 2020

How can we make our marketing better?

You’re asking the wrong question.

You get way better answers by asking: Why isn’t our marketing working?

In this takeover episode, host Ethan Beute speaks with Mathew Sweezey, Director of Market Strategy at Salesforce and author of “The Context Marketing Revolution,” about how his work is answering this fundamental question.

730. How To Drive Sales Performance With A State-Of-The-Art Data & Tech Orchestration Strategy Nov 03, 2020

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange

If you feel overwhelmed (or underwhelmed!) by marketing tech, have non-actionable data slowing down your go-to-market efforts, or are trying to figure out how to meaningfully impact revenue as a marketer, then this session is for you.

Paul Green, Director of Marketing Technology at Extreme Networks, will detail how to get you unstuck and share Extreme Networks’ journey of creating a global, cross-functional initiative called “Project Orion” to orchestrate marketing and sales systems into a unified go-to-market engine.

Using state-of-the-art tools like Marketo to drive demand, enrich data, identify intent signals and more, the company built a customer data platform capable of driving true organizational alignment, boosting conversion rates and accelerating pipeline and revenue.

729. How to Practice Fearlessness in Marketing Nov 03, 2020

Fearlessness is taking the keys to the Ferrari.

That’s one of our core values at Terminus. But what does it look like to be fearless in marketing?

Marketing Operations Coordinator at Terminus, Madison Bennett, says it’s about being unafraid to challenge people and processes at any turn. When it comes to marketing operations, you want the best accounts to be your customer. Period.

When you find the best accounts for your sales team, that customer is going to flow through your deal cycle so much faster because you know they’re ready to buy. They’re also going to be better accounts for your customer success team to work with because they’re engaged and interested in what you’re doing.

You have to be fearless in doing what it takes to find those key accounts for sales to go after and for customer success to engage. To find the best process to tee up only the accounts that are going to be most successful. Where the goal used to be “fill that funnel” with as many people as possible… now we know exactly why we sent this account to sales.

But how do you sustain fearlessness in marketing operations?

728. How to Show Up Authentically & Execute Every Day Oct 30, 2020

How do you provide great customer experiences to a market wary of your industry?

Show up authentically.

Your customers need to know you have their interests at the core of what you do.

In this Takeover episode, host Ethan Beute speaks with Paula Hayes, President & CEO of Hue Noir Cosmetics.

Paula is on a mission to change the face of beauty by putting multicultural women at the center of the modern beauty movement.

727. Megadeals: How Are Multi-Billion Dollar Deals Done & What Can The Rest Of Us Learn From It Oct 28, 2020

It can be difficult to know where to start with navigating a megadeal. You’re handling billions of dollars and an entire ecosystem of organizations and people.

Fortunately, there are sales and marketing pros that have gone before you (even if current literature doesn’t reflect it).

Christopher Engman, CRO/CMO of Proof Analytics and author of Megadeals, travels the world to speak about managing huge business agreements. At #B2BSMX 2019, Christopher shared five major mistakes to look out for when operating a megadeal.

726. Build a Community By Making Customer Experience Your Mission Oct 27, 2020

What is your mission?

It may not seem like it…

But your mission is the most important factor in delivering great customer experience.

In this Takeover episode, host Ethan Beute speaks with Levi Ayriss, VP of Southwest Field Operations, and Lance Risser, VP of Field Operations, at Dutch Bros. Coffee.

725. The Overnight Pivot: Reacting to Crisis Oct 27, 2020

When responding to a crisis, you have two choices.

You can let the crisis just happen to you.

Or you can take control and meet the crisis head-on.

Andy Mackensen, Co-Founder & CMO at Caroo, chose the second option.

When the pandemic started, 95% of the business was B2B. Overnight, they pivoted to meet the demands of the COVID-19 world.

Now they’re 100% B2C.

724. News Flash: 3 Mergers and Acquisitions to Watch Oct 23, 2020

News flash! Things are heating up from a mergers and acquisition standpoint in the marketing space.

From owning the B2B space to improving personalization in content marketing, these mergers and acquisitions are sure to shakes things up. This week, we’re talking three major moves to watch, plus one piece of surprise news for female entrepreneurs.

723. In an Era of Infinite Competition, Experience Is Everything Oct 22, 2020

Companies have been saying they are focused on customer experience for years.

For most… it hasn’t exactly been true.

But these days, it’s no longer an option. Experience matters more than anything else in your business.

In this Takeover episode, host Ethan Beute speaks with David Cancel, CEO of Drift.

722. 5 Ways to Be Productive as a Travel Warrior Oct 22, 2020

On this episode of the #FlipMyFunnel podcast, Sangram gives you the 5 tactics that have totally changed his travel game, and have made travel one of the most fun and energizing parts of his job.

Keep this one in your back pocket for the next time you have to take a business trip!

721. Turn a New Customer into a Lifetime Customer Oct 20, 2020

Congratulations, you’ve made a new customer!

But now the clock is ticking…

You have just 100 days to make that customer a lifetime customer.

In this Takeover episode, host Ethan Beute speaks with Joey Coleman, Author of Never Lose a Customer Again about what customer experience means in 2020.

720. Boosting Productivity & Agility — Even in a Crisis Oct 19, 2020

At the beginning of the pandemic, how many were surprised they ended up working harder?

Balancing kids at home, new ways of doing business and increased workloads can be stressful for everyone.

But Muhammad Yasin, Executive Vice President of Marketing at Perq, looked at the crisis as an opportunity to try new things.

And his team has never been so productive.

In this episode, we discuss how he did it.

719. What It Takes to Be a Modern CMO Oct 19, 2020

Modern CMOs wear a bunch of different hats. And that involves being an expert in several different fields. They have to be obsessed with the entire customer journey from prospect to upsell. They have to balance lead generation and brand management. And they have to measure results when they can, but simultaneously be comfortable investing in marketing activities that can’t be measured.

718. Making Sense of Martech: Platforms, Integration & Beyond Oct 15, 2020

Most marketers know how to weigh traditional marketing services.

But technology? That leaves most marketers at a loss.

It doesn’t have to — deciding between martech products and building a killer tech stack can be made simple.

In this takeover episode, hosts Yaagneshwaran Ganesh and Manish Nepal catch up with Scott Brinker, VP Platform Ecosystem at HubSpot, to discuss what every marketer needs to know about martech.

717. What's Your WHY? Oct 15, 2020

What you do is important. But why you do it is even more important.

In his book and TED Talk “Start with Why” Simon Sinek challenges us on the importance and power of having a “Why.” He pushes us to craft our why to propel ourselves and others to action.

In this throwback episode, Sangram uncovers his why, and how it has impacted every aspect of his life.

716. Social Selling Made Simple Oct 13, 2020

ABM is all about building relationships with prospects and customers throughout their entire buyer’s journey.

And these days, if you want to build relationships, you need to master social selling.

In this takeover episode of #FMF, hosts Yaagneshwaran Ganesh and Manish Nepal cover everything you need to know about social selling.

715. How COVID-19 is Proving Analytics Matter Oct 13, 2020

If the pandemic or climate change hasn’t made it obvious yet…

Math, sciences and analytics are how we save the world.

And they’re also how you save your marketing.

In today’s episode, I’m joined by Mark Stouse, Chairman and CEO at Proof Analytics.

He has weathered several crises throughout his career — and through his move from a CMO to CEO — and each one has further bolstered his belief in the power of analytics.

714. Executing a Successful ABM Campaign at Scale Oct 13, 2020

A successful ABM campaign is tough. Doing it at scale is even tougher. So we thought we’d talk to someone who has quite literally won an award for her ABM campaign at scale. Heidi Vandermeer talks about what it takes to run an ABM campaign at scale, and how her company did it.

713. Why the Unmeasurable Might Be the Key to Unlock ROI Oct 08, 2020

You’ve probably heard this phrase before: What gets measured gets done.

Well, sometimes the reverse is true.

And if it is for you, it might be killing your ROI.

So says Chris Walker, CEO at Refine Labs. In our takeover episode with hosts with Yaagneshwaran Ganesh and Manish Nepal, the three join together today to talk about why shifting your marketing investment from performance to brand is the smart move.

What we talked about:

Why brand beats performance
The unmeasurables that provide real ROI
How to kill it with content

712. Working in Love vs. Working in Fear Oct 08, 2020

I believe we act out of two different ways to every situation in life: Out of love or out of fear.

Let me explain.

In fear, you play the short game. You’re focused on very short-term goals to please others, and you’re afraid to take risks. Self-protection and survival are your priorities that are rooted in insecurity.

In love, you play the long game. You’re not afraid to take risks because you realize the possibility of failure is just part of the journey. Selflessness is your priority because you see that giving to others doesn’t take away from yourself!

You have a choice to make today. You can choose fear as you walk into your office and home OR you can choose love and truly give it all you have. I promise you that you will sleep well the night you choose to love.

This episode will help you determine if you are responding to your life in fear or in love!

711. Marketers: Start Contributing to Revenue Oct 06, 2020

Here’s the big idea: The value of marketing is defined by sales.

This truth has taken me a long time to verbalize, but it’s become very obvious to me now.

In this #TakeoverTuesday, I discussed this idea with Yaagneshwaran Ganesh and Manish Nepal, the co-hosts of The ABM Conversations Podcast. Plus, we talk about…

The evolution of ABM and #FlipMyFunnel
Two things marketers need in order to contribute to revenue
The metrics that marketers should care about

Check out Yaag’s books, like The Revenue Marketing Book, here.

710. CMOs Build Trust with the Customer & the C-Suite Oct 05, 2020

With so many C-suite acronyms flying around…

It’s hard to keep track of what each one does.

Luckily, you can always ask an expert.

Which is why, today, we’re diving into the role of the CMO with John Ellett, CEO at Springbox and Contributor at Forbes CMO Network.

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709. What It Takes to Write a Book Oct 02, 2020

You don’t have to be a writer to write a book. Do you have something to say? Are you knowledgeable on a certain topic that the majority of the world may not be?

Then maybe you should write a book.

David Lewis (DemandGen) and Sangram Vajre (Terminus) each wrote a book to create credibility in their space, and it was a game changer for their business. They gathered their insight, personal experiences, and all the content they’d already created in the past and built their books. Then they let editors do the rest.

So what does it take to get your book done? David and Sangram take us through everything you should consider.

708. CXO Panel: Executive-Level Perspectives On Driving Revenue Growth Oct 02, 2020

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange

This dynamic panel will close the day with perspectives from executives representing different roles in the business, as well as different industries and stages of growth. The executives will share specifics into their company’s strategies, results and future priorities for initiatives such as ABM and sales and marketing alignment.

707. How & Why to Create Unforgettable Moments for Your Employees Oct 02, 2020

It’s not often that you hear a concept that totally blows you away.

I was recently speaking with my co-host and podcast producer, James Carbary, Founder of Sweet Fish Media, and he told me about how he’s building an “unscalable culture.”

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706. Culture Eats ABM For Breakfast, Pt. 1 Oct 02, 2020

Starting a B2B business with your life partner is bound to create some interesting company culture.

One couple who’s crushing it at B2B business and company culture is the founders of Mojo Media Labs, Nikole Rose (President/COO) and Michael Rose (CEO).

In the first episode of this four-part series, Culture Eats ABM for Breakfast, Nikole and Michael give us the lowdown on the ups and downs of building a great company culture.

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705. Gifting Better: How to Move from Personalized to Personal Sep 29, 2020

Why do we still send swag with our companies’ names on it?

We should all be a little more personal with our gifts.

And what better way than to let people choose their own?

That’s exactly what Greg Segall, CEO and Founder at Alyce, decided to do. And his approach to creating personal experiences is changing gifting forever.

In this episode, we discuss:

Why personal — not personalized — gifts are the future
How to turn a “touch” into a moment
How to let your prospect create permission

704. How to Humanize B2B Sep 28, 2020

Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE.

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703. How To Fuel Your ABM Strategy With Inbound Sep 28, 2020

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange

Marketers who embrace the inbound methodology and apply it to their ABM strategy see stronger engagement among their targeted accounts. And sales teams who leverage inbound selling techniques are better enabled to meet the needs of the humans they interact with throughout the sales process — aka, the Buyer’s Journey.

Still not a believer? In this hyper-tactical session, you’ll walk away with the tools you need to fuel your ABM strategy with inbound. We’ll also cover simple ways to immediately begin implementing an ABM strategy if your marketing organization is largely inbound-based.

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702. Be Patient and Have a Great Attitude Sep 28, 2020

When was the last time you felt like you had everything you could ever want? Like you had it, like you made it?

Most of us have experienced that high in one way or another. It’s an amazing feeling, isn’t it? But here’s the thing: chances are, sooner or later you're going to be climbing another mountain because there’s always another one to climb right around the corner. There are more mountains in your future, more than you can even see right now.

But the important thing to remember is that it's not about the number of mountains you climb. What matters is the legacy you leave behind on those journeys, who goes with you on those journeys, and celebrating every win on those journeys.

I learned this the hard way. That’s why today I have two challenges for you that will encourage you to develop two of the best qualities you can have no matter the industry you work in: patience and a great attitude.

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701. The Secret Formula: How to Become a CMO Sep 22, 2020

I’ve noticed something with the people I mentor in the marketing world: They have no clue how to become a CMO.

Today, I’m going to change that.

In this episode, I cover the 4 questions you need to ask to become a CMO:

Do I know my superpower?
Do I know the business?
Do I know the stakeholders?
Am I building a personal brand?

700. The Future of Work & Productivity Sep 22, 2020

The world looks different in this crisis.

But how different will it look when it’s over?

Will work ever work the same way again?

In the latest episode, I catch up the perfect person to answer these questions, Daniel Pink. Best-Selling Author of To Sell Is Human and Host of The Pinkcast, Daniel has devoted the last 20 years to studying the intersection between science and work.

We discuss:

Why we need empathy in a crisis
Why transparency matters right now
The future of work

699. How to Schedule Your Day to Be Exceptional Sep 18, 2020

For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some sort of schedule to be exceptional.

698. How Inbound is Rebooting Inbound: A 20k+ Event Reimagined Sep 17, 2020

When it became obvious live events weren’t going to happen this year, many events tried to move online.

But that was a mistake…

You can’t just do the same thing virtually — you have to reimagine the experience.

That’s what Courtney Dagher, Senior Marketing Manager at Inbound, did. She and her team took a 20,000+ event and rebuilt it from the ground up to suit today’s socially-distanced world.

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Future CMO's, don't forget to reserve your ticket to INBOUND2020. The fully immersive, digital experience, takes place September 22nd and 23rd. Learn here and Inspire What's Next at www.inbound.com/register use code FutureCMO at checkout for your Flip My Funnel rate.

697. Pivoting from a Startup Leader to a Scale-up Leader Sep 17, 2020

A scaling up company leader needs to shed his startup skin and re-emerge as a whole new animal. (S)he needs to:

Let the experts you hired make their best decisions
Make your major changes in the startup phase
Regardless of industry, tech’s holy grail has an enterprise back-end, and consumer-friendly front end
The leader sets the tone and makes the big picture decisions
Make your product easy to buy and use - no exceptions
Make a plan, prioritize, and stick with it

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Future CMO's, don't forget to reserve your ticket to INBOUND2020. The fully immersive, digital experience, takes place September 22nd and 23rd. Learn here and Inspire What's Next at www.inbound.com/register use code FutureCMO at checkout for your Flip My Funnel rate.

696. How to Be a Kick-Ass CMO of an Iconic Brand Sep 15, 2020

Ever wonder what it’s like to be a CMO of a sales and marketing behemoth?

We just got a pretty good idea of what it’s like from HubSpot CMO Kipp Bodnar. What better place to catch up with Kipp than INBOUND 2019?

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695. Keeping the Faith: Faith-Based Leadership Through Crisis Sep 15, 2020

We all have to have faith that we will get through the pandemic to keep our sanity and to come out on the other side stronger.

In the mean-time, as leaders, we need to expertly with our employees.

And for some leaders, faith and communication already go hand-in-hand

In this episode, I speak with Ginger Herring, CEO at 1st Franklin Financial Corporation, about how her faith-based leadership is helping her team through this crisis and beyond.

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694. Award-Winning Lessons You Need for Your Next Demand Generation Campaign Sep 15, 2020

Stop focusing on one thing at a time! If you focus too much on one thing, you’re actually trapping yourself. This episode I sit down with Daniel Englebretson, the winner of the 2018 ABMie for the Best Demand Generation Campaign. One of the greatest lessons he learned is that instead of focusing on one thing first, you’re better off spreading yourself thin in lots of areas and seeing what sticks. Then you’re ready to crush that one thing! Check out the interview to learn the rest of Daniel’s award-winning lessons.

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693. Why Terminus Embraces Their Competitors Sep 15, 2020

The script has flipped.

Embracing the competition? Aren’t we supposed to hate each other?

Not according to #FlipMyFunnel founder and host, our very own Sangram Vajre. He emphasizes the power of bringing competitors together to cultivate growth.

FMF guest-host John Rougeux swaps spots with Sangram in this topsy-turvy #TakeoverTuesday episode. We learn about category creation versus category leadership, the advantage in building a community, having passion for the problem instead of the product, and more.

John Rougeux is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets.

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692. How to Not LOSE Your Family to WIN the World, Pt. 2 Sep 15, 2020

We need to get back to our families.

If we’re working long hours, but not connecting with our families, what’s it all for?

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691. CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition Sep 08, 2020

Bigger is not always better. Especially if you want to be CEO.

Whether you’ve always had your mind set on being the leader or not, joining a small startup has numerous benefits for those interested in a variety of functions.

FMF guest-host Katie Bullard sits down with Green Revolution Cooling CEO Peter Poulin to discuss the transition from functional to enterprise leader on this #TakeoverTuesday.

In this episode, we cover everything from the advantages of joining a startup to finding more growth opportunities and more.

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690. Changes in Marketing Under COVID-19 Sep 08, 2020

There’s a pandemic raging.

Events are being canceled left and right.

So, what do you do in a time like this?

Step up your ABM game!

That’s what Dan Englebretson, Co-Founder and Head of Client Services at Khronos, did when their biggest event of the year got canceled.

He came on the show to share his story and dig deep into how account-based methodology is working for Khronos.

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689. Here’s What Every 1:1 ABM Strategy MUST Have to Be Successful Sep 08, 2020

Amber Bogie, senior marketing manager at Planview, Inc., has an amazing amount of insight on 1:1 personalized marketing campaigns. This insight led her to win an ABMie award for the best 1:1 campaign. She shares this insight in an episode of #FlipMyFunnel, encouraging marketing and sales teams to work together for an incredibly personalized account based experience.

688. How Drift Uses Branding and Category Design to Drive Growth Sep 08, 2020

The times, they are a-changin’.

In the old days, you might have gotten away with promoting the best feature of your product, making a transaction, and sending the customer on their merry way.

Try that today and you’ll go out of business.

Why don’t consumers care as much about the product as they used to?

FMF guest-host John Rougeux asks CEO of Drift and Entrepreneur-in-Residence at Harvard Business, David Cancel, what he thinks about the current SaaS market disruption. This #TakeoverTuesday explores effective branding, category design, and more.

John Rougeux is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets.

687. How to Not LOSE Your Family to WIN the World Sep 08, 2020

We need to get back to our families.

If we’re working long hours, but not connecting with our families, what’s it all for?

It can be extremely hard for busy professionals to pause for a moment to think about what really matters.

In this episode, you’ll get my first 2 tips of 10 on how to reconnect with your loved ones on a deeper level. Yep, we’re going deep. We cover non-awkward conversation starters, meaning what you say, and more.

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686. CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition Sep 01, 2020

There are several steadfast qualities that make a great leader.

Are those traits inherent in a leader, or are they learned?

The answer: both.

FMF guest-host Katie Bullard, had the chance to discuss the qualities of a great leader with NAVEX Global’s CEO Bob Conlin. In this episode, we cover the top qualities of a great CEO, aligning with the long-term goals of your company, and more.

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685. How Should You Adjust to COVID-19? By Helping Aug 31, 2020

Helping is the new selling.

If you haven’t heard me say it a dozen times already, you will.

And Brooke Beach, CEO at Marketwake Agency, agrees with me.

We are all facing the same crisis. Everybody.

If you want to market — or do anything — in a world turned upside down, you have to help others first.

In this episode, Brooke and I discuss:

Why you need to pick up the phone more
Why helping is the new selling
How fostering strong relationships allows for better experimentation

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684. How One ABM Strategist Quadrupled Conversion Rates in 6 Months Aug 29, 2020

What if you could start over with your ABM Strategy? What if you could rethink the whole process, redesign your toolbox, and refresh the screen?

That’s exactly what Jeremy Middleton did. Jeremy has worked at Hewlett Packard and HP Enterprise for years in marketing strategy, and he just celebrated his 1 year anniversary as Senior Director of Digital Marketing at Pramata. Last October, he wanted to rethink their whole marketing strategy.

He took the drawing board, and erased it. Former tools? He stopped using many of them. Old ideas? He tossed them. Complex strategies? He simplified them.

Guess what? It worked. His team quadrupled their conversion from leads to opportunities in just six months. We just had to give him our an ABMie (an award we give out to top ABM strategists every year).

The best part? Jeremy came on our FlipMyFunnel Podcast to tell us how he did it. Don’t miss it.

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683. The Physical Therapist Who Built a $100M SaaS Company Aug 29, 2020

Inspiration can hit us anywhere.

Most times, it’s not when we’re forcing it. It tends to reveal itself in the most mundane of activities.

But, when it shows up, it’s a beautiful thing.

This is what happened to the president and co-founder at WebPT, Heidi Jannenga. As a physical therapist, she saw the need for a more sophisticated method of documenting patient visits. Pen and paper was the protocol.

In this #TakeoverTuesday episode, Heidi fills in FMF co-host John Rougeux on her story through category creation, gaining 40% of the market share, and more.

John Rougeux is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets.

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682. Using the 7x7 Framework for Communicating Change Aug 29, 2020

Have you ever been super excited about change at work?

Have you ever been confused, or frustrated, as to why not everyone is on the same page as you?

Transition can be overwhelming. Simply announcing the launch of a new platform or core value isn’t going to cut it.

That seems like common sense right? Right. But in practice, it’s not uncommon to want to move at a faster pace.

Some people can feel ready from the get go. Others need to take time to process and understand what is expected before they are fully on board. What’s the best way to effectively communicate change so your team isn’t left frustrated and frantically trying to keep up? Glad you asked.

Enter the 7x7 Framework.

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681. CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition Aug 27, 2020

Were you destined to become a CEO?

Perhaps you’ve known since you were little that you were meant to lead.

Maybe throughout your whole career, you’ve been working up the ranks to at last reach the long-awaited CEO office.

This dream was not Elisa Steele’s. Strangely enough, she’s now the CEO of Namely. Elisa was happy and successful as CMO, however, obviously had the CEO chops.

#TakeoverTuesday host Katie Bullard asks Elisa how she made the transition from CMO to CEO and if she has any advice for others looking to do the same. In this episode, we cover team collaboration, brand authenticity, and more.

680. The Opportunities Hidden Behind Every Crisis Aug 26, 2020

What do you do when things go bad?

Try saying: “Good!”

Every crisis hides an opportunity, you just need to find it.

So says Brett Hagler, CEO at New Story, a charity whose mission is to pioneer solutions to end global homelessness.

In this episode, Brett covers why in a crisis:

You should make something people really want
You should do things that don’t scale
You should find opportunities

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679. Here’s How You Can Build an Award-Winning Pipeline Acceleration Campaign Aug 21, 2020

It’s easier than ever to build a pipeline acceleration campaign, providing you have the right tools and team members in place. In this special FlipMyFunnel, One Hero episode, we sat down with Justin Keller, VP of Marketing at Sigstr to discuss how his latest campaign won the best pipeline acceleration award.

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678. Category Creation: How to Build a Movement Aug 20, 2020

Select the best approach to entering the marketplace:

A) Category creation

B) Building a better mousetrap

The answer? Both.

We sat down to discuss market strategies with one of HubSpot’s co-founders and current CEO of Lola.com, Mike Volpe.

Mike has been involved in both ends of the spectrum: category creation and building a better tool to serve an existing category. He gives FMF co-host John Rougeux the lowdown in the first of four #TakeoverTuesday episodes focused on category creation.

*More about John Rougeux*
John is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets.

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677. Having the Conversation About Mental Health Awareness and Assistance Aug 20, 2020

You don’t get a nickname like “Saywhatsales” unless you’re speaking some truth. That’s easier said than done in a tough sales environment, but it seems even more difficult when we begin navigating the tough conversations around mental health.

In today’s episode of the Flip My Funnel podcast James “Saywhatsales” Buckley, Business Development Manager at Ringlead and Brand Ambassador for UNCrushed joined me on the show to step a little outside of our normal lane.

Mental health is a factor that affects everyone. What are we doing both personally and corporately to address these issues in ourselves and those who work around us every day?

Today, we tackle that tough conversation.

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676. CMO to CEO: How Marketing Leaders can Make the Ultimate Transition Aug 20, 2020

Feeling replaceable is tough.

Unless you’re moving up.

That’s what Katie Bullard, president of DiscoverOrg, did. Throughout her career, she has been shrewd enough to actually hire her replacements so she can move on to bigger roles. That’s pretty boss.

In this episode - kicking off a new series of #TakeoverTuesday - we cover transitioning up, the definition of a high-performing marketing team, and more.

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675. How to Go from Physical Events to Digital Events Aug 19, 2020

For many companies, events are the lifeblood of their business.

But social distancing presents a huge challenge:

How do you meet up without meeting up?

In this episode, Annie Bogigian Keller, Global Digital Engagement Manager at Genesys, explains how to transform your physical events into digital events.

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674. Sales Leadership: One Mistake Can Make It or Break It Aug 18, 2020

Derek Grant is the VP of Sales at SalesLoft and won an ABMie for Best Sales Leader. We caught up with Derek at the #FlipMyFunnel Conference and talked all about sales leadership, sales and marketing alignment, ABM, and more!

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673. How B2B Organizations Are Building Teams & Strategies To Improve Pipeline Collaboration & Visibility Aug 18, 2020

If you're a marketer today, you are a revenue marketer. But you probably already know that.

Many of you have held marketing ops roles or sales ops roles, but we’re starting to see those functions roll up together into a revenue ops role, into one true revenue team. We’re seeing this whole category of revenue operations emerge. All with the purpose of guiding revenue planning and execution around your go-to-market strategy.

At the B2B Marketing Exchange conference four stellar speaks — Yun Fan, Karen Steele, Laura Patterson, and Jocelyn Brown — joined forces to talk us through what revenue ops means in their organizations. On today’s episode of the #FlipMyFunnel podcast, we’re sharing that discussion with you.

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672. The Big Idea: Commitment Creates Movement Aug 12, 2020

Here’s a big idea that can change your life and maybe the world around you:

Commitment creates movement.

Commitment is how you achieve anything meaningful in your life. Let’s say you wanted to lose weight. You have to commit to making it happen.

You worked out, you slept, you ate right, all those things happened and you got in better shape. But then you stopped having the same commitment. Guess what came up? Excuses, and excuses don't create movement.

Commitment to your purpose will create clarity of focus, which means that if you know where you're going, then it will create clarity, not just for you but people around you.

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671. Changes You Have to Make When Switching to an ABM Model Aug 12, 2020

So, you’re gonna go for it, huh?

You’ve aimlessly chased those little guppies for too long now

Good for you! Why continue trying to corral little tiny leads when you could be putting your resources towards bigger clients you know will pay off?

We had the opportunity to discuss account-based models more with Account-Based Strategist and partner at Winning By Design, Shari Johnston. In this episode, we cover changes you need to make for an ABM, Women in Revenue, and more.

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670. How to Build an A-Team in the Midst of Crisis Aug 11, 2020

The world has been completely disrupted over the last few months.

And that presents us with unprecedented opportunities…

But first, we need to disrupt ourselves.

To find out how, I invited the expert on disruption theory onto this LinkedIn Live episode.

But you probably already know Whitney Johnson, C-Suite Advisor at WLJ Advisors, considering she has 1.8 million followers on LinkedIn.

Whitney has authored two of my favorite books, Disrupt Yourself and Build an A-Team, and both are incredibly valuable in the current crisis.

669. How to Execute ABM on a Small Scale w/ Matt Walsh Aug 11, 2020

In today's episode, Kaitlin interviews Matt Walsh, Founder of Noted Analytics all about how to do account-based marketing and sales at a smaller organization.

668. Marketing Within The Deal: Reaching Deeper Into The Funnel To Impact Win Rates Aug 07, 2020

It’s been 27 years since the movie Glengarry Glen Ross came out. The one with Alec Baldwin’s famous “Coffee is for closers” scene. Ever seen it? It’s in just about every sales kickoff.

In case you’ve only seen the one scene, the rest of the movie is all about finding leads. Back then, marketing was a gut job. Today, marketing is a “whole other bag.”

In this episode Dave Bruno, Marketing Director at Aptos, talks about how marketers today seem to measure everything—except maybe the most important metric of all.

Be sure to grab tickets to the upcoming B2B Sales and Marketing Exchange here.

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667. How to Break Out of Sales Obscurity by Leveraging Social Selling Aug 07, 2020

Most of your sales team is using LinkedIn wrong. As a marketer, your job is to teach sales how to leverage their social media to get visibility.

Visibility creates opportunity.

You may have the cure to the world's deadliest disease, but it won’t save anyone if nobody knows about it.

Train your sales team how to break out of social media obscurity and promote their visibility online.

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666. Making Your Data Actually Work For You Aug 07, 2020

What if you could put all those years of collecting data right to work?

(And what would you do if it told you to take an account-based strategy for your entire department?)

That’s what guest Nicola Frazer, Vice President of Marketing at Spigit, is here to explain today--how to really understand what the data is telling you and how to convert that into sales.

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665. Why It Pays to Double Down on Brand in a Recession Aug 03, 2020

During this crisis, we need to do things differently.

And in marketing, that means adopting a new mindset…

The creative mindset of an entrepreneur.

On a recent LinkedIn Live episode, I caught up with Justin Keller, Vice President of Marketing at Terminus, who’s an expert in thinking outside of the marketing box.

He recently attracted the second-highest single-day traffic to Terminus’ website…

By creating a parody version recalling the late-90s Geocities pages — complete with typos and a whole troupe of dancing baby and MC Hammer gifs.

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664. Why Sales/Marketing Alignment Is Foundational for NI's ABM Strategy Aug 03, 2020

In this throwback episode, Kaitlin interviews Kristen Novak, Account-Based Marketing Manager for Strategic Accounts at National Instruments.

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663. How to Get Over the Fear and Dive Into ABM Jul 30, 2020

Marty once launched his own ad agency that he named Two Bananas. Today, he’s the CMO at Clear Software in Indiana. I knew he was the perfect person to join me today to discuss a day in the life of a CMO. Someone who has truly been there and done that. Especially when it comes to getting his sales team to buy into trying something totally new and different: ABM.

On today’s episode, we unpack challenges you might face when starting ABM, overcoming the fear of trying something new, getting buy in from your sales team, why ABM isn’t for marketers, and so much more.

Finally, Marty will challenge you to think of ABM differently than how you probably have been thinking about it. Because it’s a lot simpler than you think.

662. Why the Success of Your ABM Program Is Dependent on Your Organization’s Goals Jul 29, 2020

I haven’t met anyone who’s been doing ABM for as long (and as well) as Anamika Gupta, Head of Account Based Marketing and Deal Based Marketing at Fujitsu Americas.

She’s been practicing ABM longer than anyone I’ve ever met, which means she knows it inside and out.

I invited Anamika onto the #FlipMyFunnel podcast to demystify what account-based marketing really is, especially in large organizations. She came on and shared her expertise on how ABM should truly be accomplished.

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661. What You Need to Know to Operationalize Your ABM Program Jul 29, 2020

ABM takes both a strategic approach and an operational approach to be successful.

But a lot of companies run into roadblocks at some point along the way. And the limitations their programs encounter are not strategic — they're operational.

So, how can you tighten up the operations behind your ABM program to make it run more successfully? Leah Allan, Vice President of Marketing at Model N, came on this episode of the #FlipMyFunnel podcast to give us some pointers on the matter.

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660. How to Build Brand Loyalty in the Midst of a Crisis Jul 27, 2020

The most important question you can ask your customers in a crisis: How can I help?

It gives you a chance to do good for others in trying times.

And builds brand loyalty for when the world eventually returns to normal.

Helping is the new selling. And Jeff Perkins, CMO and Head of Product at ParkMobile, is living proof.

ParkMobile, an app that lets customers pay for parking over mobile, have been particularly hard-hit by shelter-in-place orders and canceled events. So, Jeff and his team decided to ask how they could help.

And he joined me on LinkedIn Live to share the answer.

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659. Aligning Sales and Marketing on the Same Content Map Jul 27, 2020

More than ever, sales and marketing need to be on the same page and providing content. In this interview Ryan O’Hara, VP of Growth and Marketing at LeadIQ, talks about alignment and content strategies that work for sales teams.

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658. How to Achieve Sales and Marketing Alignment in 3 Steps Jul 23, 2020

At B2BMX, Shahid Javed, Director of Enterprise Marketing at Hughes Network Systems, shared the three step process he followed to successfully achieve sales and marketing alignment in his organization. His three steps will help drive sales and marketing alignment in 60 days or less.

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657. Forcing Functions: Why Every Organization Needs Them Jul 23, 2020

Forcing function are the greatest reason why innovation happens in companies at a rapid scale.

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656. Tactical Tips for Working With Sales Jul 23, 2020

In the end, B2B marketing is all about driving leads and turning those leads into opportunities and net new revenue.

To make that happen, you must work closely with sales. (You’ve probably figured that out by now.) But sometimes we struggle with how to work with sales.

If you’re looking for tactical ways to increase your alignment with sales, then you’re in luck. On this episode of the #FlipMyFunnel podcast, David Tam, Director of Marketing at OneLogin, talked about living out alignment on a daily basis.

655. Keeping Your Brand Relevant in a Crisis Jul 21, 2020

It took social distancing to remind us…

But we all realize how important the personal touches are in every facet of our lives.

So, how do we make sure to keep it personally in a socially distanced world?

In our show today, I caught up with Dan Frohnen, CMO at Sendoso, a company specializing in getting personalized items on the desks of anyone.

Who better to help us navigate the new landscape for the personal touch?

Here’s what we’re unpacking today:

The power of sending
How to get something on someone’s desk when they’re at home
The COVID-19-suitable marketing mix

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654. How To Create Buzz With Your B2B Marketing Jul 20, 2020

“As B2B Marketers, our role is to help by creating a huge buzz within our target organizations.”

This is exactly what James Snider does every single day with his team at Punch! James started this process by diving into creating personalized videos for prospects with Vidyard.

But creating buzz is not a one time thing! You have to continue to wow customers even when they are past the prospecting stage.

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653. 3 Things Marketers Have to Understand if They Want to Support Sales Jul 20, 2020

Trying to support sales as a marketer can be painful.

Everything is always last minute. They don't know where things are. That’s the perception. Unfortunately it's also the reality. People left supporting are left needing all kinds of therapy: aromatherapy, massage therapy, drinking therapy... whatever it takes.

Don’t worry: Pam Didner is here to help.

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652. Execution vs. Vision: A No-Brainer Jul 15, 2020

Why do some companies become great and others disappear?

Short answer: execution.

In this one we talk to David Politis, founder and chief executive of BetterCloud, about how execution, not vision, is the one thing that keeps a company from failing.

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651. How to Avoid Creating a Corporate Culture by Accident Jul 15, 2020

Culture is one of the hottest topics in business today. But don’t worry: for those of you who aren’t into buzzwords or generalities, there’s still plenty of meat on the “culture bone.”

Our guest host today is Joe Kerner, international speaker and Partner and COO at Prestige Leadership Advisors, once again interviewing Joe Yazbeck. In Joe Kerner’s words: “I believe culture determines the success or failure of any business or any type of organization for that matter.”

There are winning cultures, there are losing cultures and there are mediocre cultures—and how you design your culture from the beginning makes all the difference.

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650. Disrupt Yourself: How to Grow & Change for the Better Jul 15, 2020

After living through the pandemic for months, it’s easy to see the silver linings in the disruption.

Can we get similar benefits by disrupting ourselves?

My guest today, Angela Raub, President and CEO at Leadercast, is certain we can.

Angela came on today to talk all about positive disruption and how its the key to growing and changing for the better.

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649. Why You Might Be an Asymptomatic Carrier of Racism Jul 10, 2020

I don't have the symptoms of racism. I don't use the "n" word. I don't tell racist jokes. I don't discriminate against people. I'm sympathetic to the black movement and I push for equality.

But I could still be an asymptomatic carrier of the racism that harms so many black people.

Reggie Rivers, former running back for the Denver Broncos and current president of The Gala Team, a benefit auctioneer company, joined us on the #FlipMyFunnel podcast for the fifth in a series of conversations about race.

We talked about his experiences as a successful black man, what privilege really means, and how to make a difference.

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648. How Mentoring Relationships Bring Races Together w/ Kwame Johnson Jul 09, 2020

He sat in jail. In and out of the hole. It was in jail that he met his father for the first time...because his father was in the cell next to his. He was 17 years old. That was Alvin's life story.

It's a story that caused Kwame Johnson to turn his life around and pushed him toward the work that he currently does as President and CEO at Big Brothers Big Sisters of Metro Atlanta.

Kwame joined us on the #FlipMyFunnel podcast for the fourth in a series of conversations about race. We talked about how mentoring relationships can bring people of different races together in life-changing ways and about why he's hopeful for the future.

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647. Don’t Just Be a Thought Leader, Be an Action Leader w/ Morgan Ingram Jul 08, 2020

In the wake of George Floyd’s murder, we need more than black squares on our profiles.

We need more than words. More than thought leaders.

We need action.

That’s what Morgan Ingram, Director of Sales Execution and Evolution at JB Sales Training, hopes will come out of this moment.

For Morgan, the path forward relies on two things: overloading the world with positivity and real, tangible action.

Action in the world, at home and in the workplace.

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646. You Should be Able to Bring Your Whole Self to Work w/ Tenisha Griggs Jul 07, 2020

I’m only on the second Passing the Mic episode and one thing has already stunned me: how little I know about people I’ve known or worked with for years.

Why are we not allowing people to bring their whole self to work?

In today’s episode, I’m speaking with Tenisha Griggs, Senior Director of Digital Strategy at Terminus.

I’ve worked with her for a long time, but there has always been an important dimension missing from our conversations.

I’m hoping we can change that.

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645. How Can We Join the Fight Against Systemic Racism? w/ Nikki Ivey Jul 06, 2020

When the news of George Floyd’s death broke, I was trying to stay positive and hopeful for the future. That’s who I am.

I was called out on it. And rightly so.

I wasn’t thinking very deeply about it. I was taking it lightly.

Nikki Ivey, Co-Founder at SDRDefenders, was the one to call me out and through that, we had a call. And I’m so grateful for that conversation.

It led me to ask the question I really should be asking more: What should I do?

Nikki said I should use my platform to reach out to those who are doing amazing things in their professional lives while fighting this fight every day — to share stories and practical recommendations for actually addressing these issues.

And Nikki was gracious enough to come on the show and do just that.

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644. Trends in Sales and Marketing Jul 06, 2020

In this throwback episode, Kaitlin Lutz discusses trends in sales and marketing.

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643. Optimizing ABM Execution To Outperform Organizational Expectations Jul 06, 2020

One of the highlights for us at B2BMX was a panel discussion where four experts talked about ABM strategies they’ve deployed at their companies.

The panel featured Som Puangladda, VP of Global Marketing at GumGum, Adam Goyette, VP of Marketing at G2 Crowd, Eric Martin, Senior Director of Demand Gen at SalesLoft, and Justin Gray, the well-known founder of LeadMD.

Som, Adam, Eric, and Justin joined forces to address topics like deployment, personalization, scalability, measurement, and alignment. On this episode of #FlipMyFunnel, we’re sharing that discussion with you.

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643. Do You Have A Beginner’s Mindset? Jul 02, 2020

In a small company, it’s easy to know what to do next. The approval process is small -- your boss has a desk right next to you and you ask them, “Hey, here’s my idea, what do you think?” Two days later, you’re up and going.

That’s the attitude we should always have -- the beginner’s mindset. Sometimes as our company grows or we grow personally, we can get up in the routine. Today we talk about how to keep that beginner’s mindset, let the ideas flow, and don’t paralyze yourself with considering all the problems.

So dive in to the podcast to hear why we think a beginner’s mindset is the key to your next success.

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641. What It Really Means to be a Leader Taking Action Jul 02, 2020

The point of leadership is to produce some desired and intended end result.

To actually get something done.

Think about the word “executive”. The word “execute” is right there at the heart of it.

Leadership is all about taking action — and getting your team to take action, too.

So, what are the keys to getting it done? How can you encourage your team to be productive and efficient?

That’s exactly what we talked about on the latest #FlipMyFunnel episode. We’ve been doing a mini-series on leadership and for the past two episodes we’ve been focused on how important communication is to being a great leader.

But now we’re switching gears. We’re taking a look at what it means to be a leader who takes action. And Joe Kerner, Partner and COO at Prestige Leadership Advisors, is here to share his expertise on the matter.

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640. How to Successfully Use the TEAM Approach in Your ABM Strategy Jun 29, 2020

One thing about a pandemic: It’s a great time for trying new things.

And it’s never been a better time to start on your ABM strategy.

But where do you begin?

The TEAM approach.

Today I’m fielding your questions on LinkedIn Live and going over why the TEAM approach is the best way to get started with ABM.

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639. How to Build a Killer B2B Brand Jun 29, 2020

The B2B and SaaS worlds aren’t known for being brand centric. Why not? Because most people associate brand building and brand marketing with fluff. According to Edward Ford, they couldn’t be more wrong.

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638. Bringing Oracle’s Account-Based Strategy To Life: A Tale Of Two Campaigns Jun 29, 2020

The closing session at the B2B Marketing Exchange was really fantastic. It was all about ABM — specifically how Oracle brought their ABM strategy to life.

During the session Jungah Lee, Senior Digital Marketing Manager, Oracle Cloud for Finance, and Lynn Barnhart, Senior Director, Demand Generation for Human Capital Management Cloud Solutions at Oracle, talked about how they successfully deployed their ABM strategy through two very different campaigns. The campaigns focused on two different audience groups with two different sets of goals and objectives, two different orchestrations, and two very different timelines.

Even though these campaigns were vastly different, the ABM framework they used allowed them to achieve success in each campaign. So, on this episode of the #FlipMyFunnel podcast, I’m sharing our biggest takeaways from this session on how to implement a great ABM strategy.

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637. What Makes a Great Chief Marketing Officer Jun 24, 2020

In this throwback episode, Alex Gobbi, CMO at Secureworks, and Kira Mondrus, CMO of QASymphony, discuss their important role at their respective companies. They share their expertise on what it means to be a modern chief marketing officer, and how others can implement their tips in their own companies.

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636. The Power of Communication For Success In Leadership Jun 24, 2020

Communication is the single most important activity for any leader, professional, or executive, but why is that? How does effective communication lead to more success?

According to Joe Yazbeck, the best-selling author of No Fear Speaking, it’s because communication is the tool that connects people, creates agreement with ideals and ideas and projects, and makes for a productive function within an organization.

Listen in as Joe Kerner interviews Joe Yazbeck in part 2 of why communication is so important to leadership success.

Be sure to check out NoFearSpeaking.com for more of Yazbeck’s work.

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635. How to Be a Great Leader While Working Through Mental Health Jun 22, 2020

Since the COVID crisis began, social isolation is on everyone’s mind.

But for those with social anxiety, it doesn’t take a crisis to feel the harmful effects of social isolation.

How do you lead and succeed when mental health concerns feel like a constant weight holding you down?

To answer that question, I caught up with Mark Metry, Host of the Humans 2.0 Podcast and Author of Screw Being Shy.

Mark has overcome mental health issues himself and has some sound, scientific ways to take charge of your mental wellbeing.

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634. A Peek Into Marketing Skillsets & Tech Jun 22, 2020

It can be hard to hire people in marketing because the skill sets requirements are so different. It’s not like hiring in sales where the skill sets are a bit more straightforward. So how do you go about hiring in a marketing organization?

In a conversation with Justin Keller , VP of Marketing at Sigstr, and Kyle Lacy ,VP of Marketing at Lessonly, they both revealed surprising skill sets they look for when hiring for their marketing team. Justin and Kyle also shared the technology they have found to be most important in their respective marketing agencies.

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633. How To Take Your Marketing From Good To Great Jun 18, 2020

I gave a talk about this topic of taking your marketing from good to great at several different events, but one of the events in Phoenix, Arizona, B2BMX, sent me a recording of it and I thought it'd be a really cool idea to play it on our podcast.

In this talk, I explain why it’s so important to reevaluate what you’re focusing on as a company, how to cut marketing efforts that aren’t working, why you need to stop buying more marketing tools, and so many more tips to help you take your marketing to the next level.

I based this talk on two books that I highly recommend every marketing, sales leader read: "Good to Great" and "Twenty-Two Immutable Laws of Marketing."

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632. 4 Winning Attributes of a Top Marketer Jun 18, 2020

Jumping into a new marketing position, or taking marketing leadership in a new industry? What should you focus on in the first few days in your new position?

Thankfully, we have Robby Gulri. Robby is within his 45 days as the CMO at Engage Talent.He left his previous position as CMO in an entirely different industry -- marketing and sales optimization. His new position? Talent acquisition.

This jump provided Robby with a huge learning curve, and gave us a giant opportunity to hear from a marketing guru about how to tackle a new marketing or sales position and make an impact early on.

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631. Leadership Quality Communications Jun 18, 2020

What’s your biggest fear?

If you’re anything like the rest of the world, public speaking is probably one of your top three. But what if that was one thing holding you back from taking your business to the next level? Would you do something about it? Would you finally lead the staff meeting, write that book or say yes to that speaking engagement?

Joe Yazbeck wrote No Fear Speaking to help leaders get over this common fear. As a leadership and public speaking trainer, he helps people master the art of effective communication--in public. He also coined the term leadership-quality communications while writing his book. A practice he now travels the world teaching on because he deeply believes you can’t become an effective leader if you're not a confident, dynamic communicator.

On this episode, we talk about how any personality style can become a better communicator, how to build your influence, and so much more.

630. 3 Ways to Be a More Effective Leader Right Now Jun 15, 2020

First, COVID-19 altered the world, perhaps forever. Now waves of understandable protest and anger engulf the country.

The only good news is it seems like we may have skipped the murder hornets...

And those crises give leaders a time to prove themselves.

Today, I’m joined by Patrick Lencioni, who has already proven himself as a leader as Founder & President of The Table Group and author of The Five Dysfunctions of a Team.

Here’s what we’re unpacking today:

How to be exceedingly human
Why you should be persistent and transparent
Why creativity is so important right now

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629. 3 Things to Know About Pitching ABM to Your Board Jun 15, 2020

Megan Lueders has led the marketing team at Zenoss into a new phase of account-based marketing. She shares how to successfully look at this new approach and layer it on top of the historical responsibilities of brand awareness, demand generation and acquisition. By aligning with Sales and Customer Success, she has been able to help their board and executive team see the value and progress of their ABM efforts. A unique, collaborative dashboard in Salesforce helps everyone stay in alignment with consistent visibility.

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628. How Do You Go from Immigrant to Sales Leader in a Few Years? Jun 15, 2020

Want some inspiration? Want to see if the American dream is alive and well?

Just speak with Lyuda Rogers. As an immigrant to the US, she had to create a mindset that would allow her to make her own opportunities.

Rogers joined us on the #FlipMyFunnel podcast to talk about how her immigrant experience has helped shape her into one of Terminus’ top Sales Development Representatives.

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627. Think and Grow Rich Company Culture Jun 11, 2020

In order to cultivate exceptional company culture, you need to think and grow rich. In this throwback episode, Sangram sits down with Katie Burke, Chief People Officer of Hubspot, to talk about the importance of company culture.

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626. Marketing Automation Unleashed Jun 09, 2020

Marketing automation platforms can be complex.

There is a specific process to follow for set up, and then once the technology is set up it’s time to dig in!

But what happens when the training period is over, and your team is left to actually utilize the thing? Teams are tapping into only 30% or less of their platform's capabilities, and Casey Cheshire, Founder & CMO of Cheshire Impact really wants to help change that.

What we talked about:

Marketing automation implementation
Tapping into the platforms full potential
Utilizing the information and streamlining that automation brings

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625. How to Come Out of Quarantine Healthier & More Productive Jun 08, 2020

How do you want to leave quarantine?

Lazy? In pajamas? Convinced ice cream is a breakfast food?

Personally, I’d prefer to be healthier and more productive.

That’s why I turned to Dean Rosson for this Fitness Friday edition of #FlipMyFunnel.Dean is the Owner of Fit2win Corporate Wellness and has some great — and possibly counterintuitive — tips on how you can maintain your energy, be more productive and stay healthy, even through a quarantine.

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624. What It Takes to be a Modern CMO Jun 08, 2020

Modern CMOs wear a bunch of different hats. And that involves being an expert in several different fields. They have to be obsessed with the entire customer journey from prospect to up sell. They have to balance lead generation and brand management. And they have to measure results when they can, but simultaneously be comfortable investing in marketing activities that can’t be measured.

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623. How One Team Scored a 95% Win Rate Jun 04, 2020

On this episode, we’ll unpack Jillian Gartner's 3-tiered ABM approach, how she ensures marketing & sales are always working in tandem, and the different tactics and strategies for each tier.

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622. Why Self Reflection Is Important in Your Career Jun 04, 2020

Knowing yourself is important.

In a throwback interview with Cory Munchbach, the Senior VP of Strategy at Blueconic, we asked her what she believes is most important to be successful both as a leader and as a woman in a tech field work space where women are often the minority.

621. Conversational Marketing’s Human Advantage Jun 02, 2020

When you hear the words “conversational marketing,” what comes to mind?

Do you embrace the idea of a chatbot to interact with visitors to your website, or does the idea turn you off in some way?

There is a lot of data in support of utilizing this new approach, and Maura Rivera, VP of Marketing at Qualified.com joins guest host Casey Cheshire for an eye opening view on conversational marketing.

Maura Rivera spent some serious time knee deep in a few key roles at Salesforce, and her trajectory as an influential marketer just keeps on going. As the VP of Marketing at Qualified.com, Maura takes her know-how and process to the Conversational Marketing space.

What we talked about:

How Conversational Marketing works
"Sales people can't scale, but bots can't sell."
How can you engage with targeted accounts when they come to your website?
The "5 Minute Rule”

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620. How to Motivate Buyers in the Age of Infinite Media Jun 01, 2020

We live in an era of infinite media. We create 500x more data and there are 100x more mobile connections than 2007.

It’s a radically different environment. The game has changed.

So why is your marketing team still playing by the old rules?

Today, I’m joined by someone whose new book is the definitive ruleset for this new game, Mathew Sweezey, Director of Market Strategy at Salesforce and author of “The Context Marketing Revolution.”

If you want to beat the new game, context marketing is how you do it. And in today’s episode, Mathew shares all you need to know to play like a pro.

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619. Account-Based Marketing for Small Teams Jun 01, 2020

There's a myth out in the universe that small teams cannot excel at ABM. Well, Charles Kollo of MessageGears is here to break that myth.

As Terminus' Customer of the Month, Charles shares his team's best insights regarding their ABM program.

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618. How To Enable Your Internal Teams to do ABM May 28, 2020

One of the big challenges that I get asked about all the time is, how do I enable my internal teams to do ABM?

Well, I recently stumbled upon a couple of folks who are doing this really well. I thought it would be great to invite them on the show to talk about this topic. So, on our most recent episode of the #FlipMyFunnel podcast, I interviewed Jordan Fanelli and Cassie Sperber, the enablement experts. Jordan and Cassie are both Account Based Marketing Associate at iCIMS.

In this episode, you’ll learn about their experience with enablement — what’s worked well and how they’ve overcome common roadblocks to success.

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617. Consequences of Not Prioritizing the Customer (and How to Get Back on Track) May 28, 2020

Businesses go under for a lot of reasons.

But there’s one that stands out more than others:

Churn.

When you don’t prioritize the customer, there are consequences. And they’re not pretty.

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616. The Customer Abundance Formula-Customer Retention Done Right May 26, 2020

Wharton School of Business Professor Peter Fader schools us on the idea of customer centricity. The idea of getting to know them in order to predict their behaviors.

We also take a look back to the birth of direct marketing and bring some of those founding principles into modern day methods.

It’s a wild ride throughout the history of marketing with an Ivy League twist and quite a few $10 words!

Peter Fader, Professor of Marketing, the Wharton School of the University of Pennsylvania

What we talked about:

The origins of direct marketing and how those principles still apply
How to get to know your customer well enough to put that knowledge to work
Expanding your views to consider customer retention a long term goal

This post is based on a takeover episode of the #Flip My Funnel podcast! Guest Host, Casey Cheshire of The Hard Corps Marketing Show talks shop with Peter Fader, Professor of Marketing, the Wharton School of the University of Pennsylvania

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615. How CMOs Lead in Uncertain Times May 25, 2020

Think about the most famous leaders in history.

Were any of them known for leading through easy times?

Responding to crises is what defines a leader. How will you respond?

On the latest episode, I am joined by 2 incredible CMOs who have a ton of great tips for how you can better lead your marketing teams through this unprecedented time.

And those battle-hardened guests are Meagen Eisenberg of TripActions and Ryan Bonnici of G2.

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614. How to Schedule Your Day to Be Exceptional May 22, 2020

For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some sort of schedule to be exceptional.

In this episode, we'll share some of our best tips on how to schedule your day to be not only successful, but exceptional.

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613. How to Build a Strong ABM Program That Scales Successfully May 22, 2020

What if one day your newly appointed CEO announced to Wall Street that your company was going to become account based?

You’d probably set up some teams and start some pilot programs to figure it out.

But then, what if you learned that, you’re not just going to be focusing on a couple hundred accounts anymore — you’re going to be focusing on 8,000 accounts?

How do you even begin to form a program that can be scaled quickly and successfully?

That’s exactly what happened to Shellie Smith, Americas lead for account based marketing at Autodesk. In a recent #TakeoverTuesday episode of the #FlipMyFunnel podcast, I (Steve Watt) interviewed Shellie to find out how she and her team accomplished this daunting feat so well.

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612. Don’t Be a Commodity. Be a Brand Worth Loving. May 21, 2020

With Sangram as the anecdote, we learn how the power of storytelling and personal branding can build a community, allowing you to become a leader of your industry and increase sales!

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611. Conversion Optimization: It’s Science! May 19, 2020

Science and marketing come together, as Conversion Optimization “Evangelist,” Brian Massey joins our special guest host, Casey Cheshire to preach all things conversion!

Brian and his team at Conversion Sciences are churning out some impressive conversion testing techniques!

So what’s their formula? Well, it could be:

- 1 part respect for the data

- 2 dashes of taking the time to focus on getting creative

- It’s 1 overflowing cup of tapping into the creative and fearless child we all once were.

- Sprinkle in some hardcore experience in the marketing trenches

And voila! Conversions, optimized!

Don your lab coat and join Brian and Casey as they dissect conversions!

Have a question? Join the discussion on Instagram!

This special takeover episode of Flip My Funnel was hosted by Casey Chesire -Marine, Author, Adventurer, Founder of Cheshire Impact and Host of The Hard Corps Marketing Show.

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610. LinkedIn Live: How to Build a Best-in-Class Work-from-Home Culture May 18, 2020

As the workplace apocalypse rages on under COVID-19, so many of us are adjusting to the nuances of working from home.

But in between dogs barking on Zoom calls, kids running laps around the house to burn off energy usually reserved for school and the ongoing debate around whether pants are still required, you’d be forgiven for forgetting another huge consideration...

Culture.

How do we maintain a thriving culture in the era of social distancing?

Well, my guest today, Bryan Miles, Chairman and Co-Founder of BELAY, a fully distributed company, has been doing just that for the past decade.

And he’s been doing so well BELAY has consistently won accolades for having the best company culture.

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609. Throwback to Our First 100 Episodes! May 18, 2020

Today's episode is a throwback to when we were able to celebrate 100 episodes of the FlipMyFunnel Podcast. Now we're well over 600 episodes, and we're not stopping anytime soon!

Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE! Here's the one-click invite: https://evt.mx/mSGV4Ka8

608. Deep Personalization, and the Next Generation of ABM May 14, 2020

Sometimes it’s good to take things up a notch.

Perhaps your ABM program has some wings, or you have some ABM tech … but you want to take things deeper. This is the #FlipMyFunnel episode for you.

This week’s #TakeoverTuesday episode is hosted by Steve Watt, an ABM Strategist. He interviews Meredith Fuller, Managing Director of Buying Engagement at Quarry.

Quarry is a B2B agency, that was, once again, named to the top 10 US B2B marketing agencies. And to top that, they were the only one singled out as specialists in ABM.

Meredith unpacks:

How intent data can go one layer deeper than traditional analytics
How behavioral data builds on predictive analytics
The difference between table-stakes personalization and depersonalization

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607. How Do You Operationalize Word of Mouth Strategy? May 14, 2020

You've got a marketing strategy, a content strategy, a social strategy, an ABM strategy. You may also have a crisis strategy, a sales strategy, a hiring and recruiting strategy .… You probably have an entire desk full of strategies.

But few businesses have a word-of-mouth strategy.

Jay’s on a mission to change that.

He’s the author 6 best-selling books, including Talk Triggers (as well as the founder of 5 multi-million dollar businesses.)

On this episode, Jay shares some of his best secrets about how businesses can operationalize a word-of-mouth strategy that will keep your customers talking.

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606. No Bullsh*t Approach to Buyer Personas May 13, 2020

Our very special guest host Casey Chesire of The Hardcore Marketing Show takes over the Flip My Funnel Podcast today!

Casey lives up to his reputation for fun conversations with the smartest, most badass marketers out there while interviewing author and industry expert, Adele Revella about her No BS approach to buyer personas.

By throwing out many of things we thought we knew about how to develop a buyer persona, Adele shares her methods for getting the answers you actually need to market to your buyer effectively.

They explored:

The 2 biggest myths about knowing your buyers
Why it is not enough to simply have a picture and a name for a Buyer Persona
How to interview your buyers effectively
Why demographics are rarely as important as you think
Adele Revella’s new book: Buyer Personas

If you have a question, join the discussion on Instagram.

This special takeover episode of Flip My Funnel is hosted by Casey Chesire Marine, Author, Adventurer, Founder of Cheshire Impact and Host of: Hard Corps Marketing.

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605. From LinkedIn Live: Leadership in Uncertain Times May 11, 2020

Sure, the COVID-19 crisis is unprecedented in modern times. But we’ve had our fair share of crises.

The dot-com bubble, 9/11, the Great Recession — for many, these are recent memories. In every one, leaders found a way to do what they do best: lead.

And one thing they all say about weathering these storms: If you can survive, you can thrive.

My guest today is Godard Abel, Co-Founder & CEO at G2 is one such leader. He got his start as an entrepreneur in the dot-com bubble and hung on until after 9/11. He came out of the 2008 recession stronger than ever before.

He thinks you can come out of the current crisis stronger, too.

And he came on today’s episode to share how.

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604. Chasing Moments as an SDR May 08, 2020

Our days are made up of moments, but how many of us stop long enough to really see them?

We sat down with Uberflip Sales Development Rep Seyar Karimi to talk about what it means to chase moments and how that translates to both work and life.

Moments are meant to be chased, not amassed. Where will your next chasable moment lead?

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603. What Makes a Good ABM Company Great May 07, 2020

In this episode, I (Steve Watt) had the opportunity to interview two true leaders in the ABM space, Matt Senatore and Steve Casey. Matt is the Service Director for Account Based Marketing at SiriusDecisions and Steve is Principle Analyst of B2B Marketing at Forrester.

These guys are experts on what it takes to go from good to great in the AMB space. We talked about setting a great foundation with your pilot program, 5 keys you need to scale, and how to avoid common pitfalls that get in the way of being great.

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602. Why Valuing People Over Transactions is Key to Success May 07, 2020

In 2008, Dale Dupree found himself heading back home to help out at the family business.

He never would have guessed that selling copiers would lay the foundation of his wildly successful career in B2B sales.

Now, as the founder of The Sales Rebellion, Dale shares his and his father’s incredible story of triumph over tribulation and the importance of prioritizing relationships over transactions.

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601. Measuring the Hard-to-Measure with Marketing Mix Modeling May 05, 2020

Sometimes in life, it’s the hard-to-measure things that make the biggest impact.

Can you quantify your love for family and friends, your artistic sensibilities, your passions? And maybe you don’t need to. You just know they matter.

But when it comes to marketing, not measuring the hard-to-measure things can lead to some seriously unwise decisions.

In this #TakeoverTuesday episode, guest host Steve Watt sits down with Chris Engman, CRO/CMO of Proof Analytics, to learn how marketing mix modeling can help you better understand these hard-to-measures and spend your marketing budget wisely.

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600. Melinda Sung on Going from Intern to VP May 04, 2020

These days, it’s no secret that most people hop around multiple jobs in their careers. Gone are the days of having any expectation to retire from the same company you started at.

So, going from intern to VP is almost unheard of in the modern working world.

But my guest today, Melinda Sung, spent about a decade doing exactly that.

After finishing the marketing classes for her major early and needing to fill up some class time, Melinda decided to take some finance classes, which led to an internship.

And now she’s a VP.

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599. How Should You Budget for ABM? May 02, 2020

Sam Melnick, VP of Marketing for Marketing Performance Management firm Allocadia, provides a framework for thinking about the best way to allocate budget for Account-Based Marketing.

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598. An Inside Look at Oracle’s Account-Based Strategy May 01, 2020

Ready for an account-based strategy treat? This week Steve Watt continues as a guest host on this takeover episode. He interviewed Kelvin Gee, Sr. Director of Modern Marketing Business Transformation.

With a title like that, you know this interview is going to be packed with insights into revolutionary account-based strategy and tactics.

Kelvin talks about accentuating your strengths, and hiding your weaknesses with your account-based strategy. (And, we even got him to share some of his tech stack secrets with us!)

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597. To Break Through, Be Willing to Break Your Routine Apr 30, 2020

You’ve heard the advice:

Wake up at 5 am and get your routine right
Take cold showers to spark up your creative brain
Have a routine to gain maximum productivity
Eat like a tadpole and not like a frog (what does that even mean?)

These types of advice are not about doing the things themselves. Instead, the underlying truth is when you’re stuck, you should break your routine and try something new.

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597. ABM is About Trust More than Awareness Apr 28, 2020

So, you’re an ABM marketer of a little fish in a sea of big fish.

A lot of people think that marketing a small to medium-sized B2B company in a market dominated by giants is all about awareness.

The problem is companies looking to hire a new player instead of an established one aren’t making that decision based on their awareness of your company.

They are asking themselves questions like:

“Do I have the confidence that this vendor has the capabilities of delivering what they say?”

“If something goes wrong, will they help me or abuse the situation?”

“Are they trying to convince me to adopt something totally new or are they a better version of something I already believe in?”

This is especially true for large deals.

On this #TakeOverTuesday, Chris Engman CRO, CMO and lead investor at Proof Analytics joins the show to talk about:

4 big failures in ABM
2 key ways to win

Chris Engman is also an author of the amazing book Megadeals, a deep analysis of what goes into landing large, complex B2B deals.

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596. Bob Burg on The Go-Giver Influencer Apr 27, 2020

Ah, influencers. They seem so modern, right? As though spawned by LinkedIn and Instagram — or at least no further back than Myspace.

But influencers must go as far back as communication — the first humans who mastered that probably earned a loyal following and thousands.

Maybe a bunch of supportive handprints under their cave-paintings.

It may have looked different, but I’ll bet they did it the exact same way the greatest influencers do it now — empathy, understanding and knowing when to shut up and listen.

These are the skills Bob Burg says any great influencer always needs.

Bestselling co-author of the Go-Giver Book series, Bob came on the show to talk about the latest in the series, “The Go-Giver Influencer,” which looks at what makes the greatest influencers become so influential.

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594. How Reply Marketing Can Help with Sales Apr 24, 2020

Email marketing is a huge component of a campaign and when we let replies just drop, we lose the potential of future customers.

When we focus on reply marketing, we can essentially help our sales team gain more valuable information on the customer making the customer journey more specific.

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593. How to Practice ABM Using the TEAM Framework Apr 24, 2020

We have a surprise for you:

Instead of our host, Sangram, interviewing someone, he was actually interviewed for a webinar called the 4 Steps to ABM Success. Sangram, and the webinar hosts, David Garrow and Justin Kitagawa, discussed the 4-step ABM process called TEAM.

And we brought you all the highlights right here.

The webinar was hosted by David Garrow, the Technology Content Strategist for HG DATA and Justin Kitagawa, Sr. Director of Product Marketing & Operations at HG DATA.

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592. Why Experimenting is the New Marketing Apr 24, 2020

Question: If your company had 40 events per year instead of 1, would you improve as if you had 40 years worth of learning?

This question has to do with the benefits of an iterative approach which is one of the pillars of agile marketing.

There is a lot of confusion about what agile marketing is, and many dismiss it as just the latest buzzword. But In this episode of #FlipMyFunnel, we’re joined by Jim Ewel, former Vice President of Marketing at Microsoft.

Jim unpacks why iterative, goal-aligned experimentation is a superior strategy to large expensive campaigns.

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591. Readying Your Tech Stack for ABM Success Apr 21, 2020

Are you one of those people who just has to have the latest smartphone, even if the one you own is working just fine?

Do you preorder it before you even read the specs only to find out 6 months later you didn’t use a single new feature?

It’s okay; no judgments here... With a smartphone, it’s probably not a big deal.

But before you rush out to spend infinitely more on a shiny new tech stack for a transition into ABM, you probably should know what — and, more importantly, why — you’re buying.

Don’t worry, our latest #TakeoverTuesday episode of #FlipMyFunnel is going to help you figure it all out.

Guest host Steve Watt speaks with David Chirakal, Senior Director, Marketing Technology & Operations at Quarry, about what you need to think about as you ready your tech stack for ABM success.

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590. What It Takes to Become a Vision-Driven Leader Apr 20, 2020

At what point in life did you realize you really needed to start writing things down?

We all eventually need to keep track of things, otherwise, they slip through the cracks. Writing the little things down helps. What we schedule happens.

So why don’t we do that with the big things, too? Our dreams, our goals — our vision.

Our guest today, Michael Hyatt, CEO of Michael Hyatt & Company and New York Times bestselling author of “The Vision-Driven Leader,” says we should.

His book covers all the ways we can shape ourselves into vision-driven leaders.

And the first step to accomplishing that vision?

Writing it down. In the present tense.

589. How To Humanize B2B Apr 17, 2020

Vulnerability is not a weakness, as you may have been told. Vulnerability and self-awareness are actually keys to great leadership, especially in marketing, where a primary function is connection with people.

Getting to the heart of the matter -- a path far too many shy away from. But Not Andrea Neiman.

Andrea joined me on the #FlipMyFunnel podcast to tell about how vulnerability and self-awareness are powerful tools in marketing. Andrea is the Senior Manager of Marketing at NetLine Corporation, and has been a Product and/or Channel Marketing Manager at various companies, including Adobe, Logitech ,and others.

She came on the show to help us humanize B2B.

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588. Insights From the State of ABM Survey Apr 16, 2020

A few years ago now, we joined with Heinz Marketing to release our annual State of ABM Survey Report.

The report is based on a survey with 470 companies, and their best practices and biggest struggles with ABM, along with the results they’re seeing.

A few years ago, our CMO, Derek Slayton, joined with Matt Heinz and hosted a free webinar on the most critical insights from that report. We brought you the entire webinar right here.

(Oh, and for a free copy of the full 2018 State of ABM Report, click here.)

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587. The Creative Curve Apr 16, 2020

According to my friend Allen Gannett, the CEO of TrackMaven, and one of the keynote speakers at the very first #FlipMyFunnel conference, anybody can be a genius.

Allen has written a book called The Creative Curve, in which he explores the myth that we are born creative, and how you too can be a creative genius.
All it takes is a lot of hard work, a little luck, and what Allen calls “The 4 Laws of the Creative Curve.”

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586. Where ABM and Demand-Gen Meet Apr 14, 2020

When you buy a new suit, do you throw out all your old suits?

Unless they’re all riddled with holes and covered in stains, why would you? They still work.

And the same applies when adopting an ABM strategy: Your demand-gen still works, so why throw it out?

On today’s #TakeoverTuesday episode, special host Steve Watt speaks with guest Bob Peterson, VP of ABM for SiriusDecisions, fresh off the stage at B2BMX where he spoke about the power of the demand spectrum.

The idea behind the demand spectrum is to marry ABM strategies with your existing demand-gen strategies and striking a balance to get the best of both worlds.

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585. The 3 Things Millennials Want From Leaders Apr 13, 2020

Are you struggling to manage your millennial talent?

Millennials are the largest section of the workforce now. Yet, somehow, a lot of leaders seem to think they’re unmanageable. But that’s a myth.

Millennials aren’t the problem. They expose the problem.

That’s the mantra of our guest today, Chris Tuff, author of “The Millennial Whisperer,” a practical guide for how to work with and motivate millennials.

His book is a great read. It’s packed with useful tips on working with millennials and also debunks many of the stigmas clinging to the world’s largest generational cohort.

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584. The AMO You Need for Success on LinkedIn Ads Apr 10, 2020

LinkedIn ads are incredibly effective, but they’re spendy, so it’s imperative that you get them right. How do you do that? AJ Wilcox has a strategy.

Bring your “AMO”: Audience, Message, Offer.

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583. Sales 3.0: How to Survive and Thrive in the New Landscape Apr 10, 2020

Sales 3.0 has arrived and could be about to destroy your sales job.

When account-based marketing and sales enablement platforms meet artificial intelligence, the salesperson needs to add more value than merely taking the customer’s order.

Just as McDonald’s is striving to replace human cashiers with self-order kiosks, Sales 3.0 will eliminate any sales position that doesn’t help the end customer with their business.

To prepare for this future, listen to today’s throwback episode of the Flip My Funnel podcast. We spoke with Barbara Weaver Smith, Founder and CEO The Whale Hunters.

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582. Creating Video Content: 4 Reasons You've Probably Never Considered Apr 08, 2020

Most of the crazy community in #ABM believes passionately in the problems we solve and the value we deliver. We love what we’re doing, and we’re excited to share because we know we can solve our customers’ pain points.

Maybe it’s time we became more familiar with a method of communication that delivers the excitement we have about the product we represent. Let’s dive a little deeper into personalized video content.

I brought in a pro from BombBomb, where fun is literally one of their core values, and personalized video is their core product. Also, “fun” isn’t just some back-of-house mantra slapped on a “why you should work here page” … fun is woven into the fabric of the entire company, all the way through to the VP of Marketing, Ethan Beute.

Check out his goal on the first line of his LinkedIn profile: “To wake up every day excited to make things.”

Videos are one of Ethan’s main creations. I had to have him on #FlipMyFunnel to share what he’s learned from making over 7,000 videos.

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581. Exclusivity for All: How to Leverage ABM to Treat Everyone Like VIPs Apr 07, 2020

Have you ever been to one of those delis with the signed pictures of celebrities all over the wall? Maybe they had a sandwich named after the most prestigious A-lister to dine there?

Those delis would have trouble surviving if they only catered to celebrities, right? But you certainly don’t get a sandwich named after you for a visit.

Well, one of the beauties of ABM is it can be used to treat everyone you do business with — big or small — like a sandwich-worthy VIP.

On today’s #FlipMyFunnel, special guest host Steve Watt catches up with Eric Martin, VP of Account-Based Marketing at SAP, to find out how a giant like SAP is extending their brand of exclusivity to smaller companies.

This #TakeoverTuesday post is based on a podcast with special host Steve Watt and guest Eric Martin. If you’d like to listen to the full episode, you can check it out here.

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580. How to Think Like Bezos and Grow Like Amazon Apr 06, 2020

How well do you know your customer experience?

Have any of your friends, family, neighbors, enemies or old middle school teachers ever tried to buy your product? Where were the sticking points?

If you don’t know, you should. If you want to be as successful as Amazon, you need a frictionless customer experience.

So says Steve Anderson, Author of “The Bezos Letters,” who came on the show today to go some of the 14 principles for Amazon’s success he uncovered going through Bezos’ letters to shareholders.

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578. Engagement: Marketing 2.0 Apr 03, 2020

These days answering a call from a number you don’t recognize seems as outdated as driving without a seatbelt.

It would be just as reckless to not send it to voicemail: At worst, it’s a scammer. At best, it’s an unsolicited sales call.

But if it’s the latter and you somehow forget what year it is and actually answer the call, the person on the other end better show you they know you.

If they don’t, their marketing philosophy is another relic of a bygone era.

That’s some of the marketing wisdom Jill Rowley shared when she came on the podcast.

Jill was Chief Growth Officer at Marketo at the time, but these days, Jill sits on the Board of Directors at Affinio and is an advisor to LoopVOC and Stage 2 Capital.

Jill shared tons of meaty MarTech tips and some personal stories about her life, career and some pushy sellers who knew next to nothing about her.

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577. 5 Ways You Know You Are A One Night Stand Marketer Apr 01, 2020

Marketers love trying to close the deal after the first meeting, and oftentimes, they're more focused on conversions than conversations. This is what we call a one night stand marketer.

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576. Evangelism: The Purest Form of Sales Mar 31, 2020

On today's episode, we sat down with Guy Kawasaki, one of the OG Chief Evangelists (and arguably the most notable).

Guy was Chief Evangelist at Apple, and is currently a Chief Evangelist for Canva as well as a Brand Ambassador for Mercedes-Benz.

Guy talked to us today about how to think of evangelism as the purest form of sales.

We also talked with Guy about what makes a great evangelist, how education broadens your perspective, and why you should have high standards.

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575. How to Manage Your Energy Clock Mar 30, 2020

For most of my career, I didn’t block out times on my calendar. I thought being the best servant leader I could be meant my time was my team’s time.

Then a couple of years ago, I went into a meeting as drained as I could be. And it was infectious — I could feel the whole leadership team’s energy levels just dissipate.

By not managing my energy, all I did was suck all the energy out of the room. At that point, I promised myself I wouldn’t show up like that again.

Being a leader means managing your energy.

And… I get it. Sometimes it’s hard to do. Luckily, Molly Fletcher came on the show with some amazing tips on how we can better manage our energy.

Molly took lessons learned about energy management throughout her long career as a sports agent and, later, CEO of The Molly Fletcher Company and turned them into the awesome new book The Energy Clock.

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574. Why Self Reflection Is Important in Your Career Mar 27, 2020

Our #WomenInMartech community is constantly growing and evolving and we are honored to celebrate them every chance we get. The game changer for this month is Munchbach, VP of Marketing at BlueConic. Cory is truly paving the pathway for successful women in business!

In the interview we discuss how the martech industry is shifting, leadership style and philosophy, being a woman in the workplace, and more.

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573. How Do You Earn the Right to Do Business with Your Prospects? Mar 26, 2020

Think always of your prospect’s challenges, not your solution.

If you want to see a company that’s learned how to put their prospects’ challenges first, listen to today’s episode of the Flip My Funnel podcast. We spoke with Michael McCunney, Vice President, Marketing at Revenue Analytics.

Michael and I talked about why marketers need to speak their prospect’s pain and sometimes tell them no.

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572. How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles Mar 25, 2020

Stop selling as if you’re a perfect 5.0.

Products with a 4.2 - 4.5 out of 5 star review sell better than those with a perfect 5.0.

Why? Because vulnerability fosters trust.

A product with a perfect review sounds like a salesperson’s dream, but modern consumers are wary of products that sound too good to be true (because they almost always are!), assuming an authenticity and transparency from a slightly lower rating.

We recently had the chance to sit down with Todd Caponi, author and sales researcher, whose passion and curiosity about sales growth has led him to dig deep into the neuroscience behind this vulnerability “phenomenon”.

During our chat, Todd explained why being upfront about your products’ vulnerabilities can not only earn the trust and business of potential customers, but can shorten your sales cycles.

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571. The Keys to Becoming A Great Evangelist Mar 24, 2020

As you know, on Tuesdays we have been doing our Takeover series. For this series, Ethan Beute has been hosting awesome interviews, all focused on this idea of evangelism.

Well, for today’s episode of the Flip My Funnel podcast, we thought we’d shake things up a bit. Our guest's host today is... me, Sangram. That’s right. Today, I’m a guest on my own podcast!

On today’s show, Ethan and I talked about what makes a great evangelist.

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570. Evolve Your Enterprise with Yanik Silver Mar 23, 2020

In the past few years, it seems like more companies have exploded onto the scene with great big missions. And older companies are making waves for their causes, too.

You have companies like TOMS, with their B1G1 model for giving away free shoes, or Patagonia donating a $10M tax-break to climate causes.

On the surface, it may seem like these companies are just doing a better business strategy, but there is more to it than just a pricing strategy.

There’s a soul to it. There’s storytelling. There’s an evolution happening in business.

Our guest today, Yanik Silver, is the leading expert on this evolution. Founder of Maverick1000 and two-time Oscar Meyer shootout champion, Yanik is the author of “Evolved Enterprise,” a book that delves into why this evolution — and revolution — is taking over.

I’ve learned so much from Yanik’s book, so I’m super excited for you all to hear some of his great ideas.

Here’s what we’re unpacking today:

What makes an enterprise evolved
Why evolved enterprises are taking over
How you can evolve your company
Why sharing your story matters

This post is based on a podcast with Yanik Silver. If you’d like to listen to the full episode, you can check it out here and below.

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569. Design: a Helpful Tool for Sales and Marketing Mar 20, 2020

Design has a huge impact on sales and marketing. Brand logos help make a connection between the buyer and the brand by recognizing its design. Consider brands like Nike, or Adidas. Both recognizable for their logo.

Shannel Wheeler, author of two best sellers, gave me three main reasons why design is so important to sales and marketing.

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568. Creating Meaningful Marketing in the B2B World Mar 19, 2020

“It’s isn’t always the biggest, baddest, or fastest mouse trap that gets the mice. It’s the one with the stinkiest cheese.”

This translates directly to marketing.

So says Soon Yu, author of Iconic Advantage: Don't Chase the New, Innovate the Old.

Soon helps companies realize that they don’t have to be the fastest, biggest or have the best technology in order to be successful. But they do have to connect with their audience, and the best way to do that is through meaningful marketing.

If there is no emotional connection created with customers, they’re just competing on price. There aren’t many winners in that game.

In this episode of the #FlipMyFunnel Podcast, we chat with Soon about B2B storytelling, chasing the new versus innovating the old, and three qualities behind the most successfully innovative and iconic companies.

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567. 4 Keys to Successful Marketing-SDR Orchestration Mar 18, 2020

Account-based marketing is a pretty limiting (and even misleading) term.

The truth is, marketing is only a portion if the story. The real goal is account-based everything.

Sales. Exec team. Product. And of course, marketing.

The whole organization should be aligned to go after the same high-value targets, otherwise those beautiful ABM campaigns won’t succeed.

The most important alignment for orchestrating a killer campaign is, naturally, sales and marketing.

There are 4 keys to orchestrating a marketing-SDR campaign, but it all starts with getting the whole organization to collaborate successfully. In this episode, we talked with Craig Rosenberg to discuss how to do just that.

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566. When Do You Need a Chief Evangelist? Mar 17, 2020

Tech evangelists have been with us since the beginning of the Macintosh operating system.

While the evangelist title is undeniably cool, when is it necessary for your company to deploy one and whom should it be?

We sat down with Dan Steinman, co-author of the book Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue and Chief Evangelist for Gainsight, a customer success company which helps businesses secure and surpass their customers' desired outcomes and deliver consistently amazing experiences.

Here’s what we’re unpacking today:

Stepping stones to becoming an evangelist
What you should evangelize
What is the ROI on evangelism?
Who on your team should be an evangelist?
Why you should write a book
Sangram's Summary
Dan's Challenge

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565. The Next Big Thing in B2B is the Newsletter Mar 16, 2020

It always amazes me when old things make a comeback.

Whether it’s the music you liked when you were a kid, questionable fashion choices (how many times are bell-bottoms coming back?) or 80’s-nostalgia-fueled Netflix shows.

And it’s happening in marketing, too, where the next big thing in B2B goes all the way back to the beginning of online marketing: the email newsletter.

In today’s episode, Ryan Deiss, CEO of DigitalMarketer and competent juggler, explains why the email newsletter is having a renaissance right now — and how we can add it to our toolset.

Here’s what we’re unpacking today:

How email is making a comeback
How cool new strategies can get stale fast
Why inbound is better than outbound for newsletters
Why is the newsletter coming back now?
Why you should treat your members like part of the family

This post is based on a podcast with Ryan Deiss. If you’d like to listen to the full episode, you can check it out here and below.

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564. Four Dimensions of Account Selection Mar 13, 2020

If you only had to sell to one account, what would that account look like?

In a world where account based marketing is key, Matt Amundson, VP of sales and marketing at EverString, has developed a way for businesses to find the best accounts for them with even greater precision.

Matt presented the acronym FIRE, which encompasses four dimensions of account selection:

F: Fit (is the company a good fit?)
I: Intent (are they active in your market?)
R: Relationship (do you already have a relationship with individuals at the company?)
E: Engagement (what interactions are you having with them?)

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563. How Phononic Used Terminus To Reap Huge ABM Success Mar 12, 2020

For today’s episode of the Flip My Funnel podcast, we spoke with Daniel Englebretson, Director of Integrated Marketing at Phononic.

In this show, Daniel and I talked about how Phononic used Terminus to reap ABM success.

Here’s what we’re unpacking today:

Can Your Demand Generation Be Too Successful?
Account Based Marketing Proves Its Worth
How They Did It
Blogging Strategy Changed
Selling the Sales Department on ABM
Keeping It Fresh
Too Much Success

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562. What An NFL Pro Thinks About Leadership, Trust and Small Wins Mar 12, 2020

What if you didn’t have to wait until you were “in charge” to lead those around you?

Authority doesn’t always equal leadership.

Regardless of your position, you can start leading now.

Reggie Rivers is a former running back for the Denver Broncos and currently a keynote speaker for his company Corporate Kickoff. In this episode of the #FlipMyFunnel podcast, Reggie joined us to talk about leadership, trust, and celebrating small wins.

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561. Why Quora’s High-Intent Audience Is Gold Mar 10, 2020

For today’s episode of the Flip My Funnel podcast, we spoke with JD Prater, Quora Evangelist at Quora.

JD and I talked about why Quora needs to be part of any marketer’s arsenal.

Here’s what we’re unpacking today:

From Quora Believer to Quora Evangelist
How an Evangelist Measures Success
Why Marketers Need to Quora Seriously
Sangram’s Summary
JD’s Challenge

560. Kalpit’s Remarkable Journey from Programmer to CEO Mar 09, 2020

Everyone gets their start somewhere, but very few end up making it to the CEO level.

Even fewer climb that far up the ladder at the very company that gave them their first job.

But that’s exactly what today’s guest managed.

Kalpit Jain is CEO of Netcore, a position he grew into after initially being hired as a programmer, and he came on today to share his amazing journey.

What is so remarkable about Kalpit is he advanced so far while uplifting those around him.

When he saw people performing better in the roles he was in, instead of getting jealous or tearing them down, he saw it as an opportunity to find a way he could provide more value to the company.

And he did something bigger and better every time.

Here’s what we’re unpacking today:

How something as simple as a schoolyard argument can change your life’s trajectory
How a willingness to try new things leads to opportunity
How a good leader uplifts their team (and a good team supports its leader)

This post is based on a podcast with Kalpit Jain. If you’d like to listen to the full episode, you can check it out here and below.

559. How AI Is Changing ABM Mar 06, 2020

AI is more than just predictive marketing or marketing automation because it helps you see patterns that would otherwise be invisible.

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558. How to Never Lose a Customer EVER Again Mar 05, 2020

Newer isn’t always better. Take your flashy new car which is like 90% computer at this point. It’s great...

Until it breaks down and you need to hire Bill Gates to fix it. Anyone with a little skill could maintain an old car and fix it when there was a problem.

Yet, in our pursuit of flashy new prospects, too many of us neglect to maintain our existing buyers, leaving them unhappy with their service and chasing them away.

Joey Coleman says this is unnecessary and easy to avoid — and he should know, he literally wrote the book on the subject, Never Lose a Customer Again.

He’s also the Chief Experience Composer at Design Symphony, a customer experience branding firm. And he came on the #FlipMyFunnel Podcast to let us know how we can stop hemorrhaging customers.

Here’s what we’re unpacking today:

Why VCs care about retention (and you should too)
Why retention is just as important as acquisition
The difference between customer experience and customer service
Why retention is about performing for an audience
46 examples you can learn from

This post is based on a podcast with Joey Coleman. If you’d like to listen to the full episode, you can check it out here and below.

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557. How to Make Your Accounts Love the Fact That You're Targeting Them w/ Tyler Lessard Mar 04, 2020

What if the most exciting part of your day was being marketed to?

It’s not as crazy as it sounds.

Tyler Lessard, CMO of Vidyard, spoke at a #FlipMyFunnel event about how to make your accounts love the fact that you’re targeting them. He tells the story of how Vidyard's first ABM efforts flopped—until they discovered a simple, amazing way to customize their targeting.

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556. How to Do Tech Evangelism The Right Way Mar 04, 2020

Does your company need an evangelist? The title is bandied about quite a lot but who is doing it right?

We spoke with Dave Isbitski Chief Evangelist for Alexa and Echo at Amazon. Previously he was a tech evangelist at Microsoft.

Topics we covered:

Technology evangelism is about relationships.
Evangelists help a company’s bottom line.
Evangelists’ top three priorities
Helping people inside the company
Evangelizing small companies
Dave’s Challenge

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555. How to Write a Book with Allen Gannett Mar 02, 2020

Admit it: There’s a book you’ve always wanted to write bouncing around your head somewhere.

It’s revolutionary; it'll change the world! But you have no idea where to begin.

Well, you’re not alone.

When people find out I’ve written books, they always have a ton of questions. It seems like everyone has a great idea for a book, but just getting started seems so daunting, let alone actually finishing one or getting people to read it.

So, where do you begin?

To answer this, I brought on someone onto the show who knows more than a thing or two about writing: Allen Gannett, author of “The Creative Curve.”

He shared some great tips for anyone hoping to take on the difficult, but rewarding, challenge of writing a book.

Here’s what we’re unpacking today:

The questions you need to answer before anything else
The difference between self-publishing and a publisher
Getting an agent
Writing a proposal
How to market your book
Why you need to find your niche

554. How to Schedule Your Day to Be Exceptional Mar 02, 2020

For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some sort of schedule to be exceptional.

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553. How to Measure ABM Success w/ Masha Finkelstein Feb 27, 2020

Have you struggled to measure ABM success with your sales and marketing teams? Have you struggled to understand the concept of ABM?

Both of those are very different questions. In this episode, Masha and Sangram discuss the solutions to both.

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552. Want to Be a Better Communicator? Try These 3 Things. Feb 27, 2020

Change is in inevitable. And so is communication.

On today's throwback episode, we're talking about Lane Jones and Andy Stanley's book, Communicating for a Change.

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551. How to Make a Difference at Work and In Your Career Feb 26, 2020

When you work in marketing, whether it is ABM or traditional marketing, you sometimes can get caught up in the latest tools. but for Heidi Melin, the CMO of Workfront, an HR platform company based in Utah, the more important assets are the members of your team.

Over a long and varied career, she has learned valuable lessons about risk taking, change, listening to your gut, leadership, and what it's like to be a highly successful career woman and mom.

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550. Why Great Leaders Serve Others First with Patrick Lencioni Feb 24, 2020

What does being a leader really mean?

Is it the title? Is it the responsibilities? Is it the number of people you’re in charge of?

Determining your definition of a leader could help you serve people better and, ultimately, make a bigger impact.

In this episode of #FMF, I catch up with my good friend Patrick Lencioni. Patrick is the founder and president of The Table Group, a firm dedicated to helping leaders improve their organizations’ health.

He’s also the author of numerous books including The Five Dysfunctions of a Team, The Ideal Team Player, and the forthcoming The Motive.

Here’s what we’re unpacking today:

Defining what a leader is and why it matters
Seeing your job as a verb instead of a noun
Why doing the difficult things sets a leader above the rest

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

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549. Why Moving On Could Be Good for your Career Feb 21, 2020

Are you growing in your career?

If not, you’re putting yourself at risk.

In this throwback episode, we talked with Autumn Coleman from Oracle, about a possibly unconventional way of looking at career development.

What if moving on from your current organization was the best career move you could possibly make?

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548. How This Terminus User is Adopting ABM to Drive Growth Feb 20, 2020

Jeremy Middleton is the Senior Director of Digital Marketing at Pramata. This episode of #FlipMyFunnel comes from a recent Terminus Customer of the Month event in which Jeremy was our guest speaker.

Jeremy’s company specializes in working with large companies with complex customer relationships who struggle to manage them for a number of reasons related to portfolio size/complexity and a very low operating margin.

Companies like this suffer from revenue leakage, an issue that many in the organization don’t know about, are in denial of, or simply don’t care about.

Jeremy unpacks the ways in which the company struggled prior to using Terminus and adopting an ABM model, and how and why his business growth is accelerating now.

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547. 4 Controversial B2B Marketing Trends You Need to Start Feb 19, 2020

We have some “contrarian” advice for all B2B Marketers, and it comes straight from LinkedIn:

First piece of advice: The only advantage you can gain is in going against the crowd (be contrarian).

Second piece of advice: Listen to Peter Weinberg, LinkedIn’s Global Brand Strategy Lead.

You may not agree with everything he has to say, but you need to listen anyways: He’s one of the people who’s working behind the scenes, changing the landscape for LinkedIn, where a growing amount of B2B marketing and advertising is taking place.

(Oh, that contrarian thing came from Peter, by the way.)

He joined us at #FlipMyFunnel 2018, and it’s all right here.

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546. How a Leader Brings About Change and Gets Everyone on Board Feb 18, 2020

A lack of consistency in the marketing community seems to be the only consistency. Change is constantly being thrust upon us and yet we’re still surprised when it shows up at our door.

But Ruth Rowan has a different experience with change. She embraces it; she’s a biologist by academic training, started her career in banking, then wound up in publishing until she fell into marketing. Lots of change, and she welcomes it. She also introduces change as the global CMO at Dimension Data. I guess you could call it a dream job.

Digital transformation and change in general in any organization is difficult. But Ruth has seldom experienced resistance when leading the charge. Why? Well, that’s exactly it. She starts with why.

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545. The Last Career Guide You'll Ever Need Feb 17, 2020

What if the best career advice you could get came from a comic book?

If you haven’t read Daniel Pink’s The Adventures of Johnny Bunko: The Last Career Guide You'll Ever Need, go pick it up right now, and instill these lessons into your life.

What are you doing to make yourself the best that you can be?

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544. How to Scale Content Marketing for an ABM Strategy Feb 14, 2020

Not all accounts are created equal.

If you really want to scale content marketing, you have to start treating your accounts differently.

In this episode, Sangram and Kaitlin discuss a blog post from B2B marketing leader Cynthia Stephens about how to scale content marketing for an ABM strategy.

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543. Methods, Models, and Metrics of Account-Based Revenue Feb 13, 2020

Trish Bertuzzi with Bridge Group, Inc. discusses why account types matters and techniques to make the most out of your account-based marketing strategy.

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542. Is Seth Godin's 5-Step Marketing Framework Right for You? Feb 12, 2020

If there is one person synonymous with marketing excellence, it is Seth Godin.

Godin has written 18 bestselling books including Permission Marketing and Purple Cow. I had the exciting opportunity to discuss his recent book This is Marketing.

“It's very easy for us to think we live in this mass market world, but we don't. We live in a micro market world,” says Godin.

For Godin, marketing is the art of hitting the smallest viable audience. Like developers who attempt to create the minimal viable product to ship, targeting the smallest viable audience forces a marketer to sharpen their messaging to attract just those customers.

Here’s what we’re unpacking today:

The origin of flipping the funnel
Positioning as a service
Marketing isn’t about marketing spend
This is Marketing: The Five-Step Marketing Framework
Sangram's Summary
Seth’s Challenge

541. Creating a Frictionless Customer Experience Feb 11, 2020

What do coaching soccer and being a CMO have in common?
Well, actually, a lot.
Gene Foca is currently the CMO of Getty Images. Before that he was the SVP of Marketing at FreshDirect. Before that he was Senior Director of Marketing at Amazon.
And way before that he was a paid soccer coach at the club and high school levels for nearly 20 years.
Gene came on the #FlipMyFunnel podcast to talk about the lessons he learned as a soccer coach that he has applied as CMO. We talked about creating successful teams and working to ensure a frictionless customer experience.
He also gave us an inside look at what Getty Images is focusing on next to raise their customer experience to the next level.
Check it out.

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540. The 3 Secrets to Unlock your Entrepreneurial Mindset Feb 10, 2020

It seems like entrepreneurs are a special breed of people. Where do they get their energy? Their time-management skills? Their focus?

Is it the freedom their job gives them?

No! Entrepreneurship is mindset, not a job description — and one every leader can and should adopt.

That’s what Dragon Army CEO Jeff Hilimire’s book, The 5-Day Turnaround, is all about: improving leadership by thinking like an entrepreneur.

In the latest FlipMyFunnel, Jeff shares some of his secrets for adopting an entrepreneurial mindset and why they matter — whether you’re an entrepreneur or not.

Here’s what we talked about:

Entrepreneurship as a mindset
Why your fallback plan is holding you back
How you can avoid a dysfunctional team

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

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539. Consequences of Not Prioritizing the Customer and How to Get Back on Track Feb 07, 2020

Businesses go under for a lot of reasons.

When you don’t prioritize the customer, there are consequences.

And they’re not pretty.

In a blog post on our site, Cori Pearce, Director of Marketing at ChurnZero, wrote about how to get back on track if you have a churn problem. Listen in to hear us cover the highlights of Cori’s post.

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538. Never Stop Loving Your Customers, Even When They Leave Feb 06, 2020

When a customer churns, this is a tremendous opportunity for you to:

Get feedback on your company’s good, bad and ugly
Assess what the lost customer really needs
Listen to their timeline for achieving it
Show them that you care about their business journey with advice, suggestions and contacts, even though you’re no longer their vendor
Keep the lines of communication open
Work to become the vendor they do need

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537. Building an ABM Playbook Feb 06, 2020

Account based marketing is an extremely popular way of doing business - and for good reason. This method of honing in on specific personas and providing value and solutions to their company through your services is incredibly effective.

The process of transitioning to ABM can have unexpected challenges. Despite these, it is a worthwhile change that can often bring about greater success if implemented properly. Learning from others who are well-versed in this area can be a great resource and help in your own company’s transition.

Julia Stead, head of marketing at Invoca, Bassem Hamdy, CEO of Brickschain, and Avi Bhatnagar, senior director at OPSWAT, joined us at the Revenue Summit 2017 to share their valuable knowledge on the topic of ABM.

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536. A Silicon Valley CMO Shares Her 6 Secrets of Success Feb 04, 2020

Being a successful chief marketing officer requires several characteristics and skills:

Surround yourself with mentors/advisors
Do your on boarding homework
Understand your brand
Know what you don’t know
Assemble your dream team and tools

Aspiring marketing executives will want to join us as we get into the weeds of discovering if you have what it takes to be a successful CMO.

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535. How to Be an Effective CMO Feb 03, 2020

How to be a good CMO: Think like a CFO. Act like a CRO. Talk like a CMO.

Of course, there’s a little more to it than that. But you get the picture.

In this episode of #FMF, I catch up with the CMO at BlackBox Consulting & Advisory, Denmark Fransisco. We discuss the key attributes any prolific CMO needs in their toolbelt.

Here’s what we’re unpacking today:

What keeps effective CMOs up at night.
How and why to manage your team according to KPIs.
Key ABM findings for CMOs to consider.

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

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534. Customer Experience is Everyone's Responsibility Jan 31, 2020

Sue Duris, Director of Marketing and Customer Experience at M4 Communications, wrote about three things C-suite Execs must do in order to NOT be lying when they say “customer experience is everyone’s job.”

We talk about those three things (and more) in this throwback episode.

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533. How to Become an Account-Based Marketing Rock Star Jan 31, 2020

Q: How do you know when you’re an ABM ROCK STAR?

A: When the lawyers are afraid to stop you because you’re making the company too much money.

This is exactly what happened to Daniel G. Day, Director of Account-Based Marketing (ABM) and Market Planning at Snowflake Computing. Snowflake Computing is a cloud-based data-warehousing startup.

In this episode of the #FlipMyFunnel podcast, he touches on ABM best practices, legal woes, and how the new version of Terminus is a real game changer.

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532. Are You a Manager or a Leader? 5 Areas to Examine Jan 29, 2020

There's no right or wrong answer! Leadership needs no title.

However, to be effective, you do need to know where you are on the spectrum.

These five assessments can help you figure out where you land.

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531. 4 Ways to Set Yourself Up for a Productive Work Week Jan 28, 2020

Often, it’s not the small things, but the big things that truly determine our daily productivity. The smallest tweaks can have the largest impact.

Bryan Wish is the kind of guy who knows exactly what we’re talking about. He’s a pro at efficiencies, helping executives get the most out of the day.

James Carbary interviewed him on a #TakeoverTuesday episode of the #FlipMyFunnel podcast.

On the show, Bryan gave 4 super easy, practical tips that can have dramatic impact on your day-to-day, and your workweek.

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530. Becoming an Effective Storyteller w/ Bob Goff Jan 27, 2020

You know a good storyteller when you hear one. They’re usually engaging, relatable, and very likable.

Some storytellers, like my last guest on FMF, just have that X factor. The thing you can’t quite put your finger on.

Luckily for us, Bob Goff shares how he remembers and delivers meaningful stories via speaking events and his New York Times Bestseller, Love Does.

Here’s what we’re unpacking today:

Why taking notes of your ideas will make you a better storyteller.
How using images as speaking prompts are way more effective than text.
Why being honest with the audience means being honest with yourself first.

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

528. How to Double Your Win Rate with ABM Jan 23, 2020

What one area in B2B Marketing should you focus on for the greatest impact, that by focusing on in it for the next 6 months, your win rate will double?

Meet Daniel Oxenburgh. He’s the Co-Founder & Managing Director at Ox Consulting, who’s one focus is to help tech companies strike a balance between foundation & growth using ABM.

Most people’s immediate hunch when switching to ABM is to run a demand generation campaign and go from there. But that won’t have the greatest impact; pipeline acceleration will!

“Work back from your customer. Figure out what ABM campaign / tactic to start with and just start there,” said Daniel, “Start hyper focusing on solving that one challenge.”

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527. Customer Success vs. Customer Happiness Jan 23, 2020

On today's throwback episode of the FlipMyFunnel Podcast, Lincoln Murphy discusses the difference between customer success and customer happiness.

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526. Engage. Nurture. Close: How Our Director of Partnerships Closes Insane Deals With Content Collaboration Jan 21, 2020

Deals don’t come easily.

The days of cold-calling and spray-and-pray emails are quickly fading.

What’s a salesperson to do in today’s climate of increased noise, and decreased acceptance?

Collaborate.

Logan Lyles came on a #TakeoverTuesday episode of the #FlipMyFunnel podcast to discuss selling in today’s climate.

He’s the director of partnerships at Sweet Fish Media and has over a decade of experience in B2B sales. Since hopping on board at Sweet Fish, he’s been crushing deals, and he doesn’t do cold outreach.

He gave his 3-step process to stand above the noise, build customer relationships, and close deals.

We captured it all right here.

525. How to Find a True Product-Market Fit Jan 20, 2020

The fastest email experience ever made — who wouldn’t want that?

Well, actually, when Superhuman was first finding its footing, there weren’t too many people who’d be sad to see it go.

Fortunately, Superhuman’s fearless leader, Rahul Vohra, had a feeling it wasn’t the right time to launch then. They hadn’t quite nailed down the product-market fit.

A year later, Superhuman had nearly tripled its product-market fit.

Hear Rahul share about:

Superhuman’s journey to true product-market fit
Defining product-market fit
Measuring and increasing product-market fit

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

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524. Direct Mail is Alive and Kicking with Account-Based Marketing Jan 17, 2020

How could something as low-tech as direct mail possibly be effective in the digital age?

Sudhir Kumar, Marketing Director at BPI ROK, wrote a great article on the subject, and we took a lot away from it.

523. 3 Things B2B Marketers Can Learn From The B2C Sphere Jan 16, 2020

In this throwback episode, we brought in our very own Bryan Brown, Chief Product Officer at Terminus, to chat about the difference between B2B and B2C marketing and what we, as B2B, can learn from the B2C sphere.

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522. Netflix Culture Code: Giving Employees Context In Their Role Jan 15, 2020

If you really want to look at a great culture deck, check out Netflix.

Netflix’s culture code can be summarized by this quote:

"If you want to build a ship, don't drum up the people to gather wood, divide the work, and give orders.

Instead, teach them to yearn for the vast and endless sea." ‐Antoine De Saint‐Exupery

We were so inspired by their culture deck that we’re dedicating a podcast series to it! The first value from Netflix’s culture code to unpack is “Context, Not Control.” The best managers figure out how to get great outcomes by setting the appropriate context rather than by trying to control their people.

Here’s your challenge for the week as a manager: When one of your talented people does something dumb, don’t blame them. Instead, ask yourself what context you failed to set.

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521. 3 Specific Ways to Make Your Organization More Productive Jan 14, 2020

For summer reading what sounds better? Inching along on 16 unfinished books? Or reading 3 great ones cover to cover?

Obviously the second. So why are we so tempted to run our business operations the other way?

In this episode of #FlipMyFunnel James Carbary of Sweet Fish Media takes over to talk with Andrew Hurley, the Director of Operations, about 3 specific ways to make your organization more productive.

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520. 4 Detailed Recipes for a Successful ABM Program Jan 13, 2020

There’s not much better than grandma’s homemade apple pie. The problem is she never writes it down!

Mixing up that scrumptious pie is nearly impossible without some written instructions.

The same goes for ABM strategies, believe it or not. That’s why our content team at Terminus has created a step-by-step ABM cookbook, detailing 13 of our favorite concoctions.

And, in this episode of #FMF, two contributors to the cookbook, Joel Garcia and Bailie Ward, outline 4 of our famous ABM recipes.

Here’s what we’re unpacking today:

The reasons why our content team chose the cookbook layout
The best ways to stay at the top of your customers’ minds
How to creatively use direct mail in your ABM strategy
Tips on retaining top-tier customers

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

519. Fanocracy: How B2B Companies Can Tap Into Fandom Jan 13, 2020

Think of five brands off the top of your head that have a mega fan base.

It’s likely that the brands you listed had something to do with entertainment, sports, music, food/beverage, social media, books, or art.

But, did you know, even B2B brands can benefit from immense fandom?

In this episode of #FMF, I catch up with David Meerman Scott, bestselling author of The New Rules of Marketing and PR and the newly released Fanocracy. He gives us the lowdown on how he and his daughter came up with fanocracy and how businesses can leverage it.

Here’s what we’re unpacking today:

The origins of fanocracy and its definition.
Why any brand can tap into fandom — even yours!
3 ways to generate more fans

Want more from David? Listen to episode 426, Everything You Need to Know to Start Newsjacking w/ David Meerman Scott.

To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.

518. How to Hire Great Talent to Build your SDR Team Jan 10, 2020

Hiring and developing great talent is a real challenge for any organization. When you hire someone great for your organization, it can do great things for you.

But when you make a mistake and hire someone who isn’t a good fit, it weighs the whole organization down.

In this throwback episode of FlipMyFunnel, I sat down with Lucas Ulloque, VP of Sales Development at Terminus, and talked about hiring and investing in great talent as a key to success in building a successful SDR team.

517. Thomson Reuters Runs Their ABM Program With These 5 Strategies Jan 09, 2020

95%.

That was her 2018 win rate.

When she used ABM, she won, 95% of the time. Jillian E. Gartner doesn’t leave ABM deals on the table. She’s so good in fact, ABM’s in her title: She’s the Director of Account-Based Marketing at Thomson Reuters.

She came on this episode of the #FlipMyFunnel podcast to discuss her incredible 5 step process that led to this amazing win-rate.

Jillian works with every part of her company to ensure #OneTeam, pulling from her experience in sales and global marketing at various companies. (Jillian also has an MBA from Findlay.)

Don’t miss this episode.

516. The Importance of Journaling Jan 08, 2020

In this throwback episode, Sangram discusses the benefits of journaling and why it should be important to consider adding it to your daily routine.

He discusses self reflection, goal achievement and how journaling allows you to hold yourself accountable for your own goals.

515. The 4-Part SEO Framework That Helped This Marketer Outrank Wikipedia Jan 08, 2020

We all know about the importance of ranking well on Google. A potential customer goes onto the trusted search engine to find a solution to their problem… and you want the honor of being that solution for them. So what do you do?

You build an effective SEO plan for your content to drive more traffic to your site. Welcome to Gaetano DiNardi’s world over at Nextiva where he’s the director of demand generation for the Arizona-based cloud communications company. Gaetano is a seasoned professional when it comes to ranking well on Google; in fact, his 4-part framework helped him outrank Wikipedia.

That’s why we were so pumped when he sat down with us to walk us through his trusted framework. Following these four steps can help any company improve the flow of organic traffic to their site.

511. Purpose in Business: What Do You Stand FOR? Jan 06, 2020

If your customers see you’re there for them, they’ll be there for you.

In this episode of FMF, I check in with Jeff Henderson, the author of Know What You’re FOR and lead pastor at Gwinnett Church. Jeff shares how he’s learned to find a purpose and stick to it.

Plus, we discuss:

Why doing good is good for business.
The power of what your customers say about you.
How to stay true to your purpose through growth.
How to get people behind your vision.

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

513. B2BSMX: Building a Buyer-Focused Sales Process Dec 26, 2019

As marketing and sales pros, we’re at a major pivotal point in SaaS right now.

The market is bloated with products that a lot of us don’t fully understand. And we’re faced with one of two choices:

To continue working in uncertainty, diminishing the buyer’s experience as we sink deeper into obscurity. Or, to harness the information that’s at our fingertips and foster the best matches between customer and product.

Diving deeper into this topic from the stage at B2BSMX 2019 is Jake Dunlap, CEO at Skaled Consulting and revolutionary of modern sales and marketing.

He covers:

Why the current buyer’s experience is dangerously disconnected
Trends every marketer should be aware of
How to move marketing and sales into the next generation

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

513. B2BSMX: Building a Buyer-Focused Sales Process Dec 26, 2019

As marketing and sales pros, we’re at a major pivotal point in SaaS right now.

The market is bloated with products that a lot of us don’t fully understand. And we’re faced with one of two choices:

To continue working in uncertainty, diminishing the buyer’s experience as we sink deeper into obscurity. Or, to harness the information that’s at our fingertips and foster the best matches between customer and product.

Diving deeper into this topic from the stage at B2BSMX 2019 is Jake Dunlap, CEO at Skaled Consulting and revolutionary of modern sales and marketing.

He covers:

Why the current buyer’s experience is dangerously disconnected
Trends every marketer should be aware of
How to move marketing and sales into the next generation

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

513. B2BSMX: Building a Buyer-Focused Sales Process Dec 26, 2019

As marketing and sales pros, we’re at a major pivotal point in SaaS right now.

The market is bloated with products that a lot of us don’t fully understand. And we’re faced with one of two choices:

To continue working in uncertainty, diminishing the buyer’s experience as we sink deeper into obscurity. Or, to harness the information that’s at our fingertips and foster the best matches between customer and product.

Diving deeper into this topic from the stage at B2BSMX 2019 is Jake Dunlap, CEO at Skaled Consulting and revolutionary of modern sales and marketing.

He covers:

Why the current buyer’s experience is dangerously disconnected
Trends every marketer should be aware of
How to move marketing and sales into the next generation

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

513. B2BSMX: Building a Buyer-Focused Sales Process Dec 26, 2019

As marketing and sales pros, we’re at a major pivotal point in SaaS right now.

The market is bloated with products that a lot of us don’t fully understand. And we’re faced with one of two choices:

To continue working in uncertainty, diminishing the buyer’s experience as we sink deeper into obscurity. Or, to harness the information that’s at our fingertips and foster the best matches between customer and product.

Diving deeper into this topic from the stage at B2BSMX 2019 is Jake Dunlap, CEO at Skaled Consulting and revolutionary of modern sales and marketing.

He covers:

Why the current buyer’s experience is dangerously disconnected
Trends every marketer should be aware of
How to move marketing and sales into the next generation

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

509. Embrace Your Flaws & Close More Deals Dec 19, 2019

We all know that honesty in sales can go a long way. But what if we prefaced our pitch with what we do poorly?

How do you think prospects would respond to such radical transparency?

Todd Caponi, the author of The Transparency Sale, has tested this method. And if you couldn’t tell by the title of his book, it’s worked boundlessly for him.

Todd shares his experiences with radical transparency in sales live from the B2BSMX stage.

Plus, he discusses:

Why transparency works in sales
How to successfully present the entire picture to a B2B buyer
How to embrace your flaws and look at your company from the perspective of the buyer

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

508. 3 Tips You Should Use to Master Personalization Dec 18, 2019

In this interview adapted from the B2B Growth Show, Logan Lyles sits down with Matt Heinz, President of Heinz Marketing, who explains the secret of how you can craft truly personalized messages that work in as little as 30 seconds.

507. How VC Investment Decisions Are Made Dec 17, 2019

Successful disruption is difficult to spot. Ideas are endless, talk is cheap, and many founders flourish, while others fall to the wayside.

How can anyone be sure what will be a truly successful venture, and what’s simply hype (or talk)?

We asked Joe Medved, a Partner at Lerer Hippeau, a highly active seed-stage investment firm that funds innovative founders across nearly all industries. He came on the #FlipMyFunnel podcast, where Dave Knox interviewed him as part of Dave’s #TakeoverTuesday series.

Here’s what we’re unpacking today:

Venture capital funding
How to determine whether a venture will be successful
As a VC, what key trends does Joe see on digital disruption?
What is at the foundation of disruptive brand creation?
Are emerging digitally native vertical brands going to expand, or get acquired by bigger players?
How is voice going to impact brands?
How can business leaders evaluate new entrepreneurs with ideas they have no experience in?

How Twitter helps you keep up with disruption

This #TakeoverTuesday episode of the #FlipMyFunnel podcast is cohosted by Dave Knox, and special guest Joe Medved.

506: How to Break Out of Sales Obscurity by Leveraging Social Selling w/ Koka Sexton Dec 16, 2019

Most of your sales team is using LinkedIn wrong. As a marketer, your job is to teach sales how to leverage their social media to get visibility.

Visibility creates opportunity.

You may have the cure to the world's deadliest disease, but it won’t save anyone if nobody knows about it.

Train your sales team how to break out of social media obscurity and promote their visibility online.

505. Live from B2BSMX: How BigCommerce Uses Data to Fuel Action Dec 12, 2019

Imagine you’re preparing to make a delicious loaf of bread.

But you have to forage or farm all the ingredients yourself. There’s no supermarket down the street with flour, sugar, or salt.

That would make the bread baking process a lot more strenuous, right? It simply wouldn’t be scalable.

That’s similar to what it’s like for B2B marketers when proper data orchestration hasn’t been delivered.

In this episode of #FlipMyFunnel, Ali Rastielo shares how BigCommerce uses data to fuel action live from B2BSMX 2019.

Plus, Ali discusses:

What data orchestration is
Effective data orchestration tools
How data orchestration helps marketers achieve results

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

504. Wake Up Earlier and Supercharge Your Day Dec 11, 2019

Mornings.

If the hairs on the back of your neck stood up when you read that word, you’re not alone.

The snooze button is somehow at the same time the greatest thing to ever be invented and the biggest thief of time and productivity out there today.

Everything is battling for your time. There’s a famous quote that came from the leadership team at Netflix. Someone asked them who their biggest competitor was, and their answer was, “sleep.”

This is where The Miracle Morning comes in.

502. How to Become a Category Leader Dec 10, 2019

What does it mean to be a true category leader?

A few companies rise to the top of a category and dominate it in a way their name becomes synonymous with the category itself: think Google for search, Uber for rideshare, or Dockers for pants. But how do these companies take charge of their category and leave their lasting legacy?

On this #TakeoverTuesday episode, Dave Knox interviews Dave Peterson about how modern companies can dominate their category.

Here’s what we’re unpacking today:

How to create your own category
Becoming a category leader/category king
The “6-10 law” of IPOs
What being a category leader truly means

This #TakeoverTuesday post is based on a podcast with special host Dave Knox and guest Dave Peterson. If you’d like to listen to the full #FlipMyFunnel episode, check us out on Apple Podcasts, Spotify, or here.

502. ABM That Sales Won't Roll Their Eyes At Dec 09, 2019

Any sales professional will tell you that ABM started as account-based sales.

Sales has been doing it for years.

It’s only recently that the marketing teams have picked it up and said: “what if we personalized our marketing strategy to our key accounts?”

Sonjoy Ganguly, Mike Burton, & Anastasia Pavlova like to say that it’s not really about Account Based-Marketing or even Account-Based Sales.

What it’s really about is an Account-Based Strategy.

Sonjoy says that the problem with ABM is that it places far too much emphasis on marketing. In order for an account based strategy to be successful, you have to have buy-in from the entire organization.
An entire organization has to align with a strategy, which is no small feat.

But before you panic, don’t think that you’ve got to slow yourself down and wait for the entire organization to evolve before starting an ABM approach.

Odds are, Sales has been implementing an account-based method for years. It’s just a matter of taking that model and bringing the marketing team on board as well.

So start small, be realistic, take a multi-channel approach, and you’ll be ready to move your organization into a true account based strategy.

501. How to Not LOSE Your Family to WIN the World (Part 2) Dec 06, 2019

We need to get back to our families.

If we’re working long hours, but not connecting with our families, what’s it all for?

It can be extremely hard for busy professionals to pause for a moment to think about what really matters.

In this episode, you’ll get the next couple of tips (of 10) on how to reconnect with your loved ones on a deeper level. Yep, we’re going deep.

500. How To Drive Sales Performance with a State-Of-The-Art Data & Tech Orchestration Strategy Dec 05, 2019

If you feel overwhelmed (or underwhelmed!) by marketing tech, have non-actionable data slowing down your go-to-market efforts, or are trying to figure out how to meaningfully impact revenue as a marketer, then this session is for you.

Paul Green, Director of Marketing Technology at Extreme Networks, will detail how to get you unstuck and share Extreme Networks’ journey of creating a global, cross-functional initiative called “Project Orion” to orchestrate marketing and sales systems into a unified go-to-market engine.

Using state-of-the-art tools like Marketo to drive demand, enrich data, identify intent signals and more, the company built a customer data platform capable of driving true organizational alignment, boosting conversion rates and accelerating pipeline and revenue.

This episode is taken from an exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange

499. 5 Ways to Be Productive as a Travel Warrior Dec 05, 2019

Recently, Sangram’s greatest productivity has come from his business travel, which is great because he’s been on the road a ton this year. He’s traveled for 29 events, and also recorded for 42 podcasts other than our own daily podcast

It’s been a whirlwind! And, traveling wasn’t always so productive and energizing for him: At the beginning of this year when his travel really started to get intense, it was putting a fairly large strain on him. Knowing he had several more months of crazy travel, he made some dramatic changes.

Now travel energizes him and he’s actually excited for each event.

On this episode of the #FlipMyFunnel podcast, Sangram gives you the 5 tactics that have totally changed his travel game, and have made travel one of the most fun and energizing parts of his job.

497. Investing in Marketing Disruption w/ Jeff Weiser Dec 03, 2019

We’re so thrilled about today’s Takeover Tuesday because we’re featuring Dave Knox’s podcast Predicting the Turn. Dave interviewed Jeff Weiser about his journey from Shutterstock to Shopify and how marketing leaders are thinking about change, both as a function but also as an industry. In other words, we’ll be talking about disruption.

Jeff is the CMO of Shopify with a background in data analytics. I can’t wait for you to listen to this phenomenal takeover!

Check out these resources:

498. Increase Revenue with Intent and Account-Based Marketing Dec 03, 2019

Learn how modern marketers are using intent data to improve email open rates, launch precision account-based ads, and win better deals before their competition knows what hit ‘em.

Discover the benefits of each type of intent and what you really need to know before launching an intent-fueled ABM program.

In this adapted seminar Millie Resnick, Director of Product Marketing from Bombora, and Josh Lucas, Solutions Architect from Terminus, share the power of combining ABM and intent-based marketing.

Here’s just a taste of what they cover:

Common types of intent data
Bombora intent and machine learning
Real customer stories
Intent-powered ABM use cases
Email nurtures
Ad nurtures
Event planning

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

496. How ABM Breaks Through Noise to Create Awareness Dec 03, 2019

If you’re selling a big ticket item with a long sale cycle, account based marketing is the smartest way to go according to Jeremy Middleton, Senior Director of Digital Marketing at Pramata which helps large companies prevent revenue leakage.

“The idea of ABM was exactly what we needed because traditional marketing models don't work with these large complex companies,” says Middleton.

The company started their ABM journey a year and half ago and (SPOILER ALERT) the results have been spectacular.

495. How to Not LOSE Your Family to WIN the World, Pt. 1 Dec 02, 2019

We need to get back to our families.

If we’re working long hours, but not connecting with our families, what’s it all for?

It can be extremely hard for busy professionals to pause for a moment to think about what really matters.

In this episode, you’ll get my first 2 tips of 10 on how to reconnect with your loved ones on a deeper level. Yep, we’re going deep. We cover non-awkward conversation starters, meaning what you say, and more.

494. Megadeals: How Are Multi-Billion Dollar Deals Done & What Can The Rest Of Us Learn From It Nov 27, 2019

It can be difficult to know where to start with navigating a megadeal. You’re handling billions of dollars and an entire ecosystem of organizations and people.

Fortunately, there are sales and marketing pros that have gone before you (even if current literature doesn’t reflect it).

Christopher Engman, CRO/CMO of Proof Analytics and author of Megadeals, travels the world to speak about managing huge business agreements. At #B2BSMX 2019, Christopher shared five major mistakes to look out for when operating a megadeal.

Plus, in this exclusive session, he talks about:

How to align with an organization’s key initiatives
Understanding and leveraging the ecosystem of a megadeal
Addressing risk in a megadeal
Acting as a guide for your target accounts

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

492. Struggle Creates Change, Change Creates Growth Nov 27, 2019

When was the last time you really grew? Did you grow when you were happy and lucky? Did you grow when everything was going your way? Or did you grow when there was a struggle?

Being the youngest in a house of five kids, I know a thing or two about struggle.

But struggle is so very important to create change. And with change, there are endless opportunities for growth - both personally and professionally.

So my big challenge for all of you is to list the change that you know you must have, and have been making excuses for. Say it out loud. Find an accountability partner, and start working on it one day at a time. Start today! And then see yourself grow exponentially!

You will smile at struggle because you know, right around the corner, growth is waiting for you.

491. The 3 Steps You Need To Launch Your ABM Strategy Nov 26, 2019

If you’re starting your ABM strategy with the M in ABM before the A, you’re doing it wrong.

Elle Woulfe is the VP of marketing at PathFactory where she helps marketers optimize the path to purchase. When it came to building their ABM process, she’s quick to admit that her team stumbled into, what is now, an agile approach to ABM.

She embarked on the ABM process in the first place when she noticed a bad funnel conversion at PathFactory. While they had lots of people in the funnel and were pretty good at getting them to commit to a meeting, they struggled with moving them down the funnel. People would just fall out.

Thankfully, PathFactory has always been a company that believed in breaking off a little piece at a time to iterate it, rather than jump into big changes. So they took that healthy habit to figure out how to move the company into a 100% target account selling model.

490. Be Patient and Have a Great Attitude Nov 26, 2019

When was the last time you felt like you had everything you could ever want? Like you had it, like you made it?

Most of us have experienced that high in one way or another. It’s an amazing feeling, isn’t it? But here’s the thing: chances are, sooner or later you're going to be climbing another mountain because there’s always another one to climb right around the corner. There are more mountains in your future, more than you can even see right now.

But the important thing to remember is that it's not about the number of mountains you climb. What matters is the legacy you leave behind on those journeys, who goes with you on those journeys, and celebrating every win on those journeys.

I learned this the hard way. That’s why today I have two challenges for you that will encourage you to develop two of the best qualities you can have no matter the industry you work in: patience and a great attitude.

489. CXO Panel: Executive-Level Perspectives On Driving Revenue Growth Nov 26, 2019

In a world where there are apparently too many companies and VCs hold their noses when you mention Martech, how are B2B execs supposed to drive revenue growth?

To answer this, we’re going straight to B2BSMX 2019 where Evan Liang (CEO of LeanData) is interviewing a top-tier panel of executive-level B2B leaders.

The panel:

Joe Chernov, VP of Marketing at Pendo
Robin Ritenour, Global Head of Business Development, Partnerships, & Channels at People.ai
Jaime Punishill, CMO at Lionbridge

In this episode of FMF, we’re discussing:

Overcoming challenges in go-to-market strategies
The real definition of ABM
Dealing with the challenges a complex ecosystem delivers
Driving revenue growth in an ever-evolving B2B climate

To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.

488. The Big Idea: Commitment Creates Movement Nov 26, 2019

Here’s a big idea that can change your life and maybe the world around you: Commitment creates movement.

Commitment is how you achieve anything meaningful in your life. Let’s say you wanted to lose weight. You have to commit to making it happen.

You worked out, you slept, you ate right, all those things happened and you got in better shape. But then you stopped having the same commitment. Guess what came up? Excuses, and excuses don't create movement.

Commitment to your purpose will create clarity of focus, which means that if you know where you're going, then it will create clarity, not just for you but people around you.

487. Devon Bandison on How A Morning Routine Will Make You a More Effective Dad Nov 26, 2019

Today we’re having our next installment of Takeover Tuesday! This week, we’re joined by Rob Roseman of the The Dad the Best I Can Show. Rob has a conversation with Devon Bandison about how even simply starting a morning routine can make you a more effective leader and more effective father.

Devon Bandison is a father of three, business coach, TEDx speaker, and he is the author of a book called Fatherhood is Leadership.

Checkout these resources:

476: 5 Key Takeaways from Daniel Pink's 'To Sell Is Human' Nov 04, 2019

Daniel Pink’s “To Sell is Human” is groundbreaking. In this throwback episode, Sangram breaks down five of the key lessons he’s learned from reading Pink’s book.

475. To Break Through, Be Willing to Break Your Routine Nov 04, 2019

You’ve heard the advice:

Wake up at 5 am and get your routine right
Take cold showers to spark up your creative brain
Have a routine to gain maximum productivity
Eat like a tadpole and not like a frog (what does that even mean?)

These types of advice are not about doing the things themselves. Instead, the underlying truth is when you’re stuck, you should break your routine and try something new.

474: Why Valuing People Over Transactions is Key to Success Nov 04, 2019

In 2008, Dale Dupree found himself heading back home to help out at the family business.

He never would have guessed that selling copiers would lay the foundation of his wildly successful career in B2B sales.

Now, as the founder of The Sales Rebellion, Dale shares his and his father’s incredible story of triumph over tribulation and the importance of prioritizing relationships over transactions.

Live from B2BSMX, Dale speaks to:

Why you should be open to exploring your territory
Leading with compassion
Building unbreakable bonds with your customers
Creating momentum through hope

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

473. How (& Why) to Create Unforgettable Moments for Your Employees Nov 04, 2019

It’s not often that you hear a concept that totally blows you away.

In this week's throwback episode, I share a conversation I had not too long ago with my co-host and podcast producer, James Carbary, Founder of Sweet Fish Media. He told me about how he’s building an “unscalable culture.”

"I think so many leaders think about culture in terms of what they can do for everyone in their organization,” said James. “We think about having a stocked fridge, company picnics, a pool table in the center of the room, things that everyone in the organization can benefit from. I'm not vilifying that at all, but I think that it would be much more powerful if we as leaders started to create unforgettable experiences for individuals on our teams.”

472. How This Dad Runs Toward Joy (Instead of Chasing Happiness) Nov 04, 2019

It can be easy to default to chasing the next taste of happiness.

Yet, why look for the next best thing when there are opportunities to harness joy everywhere you look.

I get the chance to share my reasoning for running toward joy with Rob Roseman, the host of the Dad The Best I Can show, on the latest #TakeOverTuesday.

Plus, we talk about:

Raising strong daughters and respectful sons
Learning from our parents
Teaching kids (and ourselves) to be thankful
The value in reading as a family

Resources mentioned in this episode:

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

471: What Makes a Great Chief Marketing Officer Nov 04, 2019

The role of chief marketing officer (CMO) is incredibly important.

It’s also often misunderstood.

What does it look like to be a modern CMO?

It looks like knowing your brand, embracing creativity, utilizing data, having a great attitude, and empowering others.

And it’s certainly not easy.

But it’s worth it.

On today's throwback episode of #FlipMyFunnel, Alex Gobbi and Kira Mondrus, both CMOs of highly respected companies, share their expertise on how to embrace the role of chief marketing officer in the modern business world.

470: Are You a Leader Or A Manager? Nov 04, 2019

A lot of people have trouble differentiating whether they’re a leader or a manager. It’s not good or bad to be one or the other. They both are equally important.

Here’s why:

-Without good managers, we’d all just be daydreaming because leaders are dreamers.

-Without good leaders, we wouldn’t know where we’re going.

Andy Stanley, one of the best communicators of our time, defined a high-performance team like this: High-performance teams are comprised of people with extraordinary clarity around the what, why, and how along with a predisposition towards execution.

469: How To Cut Through The Noise And Build Awareness Nov 04, 2019

Have you ever wondered how your marketing strategy ballooned to something that is too complex and not tightly intertwined?

Today, we’re bringing you a recap from one of the exclusive sessions at the 2019 B2B Sales & Marketing Exchange.

In this session, Jeremy Middleton, Senior Director of Digital Marketing & Revenue Operations at Pramata, shared how his company took a step back to review how they built out, and refined, their ABM program. Jeremy reviews what they did and how they used a data-based approach to simplify their model, which increased efficiency, pipeline and deal speed, while unifying all data and decreasing spend.

468: Why Every Person Needs a Big Rock to Move Nov 04, 2019

Co-hosted by both Sangram and James Carbary, this episode tackles “big rocks, rolling thunder, and small wins.” Sangram shares his secrets what it takes to continually motivate your team with the right amount of challenge, tempered by celebrating milestones along the way.

Sangram pulled out some lessons from NFL player Reggie Rivers as well and shared what he’s learned about comparing your business environment to an athletic event. Don’t miss this second take on forcing function, and how it creates the team mentality that delivers results.

(If you missed the first episode on forcing functions you can find it here.)

This was a power-packed episode, so let’s dive into Sangram’s three ways you as a leader can motivate yourself and your team.

467: The Self-Guided Career: How to Work in Full Color Nov 04, 2019

It’s a little unbelievable that 18-year-olds are asked to choose a career path.

Whether it be joining the workforce or picking a college major, it’s a ton of responsibility to put in the hands of, well, a teenager.

It’s no wonder that sometimes we get it wrong.

On this #TakeOverTuesday, Noah Omri Levin, host of the Digital Marketing Life podcast, talks with Jennifer Joy Walker, author of Full Color Living and the forthcoming Full Color Work. Jennifer shares the key takeaways from her new book, including how to find a career you love as an adult.

In this episode, Noah and Jennifer discuss:

Exploring professional strengths and interests as an adult
What organizations can do to offer a positive work environment
Finding a career in which you thrive
How to tell if the problem is your job or something else

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

466: Building an ABM Playbook Nov 04, 2019

We're replaying the top Monday episodes of all time!
Coming in at #2 with 1,076 downloads is a throwback to episode 166, where we discuss building an account-based marketing playbook.

Julia Stead, head of marketing at Invoca, Bassem Hamdy, CEO of Brickschain, and Avi Bhatnagar, senior director at OPSWAT, joined us at the Revenue Summit in 2017 to share their knowledge on the topic of ABM.

465: What Oprah’s Wisdom Has Taught Me Nov 04, 2019

Are you ready to live the life of your dreams?

You have to be ready to make a hard choice and gamble on the unknown.

That’s my life lesson from today’s Big Idea.

It is a quote from Oprah: “You can have everything in life but not all at once.”

You need to see where this quote has taken me as it weaves in and out of the choices I’ve made in my life.

On paper, two of these choices were dumb, idiotic and very risky. Did they pay off?

Listen to the podcast and decide if this approach will work for you too.

Try it and let me know your results.

464: Make It Rain: The Evolution of Measuring Marketing’s Success w/ Daniel Englebretson Nov 04, 2019

On this episode, Daniel Englebretson, Head of ABM at Phononic, breaks down his journey from lead generation, to demand generation, to integrated marketing, to #ABM.

This is based on an exclusive session from the 2019 B2B Sales & Marketing Exchange

What we talked about:

Evolution of measurement of marketing success
Lead generation
Demand generation
Integrated marketing
ABM 1.0
ABM 2.0

Checkout these resources we mentioned during the podcast:

the 2019 B2B Sales & Marketing Exchange
Daniel Englebretson’s LinkedIn
Phononic’s Website

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

463: How to Deliver a TED Talk (or Any Important Talk) w/ James Carbary Nov 04, 2019

Delivering a talk is a critical skill whether you are speaking to an intimate gathering in the boardroom or a crowd of thousands for a keynote. The advent of TED Talks has helped shape the public's expectations for what a meaningful address actually sounds like. Many business professionals, however, struggle with this new style of public speaking.

On the #FlipMyFunnel podcast, Sangram Vajre and James Carbary discuss the book How to Deliver a TED Talk: Secrets of the World's Most Inspiring Presentations by Jeremy Donovan. They consider Donovan's five major major components to delivering a top-shelf speech: how to open, how not to open, the use of the pause and "you," making someone else the hero, and how to close.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

462: Side Hustles, Entrepreneurship, & Marriage w/ Kayla Levin Nov 04, 2019

How do you provide your target audience with the most value?

By not trying to be everything to everyone. By creating a personalized experience. By making them happy to give you their money for something they’re excited they can buy.

Maybe by working with your spouse.

On his podcast Digital Marketing Life, Noah Omri Levin interviews life coach, entrepreneur, podcast host, First Year Married founder and CEO (and his wife), Kayla Levin.

On this #TakeOverTuesday, they cover:

Finding a micro niche
Working with your spouse
Balancing multiple side hustles (and kids)

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

461: Customer Success vs. Customer Happiness Nov 04, 2019

We're replaying the top Monday episodes of all time!

In this episode from March of 2018, I sat down with Lincoln Murphy about the four essentials for making customer success a priority.

There are a lot of myths involved in courting your customers, but you'd be surprised how often authenticity and success go hand in hand.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

460: Rewriting History By Reframing The Problem Nov 04, 2019

It’s another episode of Sangram’s Big Idea Friday. In this episode of the Flip My Funnel podcast Sangram talks about how to rewrite history.

You can rewrite history if you can reframe the problem.

We’re all really good at excuses. We constantly come up with lies that we tell ourselves for why we can't do something.

But there's an alternative: reframe the problem.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

459: Make It Rain: The Evolution of Measuring Marketing’s Success w/ Daniel Englebretson Nov 04, 2019

On this episode, Daniel Englebretson, Head of ABM at Phononic, breaks down his journey from lead generation, to demand generation, to integrated marketing, to #ABM.

This is based on an exclusive session from the 2019 B2B Sales & Marketing Exchange

What we talked about:

Evolution of measurement of marketing success
Lead generation
Demand generation
Integrated marketing
ABM 1.0
ABM 2.0

Checkout these resources we mentioned during the podcast:

the 2019 B2B Sales & Marketing Exchange
Daniel Englebretson’s LinkedIn

Phononic’s Website

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

458: Office Hours Nov 04, 2019

On Office Hours we talk about all things marketing, sales, and customer success.

I’m doing office hours on LinkedIn Live every Friday, or you can catch the recording right here!

Do you need MQL, SQL when you are actually trying to be an #accountbased organization?

Join the FlipMyFunnel Community group for more information, a pre-order link, and exciting giveaways: https://lnkd.in/e63TC4J

457: How to Blaze the Pathway of Your Career w/ Olivia Hawkins Nov 04, 2019

We're back again with guest host Noah Omri Levin, Director, Applied Analytics & Optimization - Media Lead at Search Discovery and host of the Digital Marketing Life podcast.

This week Noah interviews Olivia Hawkins, Associate Director of Global Media at VaynerMedia, about career longevity and happiness.

How do we stay joyful and happy while navigating the outcomes of both good and bad decisions we make in our career paths? According to Olivia, finding the job that gets you out of bed every day might make all the difference.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

456: Having the Conversation About Mental Health Awareness and Assistance w/ James Buckley Nov 04, 2019

You don’t get a nickname like “Saywhatsales” unless you’re speaking some truth. That’s easier said than done in a tough sales environment, but it seems even more difficult when we begin navigating the tough conversations around mental health.

In today’s episode of the Flip My Funnel podcast James “Saywhatsales” Buckley, Business Development Manager at Ringlead and Brand Ambassador for UNCrushed joined me on the show to step a little outside of our normal lane.

Mental health is a factor that affects everyone. What are we doing both personally and corporately to address these issues in ourselves and those who work around us every day?

Today, we tackle that tough conversation.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

455: Do You Have an Outcome Versus Activity Based Mindset? Nov 04, 2019

My goal outcomes determine my daily tasks.

Not my inbox.

Who's determining your goals? Is it you? Or is it your inbox?

That’s what we talked about on today’s Big Idea Friday episode of the #FlipMyFunnel podcast.

The secret is having an outcome based mindset.

So, what's important to you? Whatever is important to you should be your outcome.

Thinking this way forces us to do less, and to focus on just a few things that will help us reach the outcomes we are striving for.

Here's a challenge: come up with the top three goals you want to accomplish that will make you proud of whatever you're doing professionally and personally. Then let those goals determine the tasks that take top priority in your day.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

454: How To Activate The Account-Based Revenue Team With 1000+ ABM Campaigns w/ Hermi Ruiz Nov 04, 2019

Stop by and learn from Hermi Ruiz, ABM Manager at Snowflake, the leading Cloud Data Warehouse SaaS company, about the importance of activating the Revenue Team to own GTM messaging for their most important accounts. Also, learn how the Snowflake ABM team is running and maintaining over 2,000 personalized content experiences. Exclusive session from the 2019 B2B Sales & Marketing Exchange:

Here’s what Hermi will be sharing today:

Her personal journey from sales to marketing

The responsibilities of the ABM team at Snowflake

The tech stack that Snowflake uses

Her team's workflow

And how these processes have led to results for Snowflake.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

453: Sangram Vajre LIVE from INBOUND 2019 Nov 04, 2019

You’ve seen ABM work wonders for other agencies. You’re completely convinced that your organization should give it a go.

The only thing? Your C-suite isn’t convinced.

How do you respectfully communicate to the C-suite that ABM is the answer?

Live from INBOUND 2019, Sangram outlines the methods B2B sellers and marketers can use to convince upper management to take a chance on ABM.

In this episode, Sangram covers:

Finding the right ABM accounts
Aligning sales and marketing
Running an experimental ABM program
ABM metrics

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

452: Building a Fire Fighter - The Story of Doug Colson Nov 04, 2019

Today seasoned guest host Noah Omri Levin joins us, as he interviews Doug Colson.

Doug was an extremely talented digital marketer. He was a great team player and always went above and beyond both in his own work and in his patience for training others. But while Doug was excited about the growth of the company, he struggled internally to feel fulfilled. His story teaches us that enabling people to thrive sometimes means they need to go somewhere else. This is a story you do not want to miss.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

Why You Need to Get Serious About Diversity in the Workplace w/ Jeffery Halter Nov 04, 2019

In the 1960s, it wasn’t that hard to imagine flying cars by 2019.

The world would have solved all its issues by then so we can all peacefully zoom around in our personal saucers.

Turns out, that while we may be a little closer to flying cars, we’re not much closer to solving the world’s problems. Namely, gender equality.

What would our 1960s selves think?

Jeffery Halter, President of YWomen and author of Why Women, recently spoke at Leadercast’s Evolve session about gender equality in the workplace. We here at Terminus are excited to share this special episode with you.

Jeffery covers:

Driving change in workplace gender equality
How respecting women makes companies more money
What you can do today to support diversity

Resources mentioned:

Women in the Workplace 2018

To listen to this episode and more like it, subscribe to #FlipMyFunnel on Apple podcasts or listen on our website.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

450: Relationships Don’t Scale - But Build Them Anyway Nov 04, 2019

Relationships don’t scale.

But doing unscalable things can build relationships.

As a leader, as a marketer, as a salesperson - what are the things you can do to build relationships?

That’s what I talked about in the latest Big Idea episode for the #FlipMyFunnel podcast. You can scale businesses but you can’t scale people. You need to think of unscalable things to do to build your relationships.
So, think of what you can do for your direct reports that will make them remember that you care, even when you are not there every day with them in the trenches.
Think of how to make your customers and future customers special and unique.

Scale your business, not your people.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

449: Why Every Leader Should Have Lunch With Their Sales Team w/ Erik Smith Nov 04, 2019

Today, on the #FlipMyFunnel podcast we’re joined by Erik Smith.

And as much as I want to dive into ABM with Erik, he has such an interesting perspective to offer on career growth, leadership, and personalization that I felt discussing those topics would be a super valuable experience for you all.

So, here’s what we’re unpacking today:

How Erik achieved such a unique career path
Why all marketers should at least be able to demo a product
Why you should be having lunch with millennials
And 3 characteristics you should look for in new hires

Resources we talked about:

This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

448: What it Takes to Be an Amazing CMO of an Iconic Brand w/ Kipp Bodnar Nov 04, 2019

Ever wonder what it’s like to be a CMO of a sales and marketing behemoth?

We just got a pretty good idea of what it’s like from HubSpot CMO Kipp Bodnar. What better place to catch up with Kipp than INBOUND 2019?

In this episode, we cover:

Staying true to your convictions
Investing in your most vital resource
Analyzing data
The #1 responsibility of a CMO

To listen to this episode and more like it, subscribe to #FlipMyFunnel on Apple podcasts or listen on our website.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

447: 5 Tips to Operationalizing Your Organization’s Culture From One of the Best Places to Work in America w/ Mike & Nikole Rose Nov 04, 2019

As you know, Mike and Nikole Rose of Mojo Media Labs have been taking over the #FlipMyFunnel podcast to host our four-part series, “Culture Eats ABM for Breakfast.”

And since this is the last episode in the series, we couldn’t think of a better way to close it out than by talking to the one who makes great culture happen at Mojo.

Ashton Adair, Director of People & Engagement at Mojo Media Labs, came on the latest episode of the show to share her five tips to operationalizing a great culture.

What we talked about:

Choosing your ‘no matter whats’
Adopting organic rituals as tradition
Adopting a culture committee
Automating the basics
Building to scale

Resources we talked about:

Mojo Media Labs

Adair’s LinkedIn

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

446: How to Become Indistractable w/ Nir Eyal Nov 04, 2019

We like to say that there are never enough hours in the day.

But, what if there really was enough time to accomplish everything we wanted to in a day?

It may sound crazy, but you actually hold the power to be “indistractable.” That’s at least what Dr. Nir Eyal - author of Indistractable - has found to be true.

In this episode, we cover:

The sources of distraction
Internal and external triggers of distraction
Using tech against tech to achieve real traction
4 steps to becoming indistractable

Resources mentioned:

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.

This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

445: Commitment Creates Movement Nov 04, 2019

Here’s a big idea that can change your life and maybe the world around you:

Commitment creates movement.

Commitment is how you achieve anything meaningful in your life. Let’s say you wanted to lose weight. You have to commit to making it happen.

You worked out, you slept, you ate right, all those things happened and you got in better shape. But then you stopped having the same commitment. Guess what came up? Excuses, and excuses don't create movement.

Commitment to your purpose will create clarity of focus, which means that if you know where you're going, then it will create clarity, not just for you but people around you.

444: Learning From The Past To Shape The Future Of ABM w/ Dave Munn Nov 04, 2019

We study historical trends and behaviors to avoid making the same mistakes.

The same idea can be applied to ABM. By grabbing snapshots of past procedures and their outcomes, we can form a better idea of how to implement ABM today.

Who better to fill us in on ABM past and present than President and CEO of ITSMA, Dave Munn? FMF guest-host Steve Watt gets the scoop from this ABM pioneer.

They cover:

Highlights of past ABM methodology
The current landscape of ABM
What leaders in B2B are doing in ABM
Shaping your own ABM strategy like an expert

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

443: LIVE from INBOUND: How Curiosity Can Make You a Better Leader w/ Eric Smith Nov 04, 2019

What happens to our childlike wonder when we get older?

That same curiosity is essential for growing into a better leader.

Brad Smith, Executive Chairman and former CEO of Intuit, lays out the most essential responsibilities of the CEO and how a good sense of curiosity helps with them.

Live from INBOUND, we cover:

The CEO’s #1 job
Being in the business of people
Building an all-star team vs. a team of all-stars
Learning what’s most important in life

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

442: Culture Eats ABM For Breakfast, Pt. 3: What is ROWE? w/ Mike and Nikole Rose Nov 04, 2019

In 1926, it was imperative that factory workers were present on the assembly line for eight hours a day.

Fortunately, a lot has changed in the work environment since 1926.

Why, then, are we still so attached to the 9-5 workday that manifested almost a century ago?

In today’s episode, Michael Rose and Nikole Rose bring in Allison Gibbs, Director of Marketing Success at Mojo Media Labs, to discuss ROWE: Results Only Work Environment.

They cover:

What ROWE looks like implemented
Why ROWE is considered radical in the workplace
Setting work boundaries when you’re only concerned with results
Dealing with sludge

Resources mentioned in this episode:

CultureRx

To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

441: How the Most Successful People & Companies in the World Communicate w/ Nancy Duarte Nov 04, 2019

Public speaking scares a lot of people. But, to be a leader in your industry, you will most likely need to spearhead that fear.

Once you’re able to overcome any public speaking anxieties (practicing helps), you should focus on becoming the most effective communicator possible.

Nancy Duarte, Principal at Duarte, Inc. and author of the recently released DataStory, helps us navigate the public communication waters in this episode.

We cover:

Learning from the best speakers in history
Building up and releasing tension in your presentation
Using data to deliver a powerful call-to-action

Resources mentioned in this episode:

To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

440: Moments Matter, Experience Gathers, Everything Else Scatters Nov 04, 2019

A little poetic spin on this week’s #BigIdeaFriday:

Moments matter, experience gathers, everything else scatters.

This episode of the #FlipMyFunnel podcast, Sangram dives into how you can create meaningful moments for your B2B customers. He uses examples from hospitality to show how the B2C world often really gets it right, and we could all learn a thing or two from magical moments and experiences (like Magic Castle’s poolside popsicle delivery service!).

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

439: How JLL Educated 86,000 Employees on ABM w/ Katie Fisher Nov 04, 2019

Transitioning to an ABM program is hardly ever as simple as we plan.

Add 86,000 global employees, and it’s quite the ascent.

That’s the situation JLL, a world leader in real estate services, found themselves in.

FMF guest host Steve Watt sits down with Katie Fisher, the Senior Director of America’s Marketing at JLL, to uncover what it was really like for a behemoth real estate service provider to shift to ABM.

Here’s what they cover:

Picking the right accounts to focus on
Tackling the ABM learning curve
Addressing the fear of transitioning to ABM
Scaling up with ABM

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

438: How to Measure Success in ABM Nov 04, 2019

It can be intimidating to shift from 100% inbound marketing to ABM.

You’re probably not entirely positive on how you’ll prove to leadership that ABM works for your organization.

Lucky for you, we recently discussed ABM metrics with two industry experts. Jen Spencer, Vice President of Sales & Marketing at SmartBug, and Todd McCormick, CRO right here at Terminus give us some industry-leading advice on measuring ABM success

Here’s what we cover:

Setting KPIs that matter
Mixing inbound and ABM
Finding the best SaaS product
Testing different verticals

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

437: Culture Eats ABM For Breakfast, Pt. 2: Open-Book Management w/ Mike and Nikole Rose Nov 04, 2019

In the second episode of the four-part series Culture Eats ABM for Breakfast, husband-wife duo Michael and Nikole Rose give us insight into implementing real, living business transparency.

Mojo Media Labs has seen a lot of change in the last handful of years, but Nikole (President/COO) and Michael (CEO) have identified common threads that bring it all together.

In this episode, they cover:

Cultivating a culture of owners
Rolling out open-book management
Budgeting and forecasting

To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.

436: Business Transformation of the World’s Largest 1-day Event Company w/ Angela Raub Nov 04, 2019

Want to know how Leadercast is being transformed by their CEO?

We sat down with Angela Raub to discuss how her personal transformation has led to the transformation at Leadercast, where she’s CEO and President.

We talked about:

Angela’s “heads down for a decade” mentality
How angela’s personal transformation led to company-wide transformation at Leadercast
Why you need a personal advisory board
Being vulnerable
Women’s leadership events
The myth of “work-life balance”

This post is based on a podcast with Angela Raub. If you’d like to listen to the full episode, you can check it out on Apple Podcasts, Spotify, or here.

435: Why Being Respected is More Important than Being Liked Sep 06, 2019

Aretha Franklin had it right.
R-E-S-P-E-C-T

When it comes down to it, being respected is more important than being liked.

Being respected is a long term play for somebody’s betterment. Being liked is a short term play of avoiding the difficult situations.

It may not be what you want to hear, but the most important lessons in life most often come from those that everybody respects, but not everybody seems to like.

Steve Jobs. Elon Musk. Jeff Bezos.

Pleasing others is easy, but respect is difficult.

What kind of leader do you want to be? One that is respected? Or one that is liked?

434: Here’s Why One ABM Team Turned Off Every Single Registration Wall On Their Site w/ Nick Panayi Sep 06, 2019

Today, we’re continuing our series on enterprise ABM, where we're digging deep into what account-based marketing looks like in some really large, complex, distributed organizations.

Over the course of the series, we've had some fantastic conversations with some really interesting sales and marketing leaders in these large organizations. So, today, we’re excited to welcome our guest, Nick Panayi from DXC Technology.

Here’s what we talked about:

Why you can’t solve ABM with a tool
Why marketers need to be embedded with sales...just like journalists are embedded with troops in a war zone
Why every marketing tactic can be tailored for ABM
And why you might want to consider ungating your content

433: Enabling Sales to Have More Valuable Conversations w/ Jillian Gartner and Jake Dunlap Sep 06, 2019

It can feel like an eternal struggle to harmonize sales and marketing.

That’s why we asked a couple of industry titans about their take on sales and marketing alignment.

Jillian Gartner, Director of Account-Based Marketing at Thomson Reuters

Jake Dunlap, CEO of Skaled

In this episode, we cover:

Finding alignment organically
Practical tips to get marketing and sales on the same page
Tailoring ABM outreach

To listen to this episode and more like it, subscribe to #FlipMyFunnel on Apple podcasts or listen on our website.

432: Culture Eats ABM For Breakfast, Pt. 1: Improve Company Culture Today Sep 06, 2019

Starting a B2B business with your life partner is bound to create some interesting company culture.

One couple who’s crushing it at B2B business and company culture is the founders of Mojo Media Labs, Nikole Rose (President/COO) and Michael Rose (CEO).

In the first episode of this four-part series, Culture Eats ABM for Breakfast, Nikole and Michael give us the lowdown on the ups and downs of building a great company culture.

They cover:

Realizing your company culture is crumbling
Establishing core values
Finding a team that supports your values

Resources mentioned in this episode include:

To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.

431: The CEO With a 100% Approval Rating on Glassdoor w/ Bob Glazer: Sep 06, 2019

After over 100 reviews, Acceleration Partners has a 100% approval rating on Glassdoor. And not just the company, but also the leadership.

We wanted to find out why, so we went straight to the CEO, Bob Glazer.

In this episode we discuss:

How Bob defines performance
Why the worst thing an employee can do is “quit and stay” at a company
The importance of transparency with employees
How to have “mindful transitions” with your employees

Checkout these resources we mentioned during the podcast:

LinkedIn post from Bob: The Most Toxic Employees at Your Company Aren’t the Ones Who Quit
Bob’s Mindful Transitions TED Talk
Bob’s CEO award from Glassdoor
Book mentioned: Extreme Ownership, by Jocko WIllink
Friday Forward — Bob’s weekly newsletter
Elevate — upcoming book by Bob

This post is based on a podcast with Bob Glazer. If you’d like to listen to the full episode, you can check it out on Apple Podcasts, Spotify, or here.

430: To Serve Your Customers Best, Serve Your Employees First Aug 30, 2019

Happy employees will go the extra mile to serve their customers because they feel valued, respected, and cared for by their organization.

One of the best ways to show both employees and customers that they’re valued is to listen to them. Each group has something to teach the other, and a company becomes stronger when they listen to the people they serve and share that information between themselves.

Make regular opportunities to understand what your customers and employees want and need and communicate with both groups:

Launch a “customer in the office program.” Tell customers’ stories as part of your weekly company update.
Tell customers’ stories as part of your weekly company update.
Have different members on the team share a customer win (not just sales).
Create an “In the customer’s office” program, the reverse of the “Customer in the office” program.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

429: Why Terminus Embraces Their Competitors w/ Sangram Vajre` Aug 30, 2019

The script has flipped.

Embracing the competition? Aren’t we supposed to hate each other?

Not according to #FlipMyFunnel founder and host, our very own Sangram Vajre. He emphasizes the power of bringing competitors together to cultivate growth.

FMF guest-host John Rougeux swaps spots with Sangram in this topsy-turvy #TakeoverTuesday episode. We learn about category creation versus category leadership, the advantage in building a community, having passion for the problem instead of the product, and more.

John Rougeux is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

428: Summer Splash — Engaging the Full Buying Committee Aug 30, 2019

We recently launched a webinar series through Terminus titled “Make a Splash With ABM This Summer.” In part two of the series, we invited Justin Keller, VP of Marketing at Sigstr, and Samantha Stone, Founder and CMO of the Marketing Advisory Network, to join us for a discussion about the best strategies for engaging the buying committees in your target accounts.

So, on this episode of the #FlipMyFunnel podcast, we’re sharing that discussion with you, too.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

427: CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition w/ Peter Poulin Aug 27, 2019

Bigger is not always better. Especially if you want to be CEO.

Whether you’ve always had your mind set on being the leader or not, joining a small startup has numerous benefits for those interested in a variety of functions.

FMF guest-host Katie Bullard sits down with Green Revolution Cooling CEO Peter Poulin to discuss the transition from functional to enterprise leader on this #TakeoverTuesday.

In this episode, we cover everything from the advantages of joining a startup to finding more growth opportunities and more.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

426: Everything You Need to Start Newsjacking w/ David Meerman Scott Aug 27, 2019

If Tony Robbins asks to share the stage with someone, you want to hear what that individual has to say. Especially if it’s the guy who coined the modern usage of the term newsjacking.

That’s right, we’re talking about David Meerman Scott, New York Times Best-selling author and speaker.

His speaking engagement have brought David all around the world. His 6-month best-seller “The New Rules of Marketing & PR” has been translated into 29 languages. He’s used his marketing prowess to accurately predict presidential elections.

Oh, yeah, and Tony Robbins says we should listen to him. So when the chance came to do a live podcast at the Inbound conference in Boston, we jumped on it.

Hear what Tony has to say about newsjacking, being an agile seller, and marketing in today’s age.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

425: Struggle Creates Change, Change Creates Growth Aug 27, 2019

When was the last time you really grew? Did you grow when you were happy and lucky? Did you grow when everything was going your way? Or did you grow when there was a struggle?

Being the youngest in a house of five kids, I know a thing or two about struggle.

But struggle is so very important to create change. And with change, there are endless opportunities for growth - both personally and professionally.

So my big challenge for all of you is to list the change that you know you must have, and have been making excuses for. Say it out loud. Find an accountability partner, and start working on it one day at a time. Start today! And then see yourself grow exponentially!

You will smile at struggle because you know, right around the corner, growth is waiting for you.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

424: How Drift Uses Branding and Category Design to Drive Growth Aug 27, 2019

The times, they are a-changin’.

In the old days, you might have gotten away with promoting the best feature of your product, making a transaction, and sending the customer on their merry way.

Try that today and you’ll go out of business.

Why don’t consumers care as much about the product as they used to?

FMF guest-host John Rougeux asks CEO of Drift and Entrepreneur-in-Residence at Harvard Business, David Cancel, what he thinks about the current SaaS market disruption. This #TakeoverTuesday explores effective branding, category design, and more.

John Rougeux is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

423: Pro Tips on Targeting the Right Accounts Aug 27, 2019

We talk a lot about the ideology of ABM on the #FlipMyFunnel podcast.

What we don’t always touch on is the methodology.

How do you actually start targeting accounts? Better yet, how do you start targeting the right accounts?

We get the pleasure to sit down with three B2B industry titans as they reveal their proven methods of targeting the right accounts:

Hermi Ruiz, Account-Based Marketing Manager at Snowflake
Derek Slayton, CMO at Terminus
Daniel Englebretson, Director of Integrated Marketing at Phononic

In this episode, we cover search intent analysis, testing new account groups, and more.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

422: CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition w/ Bob Conlin Aug 27, 2019

There are several steadfast qualities that make a great leader.

Are those traits inherent in a leader, or are they learned?

The answer: both.

FMF guest-host for #TakeoverTuesday, Katie Bullard, had the chance to discuss the qualities of a great leader with NAVEX Global’s CEO Bob Conlin. In this episode, we cover the top qualities of a great CEO, aligning with the long-term goals of your company, and more.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

421: Achieving Happiness & Success Isn’t That Hard w/ Mo Gawdat Aug 27, 2019

We were born happy.

Then what happened?

When we were infants, all we needed was our basic needs met. Food. Sleep. Warmth. A dry diaper.

We grew a little older and started seeing things other kids had. We started seeing advertisements telling us what would make us happy.

Weren’t we already happy?

Mo Gawdat, an IBM, Microsoft, and Google veteran, is the founder of #OneBillionHappy and author of Solve for Happy. He lent us some of his time to discuss the idea of happiness. In this episode, we cover the secret to happiness, humanity’s lack of awareness, and more.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

420: Passion Trumps Resume Aug 27, 2019

Is it better to hire or choose partners who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition?

Sangram Vajre, chief evangelist and co-founder of Terminus, knows the answer. “Passion trumps resume. Every day and twice on Sunday.”

“Passion is something that can cut through fear and create love for who we are and what we do. It’s an important idea for anyone who’s in any kind of leadership role that requires cross-functional support or buy-in. It’s about making our customers heros in their own organization.”

Listen to the Passion Trumps Resume podcast and find out what else makes Vajre and Terminus so successful.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

419: The Physical Therapist Who Built a $100M SaaS Company w/ Heidi Jannenga Aug 27, 2019

Inspiration can hit us anywhere.

Most times, it’s not when we’re forcing it. It tends to reveal itself in the most mundane of activities.

But, when it shows up, it’s a beautiful thing.

This is what happened to the president and co-founder at WebPT, Heidi Jannenga. As a physical therapist, she saw the need for a more sophisticated method of documenting patient visits. Pen and paper was the protocol.

In this #TakeoverTuesday episode, Heidi fills in FMF co-host John Rougeux on her story through category creation, gaining 40% of the market share, and more.

John Rougeux is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

418: Inside the Mind of a Mega-Deal Sales Titan - Part 2 w/ Chris Engman Aug 27, 2019

What’s better than low-effort, high-impact strategies?

Low-effort, high-impact strategies that work.

Chris Engman, co-author of the forthcoming Mega Deals: How Multi-Billion Dollar Deals Are Done and What the Rest of Us Can Learn From It and mega-deal guru, fills us in on scaling his proven strategies down to mid-level sales.

In the second part of this two-part series, guest-host Steve Watt gets the lowdown on everything from researching key initiatives to B2B sales myths to generating waves of demand.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

417: CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition w/ Elisa Steele Aug 27, 2019

Were you destined to become a CEO?

Perhaps you’ve known since you were little that you were meant to lead.

Maybe throughout your whole career, you’ve been working up the ranks to at last reach the long-awaited CEO office.

This dream was not Elisa Steele’s. Strangely enough, she’s now the CEO of Namely. Elisa was happy and successful as CMO, however, obviously had the CEO chops.

#TakeoverTuesday host Katie Bullard asks Elisa how she made the transition from CMO to CEO and if she has any advice for others looking to do the same. In this episode, we cover team collaboration, brand authenticity, and more.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

416: Drive More Successful Negotiations w/ Molly Fletcher Aug 27, 2019

Medium or large? Stranger Things or The Office? Standard or premium?

Although we may not see it, we’re negotiating all the time in life. Whether it be with other people or internally, momentous and minuscule negotiations happen every day.

When it comes to the big negotiations of the sports world, Molly Fletcher is a champion. A titan of sports marketing, Molly is also CEO of The Molly Fletcher Company and Game Changing Negotiation Training, an author, and a renowned keynote speaker. In this episode, we cover negotiation styles, key tools for negotiating, and more.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

415: Joy Is Forever; Happiness Is Temporary Aug 27, 2019

Most of us chase temporary happiness, when we should be chasing everlasting joy.

What does that really mean? Sangram unpacks the entire concept on this #OneBigIdea episode of the #FlipMyFunnel podcast.

Using examples from everyday life, like an individual’s career, school, relationships, and yes, even pets, Sangram shows how we can shift our focus from temporary happiness to a feeling that can’t be taken away.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

414: Category Creation: How to Build a Movement w/ Mike Volpe Aug 27, 2019

Select the best approach to entering the marketplace:

A) Category creation
B) Building a better mousetrap

The answer? Both.

We sat down to discuss market strategies with one of HubSpot’s co-founders and current CEO of Lola.com, Mike Volpe.

Mike has been involved in both ends of the spectrum: category creation and building a better tool to serve an existing category. He gives FMF co-host John Rougeux the lowdown in the first of four #TakeoverTuesday episodes focused on category creation.

*More about John Rougeux*
John is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets.

413: Inside the Mind of a Megadeal Sales Titan w/ Chris Engman - Part 1 Aug 27, 2019

There are two major differences between an average B2B sale and a megadeal:

The size of the audience
The amount of risk

How can we break down these gargantuan details of a megadeal into digestible pieces? By asking a megadeal sales champion, of course.

Co-author of the forthcoming Megadeals: How Multi-Billion Dollar Deals Are Done and What the Rest of Us Can Learn From It, Chris Engman, answers all of our billion-dollar questions about the biggest business transactions in the world.

In the first episode of this two-part series, guest-host Steve Watt and Chris cover transparency in megadeals, risk mitigation, and more.

412: CMO to CEO: How Marketing Leaders can Make the Ultimate Transition w/ Katie Bullard Aug 27, 2019

Feeling replaceable is tough.

Unless you’re moving up.

That’s what Katie Bullard, president of DiscoverOrg, did. Throughout her career, she has been shrewd enough to actually hire her replacements so she can move on to bigger roles. That’s pretty boss.

In this episode - kicking off a new series of #TakeoverTuesday - we cover transitioning up, the definition of a high-performing marketing team, and more.

411: How to Work for Your Passion and Get Paid for It Too w/ Jess Ekstrom Aug 27, 2019

Passion and a paycheck. Oftentimes, these two things don’t go hand-in-hand in our lives.

Why not?

We had the chance to contemplate this idea with Jess Ekstrom, founder of Headbands of Hope and creator of Mic Drop Workshop. Currently, Jess is operating her business out of a pimped-out Airstream.

If that’s not living the dream, I don’t know what is.

In this episode, we cover social entrepreneurship, living on the road, and more.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

410: How to Not LOSE Your Family to WIN the World, Pt. 2 Aug 27, 2019

We need to get back to our families.

If we’re working long hours, but not connecting with our families, what’s it all for?

It can be extremely hard for busy professionals to pause for a moment to think about what really matters.

In this episode, you’ll get my 3rd and 4th tips of 10 on how to reconnect with your loved ones on a deeper level. Yep, we’re going deep. We cover non-awkward conversation starters, meaning what you say, and more.

409: How B2B Organizations Are Building Teams & Strategies To Improve Pipeline Collaboration & Visibility Aug 27, 2019

If you're a marketer today, you are a revenue marketer. But you probably already know that.

Many of you have held marketing ops roles or sales ops roles, but we’re starting to see those functions roll up together into a revenue ops role, into one true revenue team. We’re seeing this whole category of revenue operations emerge. All with the purpose of guiding revenue planning and execution around your go-to-market strategy.

At the B2B Marketing Exchange conference four stellar speaks — Yun Fan, Karen Steele, Laura Patterson, and Jocelyn Brown — joined forces to talk us through what revenue ops means in their organizations. On today’s episode of the #FlipMyFunnel podcast, we’re sharing that discussion with you.

408: How to Play to Your Strengths With an Account-Based Model w/ Kelvin Gee Aug 27, 2019

How are you changing the game?

Is your team playing to its strengths? Or, is it simply sticking to tradition?

Account-based marketing has stormed the B2B industry. Countless companies have found success with the flipped funnel.

We can see that ABM is becoming the new normal. In light of that, your business cannot depend on solely switching to an account-based model. Your team needs to play to its strengths.

Kelvin Gee, Senior Director of Modern Marketing Business Transformation at Oracle, shares with the audience at the B2B Sales & Marketing Exchange how he prepared his team to implement an account-based model.

Interested in attending the upcoming B2B Sales & Marketing Exchange in August? Find tickets here.

407: Changes You Have to Make When Switching to an ABM Model w/ Shari Johnston Aug 27, 2019

You’ve aimlessly chased those little guppies for too long now

Why continue trying to corral little tiny leads when you could be putting your resources towards bigger clients you know will pay off?

Guest host Meagan French, Founder of Lotus Growth, sat down for a discussion about account-based models more with Account-Based Strategist and partner at Winning By Design, Shari Johnston.

In this episode, we cover changes you need to make for an ABM, Women in Revenue, and more.

406: B2B Sales: Why Transparency Sells Better Than Perfection w/ Todd Caponi Aug 27, 2019

What do customers expect from your company?

Are you owning your spot in the market? Or are you trying to be everything for everyone?

When it comes to leading a successful business, it’s best to be honest and upfront with potential customers.

The Transparency Sale author, keynote speaker, and Sales Melon LLC founder, Todd Caponi, gave us some crucial advice on excelling in any chosen niche. In this episode, we hit on transparency in sales, creating a clear position in the market, and more.

405: How to Not LOSE Your Family to WIN the World, Pt. 1 Aug 27, 2019

We need to get back to our families.

If we’re working long hours, but not connecting with our families, what’s it all for?

It can be extremely hard for busy professionals to pause for a moment to think about what really matters.

In this episode, you’ll get my first 2 tips of 10 on how to reconnect with your loved ones on a deeper level. Yep, we’re going deep. We cover non-awkward conversation starters, meaning what you say, and more.

404: Marketing Within The Deal: Reaching Deeper Into The Funnel To Impact Win Rates w/ Dave Bruno Aug 27, 2019

It’s been 27 years since the movie Glengarry Glen Ross came out. The one with Alec Baldwin’s famous “Coffee is for closers” scene. Ever seen it? It’s in just about every sales kickoff.

In case you’ve only seen the one scene, the rest of the movie is all about finding leads. Back then, marketing was a gut job. Today, marketing is a “whole other bag.”

In this episode Dave Bruno, Marketing Director at Aptos, talks about how marketers today seem to measure everything—except maybe the most important metric of all.

Be sure to grab tickets to the upcoming B2B Sales and Marketing Exchange here.

Office Hours Aug 27, 2019

On Office Hours we talk about all things marketing, sales, and customer success.

I’m doing office hours on LinkedIn Live every Friday, or you can catch the recording right here!

Do you need MQL, SQL when you are actually trying to be an #accountbased organization?

Join the FlipMyFunnel Community group for more information, a pre-order link, and exciting giveaways: https://lnkd.in/e63TC4J

402: Making Your Data Actually Work For You w/ Nicola Frazer-Reid Aug 27, 2019

What if you could put all those years of collecting data right to work?

(And what would you do if it told you to take an account-based strategy for your entire department?)

That’s what guest Nicola Frazer-Reid, Vice President of Marketing at Spigit, is here to explain today--how to really understand what the data is telling you and how to convert that into sales.

401: GrowthIQ: Modernizing a Growth Study and the Three Reasons Why We Can’t Stand the Funnel w/ Tiffani Bova Aug 27, 2019

How far back was the funnel invented? Go ahead, give your best guess. 1920s? 30s? 2000? What’s the answer?
Give up?

The funnel has been around since the 1890s. Which means that the way that we think about the funnel hopefully has changed in the 100+ years it's been around. But for a lot of organizations, they’re still looking at the funnel in the same tired way.

Shove as much as you can in the top and hope that you get some good stuff at the bottom.

Tiffani Bova, Customer Growth and Innovation Evangelist at Salesforce, was on the show recently to talk about her new book GrowthIQ, and why she can’t stand the funnel in the first place.

-----

P.S. -

We've released a book! Check it out: ABM is B2B.
And the best part, profits benefit New Story Charity!

400: Be Patient and Have a Great Attitude Aug 27, 2019

When was the last time you felt like you had everything you could ever want? Like you had it, like you made it?

Most of us have experienced that high in one way or another. It’s an amazing feeling, isn’t it? But here’s the thing: chances are, sooner or later you're going to be climbing another mountain because there’s always another one to climb right around the corner. There are more mountains in your future, more than you can even see right now.

But the important thing to remember is that it's not about the number of mountains you climb. What matters is the legacy you leave behind on those journeys, who goes with you on those journeys, and celebrating every win on those journeys.

I learned this the hard way. That’s why today I have two challenges for you that will encourage you to develop two of the best qualities you can have no matter the industry you work in: patience and a great attitude.

399: How to Get Over the Fear and Dive Into ABM w/ Marty Thompson Aug 27, 2019

Marty once launched his own ad agency that he named Two Bananas. Today, he’s the CMO at Clear Software in Indiana. I knew he was the perfect person to join me today to discuss a day in the life of a CMO. Someone who has truly been there and done that. Especially when it comes to getting his sales team to buy into trying something totally new and different: ABM.

On today’s episode, we unpack challenges you might face when starting ABM, overcoming the fear of trying something new, getting buy in from your sales team, why ABM isn’t for marketers, and so much more.

Finally, Marty will challenge you to think of ABM differently than how you probably have been thinking about it. Because it’s a lot simpler than you think.

Office Hours Aug 27, 2019

On Office Hours we talk about all things marketing, sales, and customer success.

I’m doing office hours on LinkedIn Live every Friday, or you can catch the recording right here!

Do you need MQL, SQL when you are actually trying to be an #accountbased organization?

Join the FlipMyFunnel Community group for more information, a pre-order link, and exciting giveaways: https://lnkd.in/e63TC4J

397: What You Need to Know to Operationalize Your ABM Program w/ Leah Allan Aug 27, 2019

ABM takes both a strategic approach and an operational approach to be successful.

But a lot of companies run into roadblocks at some point along the way. And the limitations their programs encounter are not strategic — they're operational.

So, how can you tighten up the operations behind your ABM program to make it run more successfully? Leah Allan, Vice President of Marketing at Model N, came on this episode of the #FlipMyFunnel podcast to give us some pointers on the matter.

396: The Journey From A Garage To A Publicly Traded Company: Overcoming Startup Challenges Aug 27, 2019

We have been interviewing some incredible guests in the last few months. We had Seth Godin. We had Daniel Pane. We had Kim Scott. And all in all, I think there's been a lot of great feedback.

One of my good friends recently told me about a company and a person that I had never heard of before. But as soon as I learned a little bit more, I realized this person would be an incredible guest to have on the #FlipMyFunnel podcast.

So, invited Rick Smith to join me on this episode of the show. Rick is Founder and CEO at Axon, formerly TASER. What began as a company run out of Rick’s garage has become a publicly traded company that has saved over 100,000 people's lives. Rick has also authored the book, The End of Killing. In this episode Rick talked about his startup story, the challenges he overcame along the way, and a practical step you can take to work through your own entrepreneurial challenges.

395: You Don’t Need More Resources. You Need To Be Resourceful. Aug 27, 2019

When it comes to having bigger teams, more resources is what creates more opportunities to get more done. Right?

On today’s episode, Sangram talks us through why he feels the complete opposite is true. #FlipMyFunnel might be a daily podcast, but you’d be surprised to know that not a single person (besides Sangram as the host) at Terminus is involved in producing the show… ever.

That’s because success comes from being resourceful, not from having more resources.

Today’s big question is: what are your resources, the people you hire, doing for you?

If you want to be strategic, if you want to do BIG things, you have to find a way to allocate your current resources to specific initiatives, ideas, programs, campaigns, etc. And everything else, all the mundane things, hire an agency, a contractor, someone who is part-time or even an intern to do it!

You have to start becoming more resourceful as opposed to being constrained by your resources.

394: How to Achieve Sales and Marketing Alignment in 3 Steps w/ Shahid Javed Aug 27, 2019

A lot of us know that now. But we get stuck when it comes to implementing that alignment on a daily basis. I mean, they’re such different functions. One is filling up a funnel and one is emptying a funnel. But you need that alignment. So, how do you do that? That's the challenge. 00

At B2BMX, Shahid Javed, Director of Enterprise Marketing at Hughes Network Systems, shared the three step process he followed to successfully achieve sales and marketing alignment in his organization. His three steps will help drive sales and marketing alignment in 60 days or less.

393: Office Hours Aug 27, 2019

On Office Hours we talk about all things marketing, sales, and customer success.

I’m doing office hours on LinkedIn Live every Friday, or you can catch the recording right here!

392: Tactical Tips for Working With Sales w/ David Tam Aug 27, 2019

In the end, B2B marketing is all about driving leads and turning those leads into opportunities and net new revenue.

To make that happen, you must work closely with sales. (You’ve probably figured that out by now.) But sometimes we struggle with how to work with sales.

If you’re looking for tactical ways to increase your alignment with sales, then you’re in luck. On this episode of the #FlipMyFunnel podcast, David Tam, Director of Marketing at OneLogin, talked about living out alignment on a daily basis.

391: Marketers Are the Linchpin of the Entire Organization w/ Meagen Eisenberg Aug 27, 2019

Describe your idea of a modern CMO. Now ask someone else. Now ask another person. See all the different ideas that come together?

If one person were able to meet all those requirements of a CMO, they’d be about as rare as a unicorn. We’re not sure anyone can live up to expectations, but we know one CMO who gets pretty close!

Meet Meagen Eisenberg, CMO at TripActions. She came on our #FlipMyFunnel podcast to share all about the role of a modern CMO.

Here’s what we’re unpacking today:

The incredibly vast challenges of being a CMO
Why building relationships with every other department is vital to a CMO’s role
How to prioritize your resources as a marketing leader
Getting promoted to marketing leadership
What to look for, and how to hire, a marketing team

390: To Say ‘Yes’ to 1 Big Thing, You Have to Say ‘No’ to Everything Else Aug 27, 2019

This week, Sangram’s preaching to himself — Because this week’s big idea, is an issue many of us still wrestle with. Maybe you’re the lady or the guy who likes to say yes to everything.

Often, we see something new and interesting, and our brains go "squirrel!" We run around from idea to idea, and it can drive everyone around us crazy. Our heads are constantly exploding with ideas that all sound good! (Until we hear another one pop in our heads!)

Sound familiar?

On this #OneBigIdea episode, Sangram discusses why we have to say no to small things, so we can say yes to that one big thing we are trying to accomplish.

389: 3 Things Marketers Have to Understand if They Want to Support Sales w/ Pam Didner Aug 27, 2019

Trying to support sales as a marketer can be . . . painful.

Everything is always last minute. They don't know where things are. That’s the perception. Unfortunately it's also the reality. People left supporting are left needing all kinds of therapy: aromatherapy, massage therapy, drinking therapy . . . whatever it takes.

Don’t worry: Pam Didner is here to help.

Be sure to grab tickets for the B2B Sales & Marketing Exchange in August.

388: The Difference Between Hard Work & Hustle Aug 27, 2019

We’ve all heard that we should hustle. We read it on t-shirts, speakers shout it to us at conferences, and podcasts blare it in our ears.

But when is too much too much?

Carlos Hidalgo joined us on this episode of the #FlipMyFunnel podcast to share his life’s story from entrepreneur and TEDx speaker, to loneliness from everyone (including his family), to redefining success and writing The UnAmerican Dream.

387: How to Avoid Creating a Corporate Culture by Accident w/ Joseph Kerner Aug 27, 2019

Culture is one of the hottest topics in business today. But don’t worry: for those of you who aren’t into buzzwords or generalities, there’s still plenty of meat on the “culture bone.”

Our guest host today is Joe Kerner, international speaker and Partner and COO at Prestige Leadership Advisors, once again interviewing Joe Yazbeck. In Joe Kerner’s words: “I believe culture determines the success or failure of any business or any type of organization for that matter.”

There are winning cultures, there are losing cultures and there are mediocre cultures—and how you design your culture from the beginning makes all the difference.

386: How to Implement Radical Candor in Your Organization w/ Kim Scott Aug 27, 2019

Everybody struggles with radical candor.

To care personally about everyone you work with, but also to challenge them directly, is something we all constantly fail at. Kim Scott literally wrote the book on radical candor, so if she hasn’t perfected it, neither will you.

Kim led a team of 700 people at Google, and it was like watching a slow-motion train wreck happening day after day. She admits that many times, she caused the wreck herself.

“The reluctance to solicit feedback,” Kim told us in this episode, “to offer both praise and criticism, and to create an environment in which everybody is doing the same is one of the biggest problems in business.”

Three Big Ideas from this interview

1) Buy the book. Seriously, just do it.

2) As you go through this process, it’s OK to fail. Don’t judge yourself too harshly.

3) Ask for feedback before you share it.

385: Letting Go Creates Opportunity & Giving Up Creates Grief Aug 27, 2019

384: Optimizing ABM Execution To Outperform Organizational Expectations Aug 27, 2019

One of the highlights for us at B2BMX was a panel discussion where four experts talked about ABM strategies they’ve deployed at their companies.

The panel featured Som Puangladda, VP of Global Marketing at GumGum, Adam Goyette, VP of Marketing at G2 Crowd, Eric Martin, Senior Director of Demand Gen at SalesLoft, and Justin Gray, the well-known founder of LeadMD.

Som, Adam, Eric, and Justin joined forces to address topics like deployment, personalization, scalability, measurement, and alignment. On this episode of #FlipMyFunnel, we’re sharing that discussion with you.

383: A View from The Other Side: Living with a Workaholic w/ Susanne Justice-Hidalgo Aug 27, 2019

It started with the occasional missed dinner.

A few late emails here and there.

But it didn’t stop. Workaholism isn’t always obvious; it’s an insidious force. And Carlos Hidalgo was no exception.

In this episode, Carlos interviews his wife Susanne Justice-Hidalgo, Co-Founder and CFO/COO at VisumCx, about what it felt like to view the 90-hour work weeks from the other side of the glass—and what the toll was on their family.

Be sure to check out Carlos’s book about their story at www.theunamericandream.com.

382: What It Really Means to be a Leader Taking Action w/ Joe Kerner Aug 27, 2019

The point of leadership is to produce some desired and intended end result.

To actually get something done.

Think about the word “executive”. The word “execute” is right there at the heart of it.

Leadership is all about taking action — and getting your team to take action, too.

So, what are the keys to getting it done? How can you encourage your team to be productive and efficient?

That’s exactly what we talked about on the latest #FlipMyFunnel episode. We’ve been doing a mini-series on leadership and for the past two episodes we’ve been focused on how important communication is to being a great leader.

But now we’re switching gears. We’re taking a look at what it means to be a leader who takes action. And Joe Kerner, Partner and COO at Prestige Leadership Advisors, is here to share his expertise on the matter

381: Why And How To Create A LinkedIn Course w/ Joshua Mitchell Aug 27, 2019

We at #FlipMyFunnel are huge fans of LinkedIn--it’s evident in how much we post and engage with others on the platform. Recently, our Co-Founder even launched a course on account-based marketing on LinkedIn. It was such a great experience for our team that we thought it’d be so beneficial to have an expert come on the show and walk you through the (long) process.

Joshua Mitchell is the head of marketing learning strategy at LinkedIn. He’s basically a headhunter who’s constantly on the prowl for trending thought leaders who have a heart to teach, and also happen to be great on camera.

Could you be one of them? Well, it involves a long list of qualifications and experience. But, with consistency and some new habits, we believe you can get there. Tune in to find out how.

380: To Break Through, Be Willing to Break Your Routine Aug 27, 2019

You’ve heard the advice:

Wake up at 5 am and get your routine right
Take cold showers to spark up your creative brain
Have a routine to gain maximum productivity
Eat like a tadpole and not like a frog (what does that even mean?)

These types of advice are not about doing the things themselves. Instead, the underlying truth is when you’re stuck, you should break your routine and try something new.

379: Bringing Oracle’s Account-Based Strategy To Life: A Tale Of Two Campaigns Aug 27, 2019

The closing session at the B2B Marketing Exchange was really fantastic. It was all about ABM — specifically how Oracle brought their ABM strategy to life.

During the session Jungah Lee, Senior Digital Marketing Manager, Oracle Cloud for Finance, and Lynn Barnhart, Senior Director, Demand Generation for Human Capital Management Cloud Solutions at Oracle, talked about how they successfully deployed their ABM strategy through two very different campaigns. The campaigns focused on two different audience groups with two different sets of goals and objectives, two different orchestrations, and two very different timelines.

Even though these campaigns were vastly different, the ABM framework they used allowed them to achieve success in each campaign. So, on this episode of the #FlipMyFunnel podcast, I’m sharing our biggest takeaways from this session on how to implement a great ABM strategy.

378: The Dark Side of the Word “Hustle” w/ Jill Rowley Aug 27, 2019

Jill Rowley has been exceptionally vulnerable on social media about her work/life balance.

Work is her great passion in life, and her career has taken a high percentage of her time and energy. But now, stepping into a new space as a Partner at Stage 2 Capital, she’s working on changing her lifestyle to achieve more balance in her life.

One major way she’s doing it is becoming allergic to the word “hustle,” the idea of the never-stopping, never-slowing grind that can easily become an addiction for professionals.

She’s got an amazingly vulnerable story of how she’s learning what actually matters in life and work, and she was kind enough to share it on the podcast in an interview with guest host Carlos Hidalgo.

377: The Power of Communication For Success In Leadership w/ Joe Yazbeck (Part 2) Aug 27, 2019

Communication is the single most important activity for any leader, professional, or executive, but why is that? How does effective communication lead to more success?

According to Joe Yazbeck, the best-selling author of No Fear Speaking, it’s because communication is the tool that connects people, creates agreement with ideals and ideas and projects, and makes for a productive function within an organization.

Listen in as Joe Kerner interviews Joe Yazbeck in part 2 of why communication is so important to leadership success.

Be sure to check out NoFearSpeaking.com for more of Yazbeck’s work.

376: What Do You Do With A Gun Pointed In Your Face? w/ Erik Seversen Aug 27, 2019

Fear can be devastating.

On the other hand, as Erik Seversen discovered, it can be one of the most energizing forces around.

On today’s episode of the FlipMyFunnel podcast, Erik, the author of Ordinary to Extraordinary, shared how the lesson he learned while a gun was pointed straight at his head has helped him in business.

375: Are You a Leader Or A Manager? Aug 27, 2019

A lot of people have trouble differentiating whether they’re a leader or a manager. It’s not good or bad to be one or the other. They both are equally important.

Here’s why:

-Without good managers, we’d all just be daydreaming because leaders are dreamers.

-Without good leaders, we wouldn’t know where we’re going.

Personally, I think we put too much emphasis on leadership and not enough on management. In other words, there is too much emphasis on thinkers and not enough on do-ers.

This was emphasized over and over again at the leadership conference I attended: Leadercast.

Andy Stanley, one of the best communicators of our time, defined a high-performance team like this: High-performance teams are comprised of people with extraordinary clarity around the what, why, and how along with a predisposition towards execution.

That definition literally screams that a high-performance team is a combination of leaders and managers.So how do you know if you are a leader or a manager? Tune in to hear the three questions you should ask yourself to find out.

374: How To Take Your Marketing From Good To Great Aug 27, 2019

I gave a talk about this topic of taking your marketing from good to great at several different events, but one of the events in Phoenix, Arizona, B2BMX, sent me a recording of it and I thought it'd be a really cool idea to play it on our podcast.

In this talk, I explain why it’s so important to reevaluate what you’re focusing on as a company, how to cut marketing efforts that aren’t working, why you need to stop buying more marketing tools, and so many more tips to help you take your marketing to the next level.

I based this talk on two books that I highly recommend every marketing, sales leader read: "Good to Great" and "Twenty-Two Immutable Laws of Marketing."

373: Is Hustling Making Us Happy? w/ Bryan Kramer Aug 27, 2019

You know how to “hustle.” Everyone’s talking about it — TV, the internet, books … content everywhere is reminding us to take part of the “rise, grind, and make it happen” mentality.

But is there a difference between hard work and hustle, and is this “hustle mindset” really helping business leaders and employees achieve their goals?

On this episode the #FlipMyFunnel podcast, our #TakeoverTuesday host Carlos Hidalgo interviews Bryan Kramer. Bryan is an author, a speaker, a coach, and President and CEO of PureMatter, an #H2H company.

Bryan takes us through his life’s journey, which led him to a 30-person agency, before he purposely toppled everything and started over, with just his wife. He tossed out the “hustle” mindset, and started approaching everyday with his true goals in mind. The result? He got his health back, his family back, and he actually makes more money.

372: Leadership Quality Communications w/ Joe Yazbeck Aug 27, 2019

What’s your biggest fear?

If you’re anything like the rest of the world, public speaking is probably one of your top three. But what if that was one thing holding you back from taking your business to the next level? Would you do something about it? Would you finally lead the staff meeting, write that book or say yes to that speaking engagement?

Joe Yazbeck wrote No Fear Speaking to help leaders get over this common fear. As a leadership and public speaking trainer, he helps people master the art of effective communication--in public. He also coined the term leadership-quality communications while writing his book. A practice he now travels the world teaching on because he deeply believes you can’t become an effective leader if you're not a confident, dynamic communicator.

On this episode, we talk about how any personality style can become a better communicator, how to build your influence, and so much more.

371: Here’s Why Sales Isn’t Sleazy Anymore w/ Daniel Pink Aug 27, 2019

I’m guessing one or two of you have heard of a guy named Daniel Pink.

He’s the author of To Sell Is Human: The Surprising Truth About Moving Others and When: The Scientific Secrets of Perfect Timing.

He came on the show and shared some amazing insights about how we are “selling” something every day in our jobs, how the explosion of information in the world has radically changed the job of the salesperson today, and how there’s real science to prove you’re not crazy for feeling drained during different parts of the day.

Two big ideas:

1) Sales isn’t universally taught in schools, but it’s a skill that every single person needs in life.

2) The nature of expertise has changed from having access to information nobody had to curating the welter of information that everybody has.

370: Flashback - Relationships Don’t Scale - But Build Them Anyway Aug 27, 2019

Relationships don’t scale.

But doing unscalable things can build relationships.
As a leader, as a marketer, as a salesperson - what are the things you can do to build relationships?

That’s what I talked about in the latest Big Idea episode for the #FlipMyFunnel podcast. You can scale businesses but you can’t scale people. You need to think of unscalable things to do to build your relationships.
So, think of what you can do for your direct reports that will make them remember that you care, even when you are not there every day with them in the trenches.
Think of how to make your customers and future customers special and unique.

Scale your business, not your people.

369: How Do You Go from Immigrant to Sales Leader in a Few Years? w/ Lyuda Rogers Aug 27, 2019

Want some inspiration? Want to see if the American dream is alive and well?

Just speak with Lyuda Rogers. As an immigrant to the US, she had to create a mindset that would allow her to make her own opportunities.

Rogers joined us on the #FlipMyFunnel podcast to talk about how her immigrant experience has helped shape her into one of Terminus’ top Sales Development Representatives.

368: Sangram’s Thoughts on Fatherhood Aug 27, 2019

Sangram’s not only a great leader of the fastest-growing ABM company, but he’s also a thoughtful parent.

Recently, he was invited on the Dad the Best I Can Show to discuss parenting and growing up in India, and answer some rapid-fire personal questions. We took that interview and turned it into a #FlipMyFunnel podcast.

Sangram dives deep into his childhood, and what it was like growing up in a joint family house with 15 people. He also discusses life lessons he learned from his parents, and what he hopes to pass on.

Whether you’re a parent or another leader, this is the podcast for you.

367: Are You Ready to Launch ABM Globally? w/ Brian Kardon Aug 27, 2019

Have you had the fantasy of deploying ABM at a global company and getting to play with all the cool tools?

(Hey, if these are your fantasies, who are we to judge?)

Creating such a seismic shift on a global scale (literally) is a lot harder than it sounds.

On the latest FlipMyFunnel podcast, guest host Daniel Rodriguez, Head of Revenue at Alyce, asked Brian Kardon, Chief Marketing Officer at Fuze, a unified cloud based platform that combines voice, chat, and video conferencing, how to launch ABM for a global company and win.

He offers solid advice that’s not-to-be-missed.

366: Listen. Then Listen With Curiosity w/ Mark Greene Aug 27, 2019

We did something a little different on this episode. It’s not about ABM, or sales, or marketing, or even B2B.

This episode is about parenting. (But if you don’t have kids, don’t worry — we still found plenty of ways to relate parenting to leadership within a business setting.)

Our guest Mark Greene joined us to talk about his book, The Relational Book for Parenting. In it, Mark explores the power of relationships, and the power between relationships.

He shows us how to truly listen. Whether you’re a parent, or a business leader, you don’t want to miss this powerful episode.

365: Flashback - The Big Idea: Commitment Creates Movement Aug 27, 2019

Here’s a big idea that can change your life and maybe the world around you:

Commitment creates movement.

Commitment is how you achieve anything meaningful in your life. Let’s say you wanted to lose weight. You have to commit to making it happen.

You worked out, you slept, you ate right, all those things happened and you got in better shape. But then you stopped having the same commitment. Guess what came up? Excuses, and excuses don't create movement.

Commitment to your purpose will create clarity of focus, which means that if you know where you're going, then it will create clarity, not just for you, but people around you.

364: How 1 Team Scored a 95% Win Rate w/ Jillian Gartner Aug 27, 2019

She’s back.

A while ago on episode 259 of #FlipMyFunnel, ABMer Jillian Gartner talked about her 95% win rate with ABM. People had questions about how she did it, so we invited her back!

She joined us at our all-hands staff meeting for an overview of her ABM program at Thomson Reuters Legal, where she’s the Growth Marketing Leader & Director of Account-Based Marketing. We turned that meeting into this podcast episode, where she unpacked her insane win rate and how she did it.

On this episode, we’ll unpack her 3-tiered ABM approach, how she ensures marketing & sales are always working in tandem, and the different tactics and strategies for each tier.

363: Flashback - Wake Up Earlier and Supercharge your Day Aug 27, 2019

Mornings.

If the hairs on the back of your neck stood up when you read that word, you’re not alone.

The snooze button is somehow at the same time the greatest thing to ever be invented and the biggest thief of time and productivity out there today.

Everything is battling for your time. There’s a famous quote that came from the leadership team at Netflix. Someone asked them who their biggest competitor was, and their answer was, “sleep.”

This is where The Miracle Morning comes in.

362: How Do You Start an ABM Program? w/ Lauren Vaccarello Aug 27, 2019

When you start an ABM program, the hardest nuts to crack aren’t your target companies, it’s your internal sales team.

How do you start an ABM program that wins over sales skeptics?

On the latest FlipMyFunnel podcast, guest host Daniel Rodriguez, Head of Revenue at Alyce, asked Lauren Vaccarello, who is an award-winning revenue marketing executive, co-host of the Marketing Trends podcast, and currently VP of customer experience at Box.com, about how to start an ABM program.

361: Why the Success of Your ABM Program is Dependent on Your Organization’s Goals w/ Anamika Gupta Aug 27, 2019

I haven’t met anyone who’s been doing ABM for as long (and as well) as Anamika Gupta, Head of Account Based Marketing at Fujitsu.

She’s been practicing ABM longer than anyone I’ve ever met, which means she knows it inside and out.

I invited Anamika onto the #FlipMyFunnel podcast to demystify what account-based marketing really is, especially in large organizations. She came on and shared her expertise on how ABM should truly be accomplished.

360: Flashback - Why Being Respected is More Important Than Being Liked Aug 27, 2019

Today's big idea is that - Being respected is more important than liked.

I have been reading and re-reading the book called Radical Candor by Kim Scott and one of the things that the author talks about is having ruinous empathy. In short, we say good on the face but in our hearts and sometimes unfortunately to others we might confess something else.

Confession time: I have done this unconsciously many a times.

So lets' dive into how it actually works:

Respect by definition means -- a feeling of deep admiration for someone or something elicited by their abilities, qualities, or achievements
Like by definition means -- find agreeable, enjoyable, or satisfactory.

If you aspire to be a leader or think you are a leader, listen very carefully to this.

359: How To Enable Your Internal Teams to do ABM w/ Jordan Fanelli and Cassie Sperber Aug 27, 2019

One of the big challenges that I get asked about all the time is, how do I enable my internal teams to do ABM?

Well, I recently stumbled upon a couple of folks who are doing this really well. I thought it would be great to invite them on the show to talk about this topic. So, on our most recent episode of the #FlipMyFunnel podcast, I interviewed Jordan Fanelli and Cassie Sperber, the enablement experts. Jordan and Cassie are both Account Based Marketing Associate at iCIMS.

In this episode, you’ll learn about their experience with enablement — what’s worked well and how they’ve overcome common roadblocks to success.

358: Flashback - Forcing Functions: Why Every Organization Needs Them Aug 27, 2019

Imagine Steve Jobs getting up at an Apple event and not announcing a new product.

No iPhone, iPad, or laptop. Nothing.

Seems crazy doesn't it?

Forcing functions are the greatest reason why innovation happens in companies at a rapid scale.

357: How Marketing & Sales Alignment Increases Revenue w/ Dave Rigotti Aug 27, 2019

Every company aims to achieve marketing and sales alignment.

But how to do it?

Why not ask a leader at one of the world’s top marketing companies, Marketo?

On the latest FlipMyFunnel podcast, guest host Daniel Rodriguez quizzed Dave Rigotti, Head of Enterprise Demand Generation & ABM for Marketo at Adobe, about how to get sales and marketing to work hand-in-glove.

This is a topic Rigotti is uniquely suited to talk about. He was VP of Marketing at Bizible. Bizible was then acquired by Marketo, which a month later was acquired by Adobe. In two months, he went from doing ABM for a company of 100 employees to one that had 20,000.

356: Does Your Business Need More Humor? w/ Tom Fishburne Aug 27, 2019

Are people laughing at your business? Maybe you want them to.

Humor is not only a great selling tool, but a fantastic way to create internal cultural changes. But how do you get started?

We spoke with Tom Fishburne, Marketoonist, keynote speaker, and author of Your Ad Ignored Here.

In this episode you’ll learn:

The Power of Laughing at Ourselves
The Trojan Mouse
Humor’s Best Target: Yourself
The Four-Step Humor Process

If you want to learn how to create humor in your business and in your marketing, this is the episode for you.

355: Flashback - Moments matter. Experiences gather. Everything else scatters. Aug 27, 2019

Moments matter, experience gathers, everything else scatters.

This episode of the #FlipMyFunnel podcast, Sangram dives into how you can create meaningful moments for your B2B customers. He uses examples from hospitality to show how the B2C world often really gets it right, and we could all learn a thing or two from magical moments and experiences (like Magic Castle’s poolside popsicle delivery service!).

354: How to Build a Strong ABM Program That Scales Successfully w/ Shellie Smith Aug 27, 2019

In this #TakeoverTuesday episode of the #FlipMyFunnel podcast, I (Steve Watt) interviewed Shellie Smith, America's lead for account based marketing at Autodesk, to find out how she and her team were able to build and scale their AMB program, quickly and successfully.

353: Flashback - Why Every Person Needs a Big Rock to Move Aug 27, 2019

Awhile ago, we did an episode about forcing functions. The LinkedIn messages, emails, and comments just kept rolling in, so we had to revisit this topic.

Co-hosted by both Sangram and James Carbary, this episode tackles “big rocks, rolling thunder, and small wins.” Sangram shares his secrets on what it takes to continually motivate your team with the right amount of challenge, tempered by celebrating milestones along the way.

Sangram pulled out some lessons from NFL player Reggie Rivers as well and shared what he’s learned about comparing your business environment to an athletic event. Don’t miss this second take on forcing function, and how it creates the team mentality that delivers results.

(If you missed the first episode on forcing functions you can find it here.)

This was a power-packed episode, so let’s dive into Sangram’s three ways you as a leader can motivate yourself and your team.

352: Get Your ABM Program Unstuck & Moving w/ Lisa Ames Aug 27, 2019

“Where do we go from here?!” Maybe you’re still on the starting blocks. Maybe you’ve passed up ABM 101, and you need to level up. (Or maybe you don’t even know where you’re at on the ABM scale?)

No matter where your ABM program is currently, you’ll want to to tune into this episode of the #FlipMyFunnel podcast.

Here’s what we’re unpacking today:

Lisa’s crawl, walk, run stages of ABM
The simplest definition of ABM
Pitfalls ABMers can avoid
Starting an ABM program on a low or no budget

351: How to 10X Yourself with Virtual Assistants w/ Bryan Miles Aug 27, 2019

How do you become more than just yourself? How do you scale up your ambitions?

How do you summit real mountains and giant business obstacles with equal ease?

To get inspiration for such challenges, I spoke with Bryan Miles, CEO and Co-Founder of BELAY, which provides virtual assistants, bookkeepers, and web specialists, and that’s what we tackled on this episode of the #FlipMyFunnel podcast.

Here’s what we’re unpacking today:

Fun Fact
What Is a Virtual Culture?
How Did BELAY Start?
How Did He Get the Idea of Doing It?
What Makes a Great Virtual Assistant?

350: Flashback - To Serve Your Customers Best, Serve Your Employees First Aug 27, 2019

Happy employees will go the extra mile to serve their customers because they feel valued, respected, and cared for by their organization.

One of the best ways to show both employees and customers that they’re valued is to listen to them. Each group has something to teach the other, and a company becomes stronger when they listen to the people they serve and share that information between themselves.

Make regular opportunities to understand what your customers and employees want and need and communicate with both groups:

Launch a “customer in the office program.” Tell customers’ stories as part of your weekly company update.
Tell customers’ stories as part of your weekly company update.
Have different members on the team share a customer win (not just sales).
Create an “In the customer’s office” program, the reverse of the “Customer in the office” program.

349: Good to Great - Taking ABM to the Next Level w/ Meredith Fuller Aug 27, 2019

Sometimes it’s good to take things up a notch.

Perhaps your ABM program has some wings, or you have some ABM tech … but you want to take things deeper. This is the #FlipMyFunnel episode for you.

This week’s #TakeoverTuesday episode is hosted by Steve Watt, an ABM Strategist. He interviews Meredith Fuller, Managing Director of Buying Engagement at Quarry.

Quarry is a B2B agency, that was, once again, named to the top 10 US B2B marketing agencies. And to top that, they were the only one singled out as specialists in ABM.

Meredith unpacks:

How intent data can go one layer deeper than traditional analytics
How behavioral data builds on predictive analytics
The difference between table-stakes personalization and depersonalization

348: Flashback - 6 Quotes From John Wooden That Will Change Your Life Aug 27, 2019

He wasn’t good at coaching basketball. He was legendary. In 12 years, John Wooden won 10 D1 titles, 7 of which were back-to-back. (No other coach has won 5 in a row.)

In 1973, his team became the only one to ever have back-to-back undefeated seasons. In total, he coached his team to over 600 victories,

Oh, he also played himself. He became the first basketball player to be named All-American three times, winning him a spot in the Hall of Fame as a player, and as a coach (another first).

There’s a reason they called him the “Wizard of Westwood.”

On this episode of the #FlipMyFunnel podcast, Sangram breaks down his 6 favorite quotes from the legendary coach, and what we can all learn from his fascinating success and life.

347: Sales Development - The Unsung Heroes of ABM w/ Sarah Tosh & Mavis Norwich Aug 27, 2019

In another Takeover Tuesday episode of the Flip My Funnel podcast I (Justin Keller) had the opportunity to talk with two amazing Sales Development leaders, Sarah Tosh and Mavis Norwich. Sarah is Sigstr's Senior Director of Sales Development and Enablement. And Mavis is Senior Manager of Sales Development at Zipwhip.

On this show we talked about why SDRs drive alignment between marketing and sales, how you can help younger SDRs step up to the plate, and what marketers can do to support their SDRs.

346: Stop Leading With Your Product & Start Talking About the Problem w/ Keenan Aug 27, 2019

Why do we buy a car? Because we have a transportation problem. Why do we take medicine? Because we have a pain problem. Why do we buy software? Because we have a technical problem.

But far too often when we pitch a client, we lead with the product, not the problem … and that’s what we tackled on this episode of the #FlipMyFunnel podcast.

Keenan joined us for an action-packed 20-minute episode all about his sales methodology called Gap Selling. He literally wrote the book on it, and it’s still a best-seller on Amazon, 3 months running.

345: Flashback - Struggle Creates Change. Change Creates Growth. Aug 27, 2019

When was the last time you really grew? Did you grow when you were happy and lucky? Did you grow when everything was going your way? Or did you grow when there was a struggle?

Being the youngest in a house of five kids, I know a thing or two about struggle.

But struggle is so very important to create change. And with change, there are endless opportunities for growth - both personally and professionally.

So my big challenge for all of you is to list the change that you know you must have, and have been making excuses for. Say it out loud. Find an accountability partner, and start working on it one day at a time. Start today! And then see yourself grow exponentially!

You will smile at struggle because you know, right around the corner, growth is waiting for you.

344: What Makes a Good ABM Company Great w/ Matt Senatore & Steve Casey Aug 27, 2019

In this episode, my guest host (Steve Watt) had the opportunity to interview two true leaders in the ABM space, Matt Senatore and Steve Casey. Matt is the Service Director for Account Based Marketing at SiriusDecisions and Steve is Principle Analyst of B2B Marketing at Forrester.

These guys are experts on what it takes to go from good to great in the AMB space. We talked about setting a great foundation with your pilot program, 5 keys you need to scale, and how to avoid common pitfalls that get in the way of being great.

343: Flashback - 5 Ways You Know You Are A One Night Stand Marketer Aug 27, 2019

Are you a one-night-stand marketer?

Are you constantly trying to close the deal after only the first encounter?

Here’s how you know I’m describing you:

You Focus on Leads, Not Engagements

When you use number of leads as a metric of success, you miss the point.

Instead of spending your time chasing leads, ask yourself, “Are the RIGHT people getting engaged?”

You Value Conversions Over Conversations

Marketers love getting alerts every time someone fills out a form.

But what happens next?

Take every conversion, and turn it into a conversation.

Ask For Registrations Over Focusing on Pipeline

Your pipeline is incredibly important, obviously.

But few marketers are looking at the pipeline.

If nobody from your marketing team is paying attention to your pipeline, you’re missing the point entirely.

You Love Customers, But Hate Prospects who Ignore Your Ebook

Imagine you’re the buyer. Your executive team isn’t downloading an ebook. You are.

And who’s fielding all the emails and follow ups? You are.
Not all content has to be gated. Ungated content brings brand and authority and trust building.

You Send Emails to Everyone ALL THE TIME
Email is easy to send, but they’re not the only way to engage. Get creative, and cut down on the emails.

Want to learn more? Listen to this episode.

342: A Tale of Two ABM Programs w/ Jess Engel & Bre Gaul Aug 27, 2019

As it turns out, the size of your ABM program doesn’t really matter.

Whether you’re a team of two or 1,000, the tactics of successful ABM are mostly the same.

In today’s #TakeoverTuesday episode of the FlipMyFunnel podcast, Justin Keller interviewed Jess Engel, Demand Gen Manager at Sigstr, and Bre Gaul, ABM Manager at Snowflake.

Here’s what you can expect to learn about:

Two award-winning ABM programs of very different sizes
The most important data for an ABM program
How to do sales/marketing alignment right
How the two programs have scaled in 18 months
Tweetable ABM wisdom

341: Multiply Your Sales with the Go-Giver Mindset w/ Bob Burg Aug 27, 2019

If you’re like most salespeople, you like to think of yourself as a Go-Getter.

What if I told you, you’ve got it exactly the opposite?

You need to reverse the polarity of how you approach your entire sales process. How?

By giving stuff away.

I know this may sound insane, but I’ve just met the man who has totally convinced me.

In a recent podcast, I spoke with Bob Burg, speaker, and author of the best-selling Go-Giver series of books.

Burg believes that giving means constantly and consistently providing value to others. That's not only a pleasant way of conducting business, but it’s also the most financially profitable way of all.

If you want the sale, place the customer's interest first because they're only buying for that reason.

340: Flashback - Passion Trumps Resume Aug 27, 2019

Is it better to hire people who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition?

Sangram knows the answer. “Passion trumps resume. Every day and twice on Sunday.”

“Passion is something that can cut through fear and create love for who we are and what we do. It’s an important idea for anyone who’s in any kind of leadership role that requires cross-functional support or buy-in. It’s about making our customers heroes in their own organization.”

339: An Inside Look at Oracle’s Account-Based Strategy w/ Steve Watt and Kelvin Gee Aug 27, 2019

Ready for an account-based strategy treat? This week I'm so excited to have another #TakeoverTuesday guest but on Thursdays for the next few weeks with Steve Watt. In this episode, he interviewed Kelvin Gee, Sr. Director of Modern Marketing Business Transformation.

With a title like that, you know this interview is going to be packed with insights into revolutionary account-based strategy and tactics.

Kelvin talks about accentuating your strengths, and hiding your weaknesses with your account-based strategy. (And, we even got him to share some of his tech stack secrets with us!)

338: Flashback - The Last Career Guide You'll Ever Need Aug 27, 2019

What if the best career advice you could get came from a comic book?

If you haven’t read Daniel Pink’s The Adventures of Johnny Bunko: The Last Career Guide You'll Ever Need, go pick it up right now, and instill these lessons into your life.

There is no plan

Focus on being the best at what you’re doing today.

Think strengths not weakness

Instead of focusing on what you’re not good at, focus on the things that you excel at doing.

It's not about you

It’s not about you, it’s about your customer.

Persistence trumps talent

If you give up at the first roadblock, you won't’ make it.

Make excellent mistakes

If you can’t be brave enough to make mistakes, you’ll never get where you want to go.

Leave an imprint

Change someone’s life by helping them learn.

What are you doing to make yourself the best that you can be?

337: Breaking Through the Digital Noise to Create Magic w/ Justin Keller and Sruthi Kumar Aug 27, 2019

Every month we’re pelted with 600,000 brand impressions. Does that make you feel exhausted? Me too.

Sruthi Kumar works for Sendoso is the world’s first ever sending platform. Want to send a Brave’s jersey to a prospect who’s a big fan? They’ll help you do it. And they’ve had success helping SDRs and others break through the noise by creating real connections.

Sruthi shared some great thoughts about how to break through the digital noise as a marketer.

This is a #TakeoverTuesday episode, where we invite a guest host to come on the podcast and host. This week we had Justin Keller, the VP of Marketing at Sigstr.

336: How Do You Become a Sensational Leader w/ Duane Cummings Aug 27, 2019

In a recent podcast I spoke with Duane Cummings, speaker, author, former CEO of Leadercast. and host of the Leadercast podcast.

Here are just a few highlights of our discussion:

Leaders make other people leaders.
Communication is vitally important.
Leadership is about serving.
Use “wow!” instead of “how?” whenever you hear an idea.
"What an opportunity" is another way to get people to think not solely about problems, but ways to solve them.
Everybody wants to be valued. Create an environment that brings everybody together, no matter what level they are.
Leaders are inclusive, they bring people into the fold to solve a problem.
Leaders are empathetic.
You cannot be a sensational leader unless you are amazingly self-aware.

335: Flashback - Joy Is Forever; Happiness Is Temporary Aug 27, 2019

Most of us chase temporary happiness, when we should be chasing everlasting joy.

What does that really mean? Sangram unpacks the entire concept on this #OneBigIdea episode of the #FlipMyFunnel podcast.

Using examples from everyday life, like an individual’s career, school, relationships, and yes, even pets, Sangram shows how we can shift our focus from temporary happiness to a feeling that can’t be taken away.

334: How to Practice ABM Using the TEAM Framework Aug 27, 2019

We have a surprise for you:

Instead of our host, Sangram, interviewing someone, he was actually interviewed for a webinar called the 4 Steps to ABM Success. Sangram, and the webinar hosts, David Guerra and Justin Kitagawa, discussed the 4-step ABM process called TEAM.

And we brought you all the highlights right here.

The webinar was hosted by David Guerra, the Technology Content Strategist for HG DATA and Justin Kitagawa, Sr. Director of Product Marketing & Operations at HG DATA.

333: Flashback - Using the 7x7 Framework for Communicating Change Aug 27, 2019

Have you ever been super excited about change at work?

Have you ever been confused, or frustrated, as to why not everyone is on the same page as you?

Transition can be overwhelming. Simply announcing the launch of a new platform or core value isn’t going to cut it.

That seems like common sense right? Right. But in practice, it’s not uncommon to want to move at a faster pace.

Some people can feel ready from the get go. Others need to take time to process and understand what is expected before they are fully on board. What’s the best way to effectively communicate change so your team isn’t left frustrated and frantically trying to keep up? Glad you asked.

Enter the 7x7 Framework.

332: ABM for Humans: Relationship-Based Marketing w/ Justin Keller Aug 27, 2019

Marketing departments think in terms of accounts, not the humans in the target department of the target company.

We need to start thinking about relationship-based marketing.

That’s why for the next three Tuesdays of the Flip My Funnel podcast, Justin Keller, Vice President of Marketing at Sigstr. is taking over to talk about ABM for Humans.

331: Running an Agency With Your Wife and Crushing It w/ Mike and Nikole Rose Aug 27, 2019

Most people don't have their profit and loss statements sitting around the office blown up to a 4x6 foot size. But Nikole and Mike Rose do. The founders of Mojo Media Labs, Nikole and Mike are committed to a culture of trust and transparency. And they’re crushing it.

On today’s episode of the Flip My Funnel podcast, Nikole and Mike talked about how they created a culture of open-book management in their business.

330: Flashback - How Consistency Creates Massive Outcomes Aug 27, 2019

When you exercise or start learning a new skill or a new language, there’s one major element that determines the outcome of that endeavor: Consistency.

If you only work toward your goal once or twice a year, or every now and then, the action is random and it’s unlikely anything will come of it.

It becomes a hobby you don’t really care about, rather than a goal you want to achieve.

But if you work on it daily, weekly, or monthly, on whatever consistent schedule works for you, then you can create a massive impact.

In this episode, we take a quick, concise look at how consistency creates massive outcomes.

329: Insights From the 2018 State of ABM Survey w/ Derek and Matt Heinz Aug 27, 2019

A few months ago, we joined with Heinz Marketing to release our annual State of ABM Survey Report.

The report is based on a survey with 470 companies, and their best practices and biggest struggles with ABM, along with the results they’re seeing.

A few months ago, our CMO, Derek Slayton, joined with Matt Heinz and hosted a free webinar on the most critical insights from that report. We brought you the entire webinar right here.

(Oh, and for a free copy of the full 2018 State of ABM Report, click here.)

328: Flashback - Are You a Manager or a Leader? 5 Areas to Examine Aug 27, 2019

Are you a manager or a leader?

You don’t have to be one or the other.

Neither is better.

Leadership needs no title.

But to be effective, you need to know where you are on the spectrum.

These five assessments can help you figure out where you land.

1) Focus

A manager’s job is to focus on the “now” and be obsessed with short-term plans.

Leaders think long term—and they usually focus on only 3-5 priorities at a time.

2) Creativity

Creativity isn’t about being a great graphic designer.

For managers, creativity is overseeing what’s already in place.

For leaders it’s going beyond what everyone else is thinking. Leaders create incredible partnerships that aren’t even on the radar of a manager.

3) Skillset

Managers need to make sure they’re extremely effective with details.

Leaders need to take a step back and look at the big picture.

That means you’re no longer the smartest person in the room for solving specific problems.

4) Personal Qualities

What gets you excited about every day?

If it’s making sure things are running smoothly, you’re in a perfect management role.

Leaders typically aren’t the happiest people around, because they live for the future.

5) Knowledge

Managers know everything about something. Leaders know something about everything.

What about you? Are you a leader or a manager?

One-line description: Are you a manager or a leader? These five assessments will tell you.

327: How to Build the World’s Best Team w/ Jeff Perkins Aug 27, 2019

Retention and talent acquisition take up a lot of bandwidth in conversations today. So Sangram sat down with a real pro, Jeff Perkins, to ask him how he constantly adds to his rockstar marketing team.

Jeff is the CMO at ParkMobile in Atlanta. Before that, he was CMO at QASymphony, VP of Marketing & Inbound Sales at PGi, a director at AutoTrader.com, … and the list goes on.

He’s hired a lot of people, he always seems to be in the know about who to hire. (Sangram even gets consistent emails from him about recruitment.) So, how does he constantly have such a solid talent pool, even in today’s market? Let’s find out.

326: Sales 3.0 - How to Survive and Thrive in the New Landscape w/ Barbara Weaver Smith Aug 27, 2019

Sales 3.0 has arrived and could be about to destroy your sales job.

When account-based marketing and sales enablement platforms meet artificial intelligence, the salesperson needs to add more value than merely taking the customer’s order.

Just as McDonald’s is striving to replace human cashiers with self-order kiosks, Sales 3.0 will eliminate any sales position that doesn’t help the end customer with their business.

To prepare for this future, listen to today’s episode of the Flip My Funnel podcast. We spoke with Barbara Weaver Smith, Founder and CEO The Whale Hunters.

325: What Oprah’s Wisdom Has Taught Me Aug 27, 2019

Are you ready to live the life of your dreams?

You have to be ready to make a hard choice and gamble on the unknown.

That’s my life lesson from today’s Big Idea.

It is a quote from Oprah: “you can have everything in life but not all at once."

You need to see where this quote has taken me as it weaves in and out of the choices I’ve made in my life.

On paper, two of these choices were dumb, idiotic and very risky. Did they pay off?

Listen to the podcast and decide if this approach will work for you too.

Try it and let me know your results.

324: How Do You Earn the Right to Do Business with Your Prospects? w/ Michael McCunney Aug 27, 2019

Think always of your prospect’s challenges, not your solution.

If you want to see a company that’s learned how to put their prospects’ challenges first, listen to today’s episode of the Flip My Funnel podcast. We spoke with Michael McCunney, Vice President, Marketing at Revenue Analytics.

Michael and I talked about why marketers need to speak their prospect’s pain and sometimes tell them no, we can’t help you.

Also join us for Michael’s challenge, on Twitter @Sangram with the hashtag #DistillMarketing and give us your distilled value proposition in less than 100 characters.

To learn more about it, listen to this episode.

323: Cultural Mastery: How to Lead and Sell in the 21st Century w/ Ricardo Gonzalez Aug 27, 2019

You need to communicate and motivate your colleagues and customers.

Culture is the invisible water in which we swim, but if you’re not aware of its currents, you can drown.

Cultural mastery is a 21st-century skill that leaders and salespeople need to thrive.

To discover the six steps to cultural mastery, listen to today’s episode of the Flip My Funnel podcast. We spoke with Ricardo Gonzalez, CEO of Bilingual America and author of The 6 Stages of Cultural Mastery.

322: Why Quora’s High-Intent Audience Is Gold w/ JD Prater Aug 27, 2019

For today’s episode of the Flip My Funnel podcast, we spoke with JD Prater, Quora Evangelist at Quora.

JD and I talked about why Quora needs to be part of any marketer’s arsenal.

Here’s what we’re unpacking today:

From Quora Believer to Quora Evangelist
How an Evangelist Measures Success
Why Marketers Need to Quora Seriously
Sangram’s Summary
JD’s Challenge

321: What You Can Learn from Non-Profits w/ Trent Ricker Aug 27, 2019

For today’s episode of the Flip My Funnel podcast, we spoke with Trent Ricker, CEO and President of Pursuant Group.

Trent and I talked about how to Flip the Funnel on nonprofit fundraising.

While nonprofits have passion, they often lack expertise in modern best practices such as data-driven strategies, integrated fundraising, donor analytics, insights, and experience.

Your experience creating and tracking buyer personas through your sales funnel could help a nonprofit get more small donations from individual donors (B2C) or big donations from large entities (B2B).

Here’s what we’re unpacking today:

Fun Fact: Fairways to Heaven
Storytelling Lessons from Pixar
What Pursuant Does
The Two Types of Nonprofits
Flipping the Funnel on Nonprofits
Sangram’s Summary
Trent’s Challenge

320: Stand for Something. (Or Stand for Nothing) Aug 27, 2019

Not everyone agrees with Guy Kawasaki.

But no one ignores him.

He uses his social influence to speak out about politics. Many told him to stay out of those issues — that he would lose followers. Indeed, when he began to use his social influence to get involved with the political process, many began to feel strongly about his inclinations.

But actually gained followers by taking a firm stance.

On this week’s #One Big Idea episode, Sangram dives into why every person should stand for something.

319: How Phononic Used Terminus To Reap Huge ABM Success Aug 27, 2019

For today’s episode of the Flip My Funnel podcast, we spoke with Daniel Englebretson, Director of Integrated Marketing at Phononic.

In this show, Daniel and I talked about how Phononic used Terminus to reap ABM success.

Here’s what we’re unpacking today:

Can Your Demand Generation Be Too Successful?
Account Based Marketing Proves Its Worth
How They Did It
Blogging Strategy Changed
Selling the Sales Department on ABM
Keeping It Fresh
Too Much Success

318: Flashback - How to Deliver a TED Talk (or Any Important Talk) w/ James Carbary & Sangram Aug 27, 2019

Delivering a talk is a critical skill whether you are speaking to an intimate gathering in the boardroom or a crowd of thousands for a keynote. The advent of TED Talks has helped shape the public's expectations for what a meaningful address actually sounds like. Many business professionals, however, struggle with this new style of public speaking.

On the #FlipMyFunnel podcast, Sangram Vajre and James Carbary discuss the book How to Deliver a TED Talk: Secrets of the World's Most Inspiring Presentations by Jeremy Donovan. They consider Donovan's five major major components to delivering a top-shelf speech: how to open, how not to open, the use of the pause and "you," making someone else the hero, and how to close.

317: What Makes A Great Evangelist w/ Ethan Beute & Sangram Aug 27, 2019

As you know, on Tuesdays we have been doing our Takeover series. For this series, Ethan Beute has been hosting awesome interviews, all focused on this idea of evangelism.

Well, for today’s episode of the Flip My Funnel podcast, we thought we’d shake things up a bit. Our guests host today is...me, Sangram. That’s right. Today, I’m a guest on my own podcast!

On today’s show, Ethan and I talked about what makes a great evangelist.

316: Is Seth Godin’s 5 Step Marketing Framework Right For You w/ Seth Godin Aug 27, 2019

If there is one person synonymous with marketing excellence, it is Seth Godin.

Godin has written 18 bestselling books including Permission Marketing and Purple Cow. I had the exciting opportunity to discuss his recent book This is Marketing.

“It's very easy for us to think we live in this mass market world, but we don't. We live in a micro market world,” says Godin.

For Godin, marketing is the art of hitting the smallest viable audience. Like developers who attempt to create the minimal viable product to ship, targeting the smallest viable audience forces a marketer to sharpen their messaging to attract just those customers.

Here’s what we’re unpacking today:

The origin of flipping the funnel.
Positioning as a service.
Marketing isn’t about marketing spend.
This is Marketing: The Five-Step Marketing Framework.
Sangram's Summary.
Seth’s Challenge.

315: Rewriting History By Reframing The Problem Aug 27, 2019

It’s another episode of Sangram’s Big Idea Friday. In this episode of the Flip My Funnel podcast Sangram talks about how to rewrite history.

You can rewrite history if you can reframe the problem.

We’re all really good at excuses. We constantly come up with lies that we tell ourselves for why we can't do something.

But there's an alternative: reframe the problem.

314: Flashback - Creating Meaningful Marketing in the B2B World w/ Soon Yu Aug 27, 2019

“It’s isn’t always the biggest, baddest, or fastest mouse trap that gets the mice.

It’s the one with the stinkiest cheese.”

And this translates directly to marketing.

So says Soon Yu, author of the new book, Iconic Advantage: Don't Chase the New, Innovate the Old.

Soon helps companies realize that they don’t have to be the fastest, biggest or have the best technology in order to be successful. But they do have to connect with their audience, and the best way to do that is through meaningful marketing.

If there is no emotional connection created with customers, they’re just competing on price. There aren’t many winners in that game.

In this episode of the #FlipMyFunnel Podcast, we chat with Soon about B2B storytelling, chasing the new versus innovating the old, and three qualities behind the most successfully innovative and iconic companies.

313: Flashback - To Sell is Human Aug 27, 2019

If we are human, why is it so hard to act like one? What does being human in the corporate world look like?

In Daniel Pink’s book, To Sell is Human, Pink really tried to figure out what it means to be human. It’s a really good book to read if you think that selling is only the job of a salesperson.

Using loads of data and multiple studies, he argues that 99% of us are selling something every day. This something could be a product, a service, an idea, or a plan to get your spouse to take you on vacation.

If you haven’t read it yet, it’s a must.

312: When Do you Need a Chief Evangelist w/ Dan Steinman Aug 27, 2019

Tech evangelists have been with us since the beginning of the Macintosh operating system.

While the evangelist title is undeniably cool, when is it necessary for your company to deploy one and whom should it be?

We sat down with Dan Steinman, co-author of the book Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue and Chief Evangelist for Gainsight, a customer success company which helps businesses secure and surpass their customers' desired outcomes and deliver consistently amazing experiences.

311: How to Operationalize a Word-of-Mouth Strategy w/ Jay Baer Aug 27, 2019

You've got a marketing strategy, a content strategy, a social strategy, an ABM strategy. You may also have a crisis strategy, a sales strategy, a hiring and recruiting strategy .… You probably have an entire desk full of strategies.

But few businesses have a word-of-mouth strategy.

Jay’s on a mission to change that.

He’s the author 6 best-selling books, including Talk Triggers (as well as the founder of 5 multi-million dollar businesses.)

On this episode, Jay shares some of his best secrets about how businesses can operationalize a word-of-mouth strategy that will keep your customers talking.

310: Do You Have an Outcome Versus Activity Based Mindset? Aug 27, 2019

My goal outcomes determine my daily tasks.

Not my inbox.

Who's determining your goals? Is it you? Or is it your inbox?

That’s what we talked about on today’s Big Idea Friday episode of the #FlipMyFunnel podcast.

The secret is having an outcome based mindset.

So, what's important to you? Whatever is important to you should be your outcome.

Thinking this way forces us to do less, and to focus on just a few things that will help us reach the outcomes we are striving for.

Here's a challenge: come up with the top three goals you want to accomplish that will make you proud of whatever you're doing professionally and personally. Then let those goals determine the tasks that take top priority in your day.

Check out the link below for the full episode.

309: Flashback -Engagement: Marketing 2.0 w/ Jill Rowley Aug 27, 2019

Marketing in today’s world is all about engaging with a potential buyer. Or at least it should be.

But too often, a seller simply automates the process. There’s no trust, no knowledge and no value to the buyer.

How many times have we all received an unsolicited email from someone who clearly sent out that same email to a thousand other buyers? How did you feel?

Probably the same way our latest guest, Jill Rowley, former Chief Growth Officer for Marketo feels about those emails.

Jill came on our show to tell us about engagement -- a whole new marketing philosophy.

308: Flashback - 3 Lessons From Peter Drucker’s “The Effective Executive” Aug 27, 2019

Effective enterprise leaders ask themselves two questions:

What needs to be done?

What is right for the company?

Peter Drucker gives both of these points away in the first page of his book “The Effective Executive.” These may seem simple. They are. And they have amazing returns.

Not only does Peter give these away, he gives us a specific plan of attack. On this episode, you’ll get an inside peak from the minds of one of the executive greats. We tell you his plan on how to ask the right questions, communicate effectively with your team, and maximize your productivity.

307: Evangelism - The Purest Form of Sales w/ Guy Kawasaki Aug 27, 2019

Welcome to another episode of the #FlipMyFunnel podcast. Today, we sat down with Guy Kawasaki, one of the original Chief Evangelists and arguably one of the most notable ones, as well.

Guy was Chief Evangelist at Apple, and is currently a chief evangelist for Canva and a Brand Ambassador for Mercedes-Benz. Obviously, he’s an expert on evangelism.

On today’s episode, Guy talked with us about what it means to be a great evangelist. One of our biggest takeaways was that evangelizing doesn’t mean bludgeoning people into buying your product. Instead, think of evangelism as the purest form of sales.

We also talked with Guy about what makes a great evangelist, how education broadens your perspective, and why you should have high standards.

306: How to Understand Branding w/ David Brier Aug 27, 2019

Welcome to another episode of the #FlipMyFunnel podcast. Today, we sit down with author and speaker David Brier.

David is an expert on branding, and he wrote a best-selling book entitled Brand Intervention, which talks about 33 steps to transform the brand you have into the brand you need.

As marketers, we all have these thoughts around branding, such as “Why is this brand trying that method? Is it working?” Or, “Why exactly is that brand better?” But most of us don't take the time to really understand it.

David takes the time.

Besides branding, we’re also going to jump into Alexa, because David’s one of the very few people who’s been putting a lot of content on Alexa.

Gain access to David's FREE eBook “The Lucky Brand” endorsed by INC magazine here.

305: Relationships Don’t Scale - But Build Them Anyway Aug 27, 2019

Relationships don’t scale.

But doing unscalable things can build relationships.
As a leader, as a marketer, as a salesperson - what are the things you can do to build relationships?

That’s what I talked about in the latest Big Idea episode for the #FlipMyFunnel podcast. You can scale businesses but you can’t scale people. You need to think of unscalable things to do to build your relationships.
So, think of what you can do for your direct reports that will make them remember that you care, even when you are not there every day with them in the trenches.
Think of how to make your customers and future customers special and unique.

Scale your business, not your people.

304: How ABM Breaks Through Noise to Create Awareness w/ Jeremy Middleton Aug 27, 2019

If you’re selling a big ticket item with a long sale cycle, account based marketing is the smartest way to go according to Jeremy Middleton, Senior Director of Digital Marketing at Pramata which helps large companies prevent revenue leakage.

“The idea of ABM was exactly what we needed because traditional marketing models don't work with these large complex companies,” says Middleton.

The company started their ABM journey a year and half ago and (SPOILER ALERT) the results have been spectacular.

303: How & Why to Create Unforgettable Moments for Your Employees w/ James Carbary Aug 27, 2019

It’s not often that you hear a concept that totally blows you away.

I was recently speaking with my co-host and podcast producer, James Carbary, Founder of Sweet Fish Media, and he told me about how he’s building an “unscalable culture.”

"I think so many leaders think about culture in terms of what they can do for everyone in their organization,” says James. “We think about having a stocked fridge, company picnics, a pool table in the center of the room, things that everyone in the organization can benefit from. I'm not vilifying that at all, but I think that it would be much more powerful if we as leaders started to create unforgettable experiences for individuals on our teams.”

302: How to Do Tech Evangelism The Right Way w/ Dave Isbitski Aug 27, 2019

Does your company need an evangelist? The title is bandied about quite a lot but who is doing it right?

We spoke with Dave Isbitski Chief Evangelist for Alexa and Echo at Amazon. Previously he was a tech evangelist at Microsoft.

Topics we covered:

Technology evangelism is about relationships.
Evangelists help a company’s bottom line.
Evangelists’ top three priorities
Helping people inside the company
Evangelizing small companies
Dave’s Challenge

301: Building a Culture That Can Take You Public w/ Godard Abel Aug 27, 2019

A lot of entrepreneurs dream of ringing the bell.

You’ve poured your blood, sweat, and tears into your venture. Finally, it’s going public.

But to get to that point, you’ve got to overcome a lot of challenges.

In today’s marketplace, you can spin up a new business in minutes.

Gone are the days that required raising millions just to get your app up and running.

The challenge is no longer about getting started. It’s about breaking through the noise.

And one of the keys to doing that is building a fantastic culture.

That’s what Godard Abel came on the latest #FlipMyFunnel podcast to talk about.

Godard is currently Co-Founder and CEO at G2 Crowd, a leading B2B review platform.

We talked about leveraging your brand to scale, connecting your employees to your mission, and defining your culture in a way that’s memorable, repeatable, and portable.

Check it out.

300: Sangram Answering Audience Questions Aug 27, 2019

In my 300th episode of the Flip My Funnel podcast, I’m answering questions. Here’s a sample:

Steven Loudermilk wants to start a podcast on real estate and asks how to do it.
Mike asks, “How effective has your podcast been as a channel for your content marketing plan?”
Salvador Stabler asks, “What is a technology evangelist? How do you become one, measure it, and know you're on the right track?”

To find my answers to these and other questions, listen to this episode.

299: Flashback - How to Never Lose a Customer EVER Again w/ Joey Coleman Aug 27, 2019

In our pursuit of conversion rates, we’ve often missed customer retention. Our thrill of the chase has left many of our prospects dissatisfied with their level of service once they become buyers.

It’s an unnecessary evil, says Joey Coleman. He came on our #FlipMyFunnel Podcast to share some mind-blowing thoughts on customer service and how to never lose another customer.

You’ll love this guy.

He’s the Chief Experience Composer (real title) at Design Symphony, which is a customer experience branding firm. He wrote a book called Never Lose a Customer Again, he speaks around the world, loves the mountains, oh, and here’s something fascinating: He sang in front of the pope.

Trust us, this will be an experience.

298: Flashback - The 22 Immutable Laws of Marketing Aug 27, 2019

Despite being a mere two hour read, The 22 Immutable Laws of Marketing provides immense clarity. Detailed amongst the 22 immutable laws, reside lifelong lessons that are extremely relevant to people in Marketing and Sales; as well as if you’re someone who's building a leadership team, a company and you’re grappling with associated challenges.

While most people and organizations are focused on pursuing the trends and changes occurring throughout the world’s markets, this book instead makes a brilliant case as to why we should stay grounded in what’s not changing.

In other words, the 22 immutable laws.

In this interview, Sangram chooses to focus on his three favorite laws of the 22.

One of the biggest realizations one could make through the explanation of the laws of leadership, category and focus is that Marketing is a battle of perceptions.

When it comes down to it, in order to gain a competitive advantage in order to win the hearts and minds of your target market, the first step is to change the way you think about Marketing … you need to change your perceptions.

Then after applying the “22 Immutable Laws”, the rest will fall into place.

297: How to Make a Difference at Work and In Your Career Aug 27, 2019

When you work in marketing, whether it is ABM or traditional marketing, you sometimes can get caught up in the latest tools. but for Heidi Melin, the CMO of Workfront, a Work Management platform company based in Utah, the more important assets are the members of your team.

Over a long and varied career, she has learned valuable lessons about risk taking, change, listening to your gut, leadership, and what it's like to be a highly successful career woman and mom.

296: Pivoting from a Startup Leader to a Scale-up Leader w/Brian Halligan Aug 27, 2019

A scaling up company leader needs to shed his startup skin and re-emerge as a whole new animal. (S)he needs to:

Let the experts you hired make their best decisions
Make your major changes in the startup phase
Regardless of industry, tech’s holy grail has an enterprise back-end, and consumer-friendly front end
The leader sets the tone and makes the big picture decisions
Make your product easy to buy and use - no exceptions
Make a plan, prioritize, and stick with it

295: How Commitment Creates Movement Aug 27, 2019

Here’s a big idea that can change your life and maybe the world around you:

Commitment creates movement.

Commitment is how you achieve anything meaningful in your life. Let’s say you wanted to lose weight. You have to commit to making it happen.

You worked out, you slept, you ate right, all those things happened and you got in better shape. But then you stopped having the same commitment. Guess what came up? Excuses, and excuses don't create movement.

Commitment to your purpose will create clarity of focus, which means that if you know where you're going, then it will create clarity, not just for you but people around you.

294: Flashback - How to Measure ABM Success w/ Masha Finkelstein Aug 27, 2019

What if you modeled the way you made friends after account-based marketing?

Crazy, right? Maybe not.

I recently chatted with Masha Finkelstein and asked her this very question.

Her answer was incredibly insightful.

Say you just moved to a new town, you don’t know anybody, and are looking to make friends. You never know if you’re going to be close friends with somebody, so you take the ABM approach.

First, you figure out your ideal friend profile. You identify a set of interests, hobbies, or traits that you desire in a friend.

Second, you look through your “network” of acquaintances to see which of the people in that group have those traits that you’re looking for.

Third, you talk to them.

You talk to their friends. You show them that you have those same traits.

Instead of talking to 100 people, you zero in on the people who match the traits you desire in a friend.

Lastly, you see which of those people have the intent of making new friends, and begin to explore things beyond your initial shared interests.

The big question in ABM, as well as life, is really quite simple:
Are you creating deeper relationships with the right people?

Listen to my conversation with Masha by clicking the link in the first comment.

293: How to Make Your Customers Feel at Home Aug 27, 2019

My former boss Marc Benioff, the founder of Salesforce, is a genius at turning customers into evangelists. I have learned so much from him that I now use in my own company.

This week, James and I completed another #FlipMyFunnel episode in our series discussing Marc Benioff’s Behind the Cloud book.

Here we talk about the many ways Marc made Salesforce their customers’ home and how you can apply those lessons to your business.

292: How to Bring About Change and Get Everyone on Board Aug 27, 2019

How can a leader bring about change in their organization and get everyone on board?

It's Take Over Tuesday and today my host David Lewis is speaking with Ruth Rowan who handles the Group Executive Marketing at Dimension Data.

Learn how to paint the picture of the future and get your team to understand why change is important, why taking time to explain and creating a journey for your team to join you on is important, how simplifying can create more purpose and more by listening to this episode.

291: What is Branding and How Iconic Brands Do It w/Hayley Berlent Aug 27, 2019

Where do great ideas come from?

From people who have seen the world from a different point of view.

That’s what Hayley Berlent says. And she would know.

Hayley was born in Potchefstroom, a small town in South Africa. So small, in fact, that it only had one stop light.

Later in life, Hayley moved to the United States - New York City, to be specific - where she built a thriving career and became a brand expert. She has worked with organizations like Aetna, Memorial Sloan Kettering, and the YMCA to develop their own brands.

Now, she runs her own brand consultancy agency, The Additive Agency.

Hayley came on the #FlipMyFunnel show to share her expertise on creating an iconic brand.

Check it out.

290: Why Being Respected is More Important Than Being Liked Aug 27, 2019

When it comes down to it, being respected is more important than being liked.

Being respected is a long term play for somebody’s betterment. Being liked is a short term play of avoiding the difficult situations.

It may not be what you want to hear, but the most important lessons in life most often come from those that everybody respects, but not everybody seems to like.

Steve Jobs. Elon Musk. Jeff Bezos.

Pleasing others is easy, but respect is difficult.

What kind of leader do you want to be? One that is respected? Or one that is liked?

289: How This Terminus User is Adopting ABM to Drive Growth Aug 27, 2019

Why do I want to brag about Pramata who’s web traffic has gone down?

To be clear, it’s gone down directly because of using Terminus.

Jeremy Middleton is the Senior Director of Digital Marketing at Pramata. This episode of #FlipMyFunnel comes from a recent Terminus Customer of the Month event in which Jeremy was our guest speaker.

Jeremy’s company specializes in working with large companies with complex customer relationships who struggle to manage them for a number of reasons related to portfolio size/complexity and a very low operating margin.

Companies like this suffer from revenue leakage, an issue that many in the organization don’t know about, are in denial of, or simply don’t care about.

Jeremy unpacks the ways in which the company struggled prior to using Terminus and adopting an ABM model, and how and why his business growth is accelerating now.

288: The 3 Things Marc Benioff Focused On to Get Results Aug 27, 2019

Everybody knows you can’t be good at everything.

You especially can’t be good at everything all at the same time.

So, what do you do?

Focus on the 20 percent.

What 20 percent? Not just any 20 percent.

Focus on the 20 percent that makes 80 percent of the difference.

This is known as the 80/20 rule. You might have heard about it before.

Marc Benioff is a big believer in the 80/20 rule.

So, this week, James and Sangram completed another #FlipMyFunnel episode in our series discussing Marc Benioff’s Behind the Cloud book. This book is great for anyone who’s trying to lead, make a change, or challenge the status quo.

In this episode, we talked about the 3 things Marc focused on to get incredible results at Salesforce. The 20 percent he focused on to make 80 percent of the difference.

What are those three things?

We’re glad you asked.

287: Creating a Frictionless Customer Experience w/ Gene Foca Aug 27, 2019

Today's host is David Lewis, Founder of DemandGen.

What do coaching soccer and being a CMO have in common?
Well, actually, a lot.
Gene Foca is currently the CMO of Getty Images. Before that he was the SVP of Marketing at FreshDirect. Before that he was Senior Director of Marketing at Amazon.
And way before that he was a paid soccer coach at the club and high school levels for nearly 20 years.
Gene came on the #FlipMyFunnel podcast to talk about the lessons he learned as a soccer coach that he has applied as CMO. We talked about creating successful teams and working to ensure a frictionless customer experience.
He also gave us an inside look at what Getty Images is focusing on next to raise their customer experience to the next level.

286: How to Lead When You Are Not in Charge w/ Clay Scroggins Aug 27, 2019

Some kids want to be firemen when they grow up. Others want to be doctors or engineers or fitness gurus.

Clay Scroggins wanted to be a leader.

And he’s been a leader throughout his career.

But when you go to his LinkedIn page, you won’t see the titles you typically associate with leadership.

That’s because this author, pastor, and speaker doesn’t believe you need to be a CEO, or even have any formal authority, to be a great leader.

Clay was our most recent guest on the #FlipMyFunnel podcast. He shared with us principles you can implement to become a great leader, right where you’re at.

285: Moments Matter, Experience Gathers, Everything Else Scatters Aug 27, 2019

A little poetic spin on this week’s #BigIdeaFriday:

Moments matter, experience gathers, everything else scatters.

This episode of the #FlipMyFunnel podcast, Sangram dives into how you can create meaningful moments for your B2B customers. He uses examples from hospitality to show how the B2C world often really gets it right, and we could all learn a thing or two from magical moments and experiences (like Magic Castle’s poolside popsicle delivery service!).

284: Flashback -Methods, Models, and Metrics of Account-Based Revenue w/ Trish Bertuzzi Aug 27, 2019

The marketing game has changed again. And with that, the way we approach business accounts.

No longer does it make sense to cast a wide net. Rather, we need to thoughtfully strategize on what accounts to direct our focus on.

It’s time to bring together sales and marketing and align our tactics to personalize the experience for our customers.

What exactly are we talking about?

This is account-based marketing. And if done right, it can be highly successful.

At a #FlipMyFunnel event Trish Bertuzzi, President and Chief Strategist with Bridge Group, Inc. discussed her experience and framework for Account-Based Marketing (ABM). She highlighted the four crucial things she’s learned along the way.

283: How Salesforce Succeeded Turning Tactics Into Strategy Aug 27, 2019

#FlipMyFunnel host Sangram Vajre and Sweet Fish Media Founder James Carbary discuss the insights from Marc Benioff’s book Behind The Cloud.

They focused on one crucial quotation: "One idea alone is a tactic, but if it is executed in a number of different ways, it becomes a great strategy." --Marc Benioff

282: A Silicon Valley CMO Shares Her Six Secrets of Success w/ Jennifer Dimas Aug 27, 2019

Being a successful CMO requires several characteristics and skills:

Surround yourself with mentors/advisors
Do your on boarding homework
Understand your brand
Know what you don’t know
Assemble your dream team and tools

Aspiring marketing executives will want to join us as we get into the weeds of discovering if you have what it takes to be a successful CMO with Jennifer Dimas.

281: Why Experimenting is the New Marketing w/ Jim Ewel Aug 27, 2019

Question: If your company had 40 events per year instead of 1, would you improve as if you had 40 years worth of learning?

This question has to do with the benefits of an iterative approach which is one of the pillars of agile marketing.

There is a lot of confusion about what agile marketing is, and many dismiss it as just the latest buzzword. But In this episode of #FlipMyFunnel, we’re joined by Jim Ewel, former Vice President of Marketing at Microsoft.

Jim unpacks why iterative, goal-aligned experimentation is a superior strategy to large expensive campaigns.

280: To Serve Your Customers Best, Serve Your Employees First Aug 27, 2019

Happy employees will go the extra mile to serve their customers because they feel valued, respected, and cared for by their organization.

One of the best ways to show both employees and customers that they’re valued is to listen to them. Each group has something to teach the other, and a company becomes stronger when they listen to the people they serve and share that information between themselves.

Make regular opportunities to understand what your customers and employees want and need and communicate with both groups:

Launch a “customer in the office program.”
Tell customers’ stories as part of your weekly company update.
Have different members on the team share a customer win (not just sales).
Create an “In the customer’s office” program, the reverse of the “Customer in the office” program.

279: Never Stop Loving Your Customers, Even When They Leave w/ Jason Katz & Ryan Vitello Aug 27, 2019

When a customer churns, this is a tremendous opportunity for you to:

Get feedback on your company’s good, bad, and ugly
Find out what the lost customer really needs
Find out their timeline for achieving it
Continuing to show them that you care about their business journey with advice, suggestions, contacts, etc., even though you’re no longer their vendor
Keep the lines of communication open
Work to become the vendor they do need

Learn more from our guests Jason Katz and Ryan Vitello in this episode.

278: Customer Obsession: Making Patriots Fans Out of Your Customers Aug 27, 2019

Patriot's fans. You either love 'em, hate 'em, or you're one of 'em.

But no one can deny their team loyalty and passion for evangelizing.

We all want our customers to be like Patriot fans. We want them to run and tell everyone that our company and product is amazing. That's what customer obsession is all about.

But how do you create raving fans?

What do you do if you realize your customers aren’t raging fans?

In today's #FlipMyFunnel podcast we give you an inside look at the program our company has recently implemented to crank up our customer focus and turn our customers into raving fans.

277: Flashback - The Creative Curve w/ Allen Gannett Aug 27, 2019

We're bringing it back to another one of our favorite episodes for Flashback Tuesday!

What do The Beatles, Elon Musk, JK Rowling, & Steve Jobs have in common?

Besides being trailblazers in their respective fields, there is a common thread tying them all together. One that can be summed up in 2 simple words: Creative Genius.

Nobody is going to argue that what The Beatles did in their short career was anything short of groundbreaking and genius. Nobody can look at the success of the Harry Potter franchise and arrive at any other conclusion than that JK Rowling is filled with creative genius.

But what if you’re not JK Rowling? Or John Lennon? Do you stand any chance at being a creative genius? At being an icon in your respective field?
According to my friend Allen Gannett, the CEO of TrackMaven, and one of the keynote speakers at the very first #FlipMyFunnel conference, anybody can be a genius.

Allen has written a book called The Creative Curve, in which he explores the myth that we are born creative, and how you too can be a creative genius.
All it takes is a lot of hard work, a little luck, and what Allen calls “The 4 Laws of the Creative Curve.”

276: Community Building, Instagram, and Failing Forward w/ Amanda Nelson Aug 27, 2019

Ready for an amazing example of community marketing done right?

On this episode of the #FlipMyFunnel podcast, we brought in an expert marketer to explain the ins and outs of community marketing.

Amanda Nelson is the Director of Community Marketing at Salesforce. She recently released a set of GIFs that now have almost 8 million views. How did she do it? She took her philosophies of community marketing, listened to her customers, and jumped in on the conversation.

275: Struggle Creates Change, Change Creates Growth Aug 27, 2019

When was the last time you really grew? Did you grow when you were happy and lucky? Did you grow when everything was going your way? Or did you grow when there was a struggle?

Being the youngest in a house of five kids, I know a thing or two about struggle.

But struggle is so very important to create change. And with change, there are endless opportunities for growth - both personally and professionally.

So my big challenge for all of you is to list the change that you know you must have, and have been making excuses for. Say it out loud. Find an accountability partner, and start working on it one day at a time. Start today! And then see yourself grow exponentially!

You will smile at struggle because you know, right around the corner, growth is waiting for you.

274: How to Scale up Your Account-Based Marketing w/ Daniel Day Aug 27, 2019

Daniel G. Day, Director of Account-Based Marketing (ABM) and Market Planning at Snowflake Computing is an ABM rock star. Snowflake Computing is a cloud-based data-warehousing startup.

In this episode of the #FlipMyFunnel podcast, he touches on ABM best practices and how the new version of Terminus is a real game changer.

273: Part 4 of the Bezos Letters: Why It’s Always Been Day 1 At Amazon Aug 27, 2019

“Day 2 is … followed by death. That’s why It will always be day 1 at Amazon.” — Jeff Bezos

Here it is: The final chapter of our 4-part series on Jeff Bezos’ letters to his shareholders.

We saved the best for last.

In this #FlipMyFunnel podcast, we unpack Bezos’ philosophy of day 1.

There’s never been a day 2 at Amazon.

Bezos has made sure of that. He knows that to be successful, you have to double down on customer delight and eliminate inefficient processes.

There are 3 specific ways that Bezos ensures there will never ever be day 2 at Amazon, and Sangram and James unpacked them all right here.

272: 4 Simple Tweaks That Will Radically Increase Your Daily Productivity w/ Bryan Wish Aug 27, 2019

Often, it’s not the small things, but the big things that truly determine our daily productivity. The smallest tweaks can have the largest impact.

Bryan Wish is the kind of guy who knows exactly what we’re talking about. He’s a pro at efficiencies, helping executives get the most out of the day.

James Carbary interviewed him on this #TakeoverTuesday episode of the #FlipMyFunnel podcast.

On this episode, Bryan gives 4 super easy, super practical tips that can have dramatic impact on your day-to-day, and your workweek.

271: How to Be Humble and Run Amazing Social Media Campaigns w/ Caitlin Angeloff Aug 27, 2019

Most companies are using social media, but that doesn’t mean they are using it correctly.

There’s no single secret formula to having successful social media campaigns, but there are some methods you can use to increase your likelihood of success.

We spoke with Caitlin Angeloff in this episode of the #FlipMyFunnel podcast about modern companies embracing social media, a solid social media framework, and the types of social media that work best for B2B companies.

270: Passion Trumps Resume Aug 27, 2019

Is it better to hire or choose partners who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition?

Sangram Vajre, chief evangelist and co-founder of Terminus, knows the answer. “Passion trumps resume. Every day and twice on Sunday.”

“Passion is something that can cut through fear and create love for who we are and what we do. It’s an important idea for anyone who’s in any kind of leadership role that requires cross-functional support or buy-in. It’s about making our customers heros in their own organization.”

Listen to the Passion Trumps Resume podcast and find out what else makes Vajre and Terminus so successful.

269: Flashback - How to Double Your Win Rate with ABM w/ Daniel Oxenburgh Aug 27, 2019

What one area in B2B Marketing should you focus on for the greatest impact, that by focusing on in it for the next 6 months, your win rate will double?

Meet Daniel Oxenb urgh. He’s the Co-Founder & Managing Director at Ox Consulting, who’s one focus is to help tech companies strike a balance between foundation & growth using ABM.

Most people’s immediate hunch when switching to ABM is to run a demand generation campaign and go from there. But that won’t have the greatest impact; pipeline acceleration will!

“Work back from your customer. Figure out what ABM campaign / tactic to start with and just start there,” said Daniel, “Start hyper focusing on solving that one challenge.”

268: Jeff Bezos & His Philosophy on the Employee as an Owner Aug 27, 2019

Mission, People, & Culture: They form what Sangram calls the magic triangle. Every company has to address these 3 issues, and few address them quite like Amazon. Dive into our third installment of a 4-part series on Jeff Bezos’ shareholder letters.

Co-hosts James Carbary and Sangram discuss how Jeff Bezos thinks and acts differently within Amazon. Sangram spent the holidays pouring over a mound of letters Jeff has sent to his shareholders every year, and this week Sangram continues to deliver insights he’s discovered from those letters. (You can find them all here.)

If you missed part 1 or part 2, go check those out as well!

267: How to Instantly Connect with Your Future Customers w/ Logan Lyles Aug 27, 2019

Deals don’t come easily.

The days of cold-calling and spray-and-pray emails are quickly fading.

What’s a salesperson to do in today’s climate of increased noise, and decreased acceptance?

Collaborate.

Logan Lyles came on a #TakeoverTuesday episode of the #FlipMyFunnel podcast to discuss selling in today’s climate.

He’s the director of partnerships at Sweet Fish Media and has over a decade of experience in B2B sales. Since hopping on board at Sweet Fish, he’s been crushing deals, and he doesn’t do cold outreach.

He gave his 3-step process to stand above the noise, build customer relationships, and close deals.

266: What An NFL Pro Thinks About Leadership, Trust, and Small Wins w/ Reggie Rivers Aug 27, 2019

What if you didn’t have to wait until you were “in charge” to lead those around you?

Authority doesn’t always equal leadership.

Regardless of your position, you can start leading now.

Reggie Rivers is a former running back for the Denver Broncos and currently a keynote speaker for his company Corporate Kickoff. In this episode of the #FlipMyFunnel podcast, Reggie joined us to talk about leadership, trust, and celebrating small wins.

265: Joy Is Forever; Happiness Is Temporary Aug 27, 2019

Most of us chase temporary happiness, when we should be chasing everlasting joy.

What does that really mean? Sangram unpacks the entire concept on this #OneBigIdea episode of the #FlipMyFunnel podcast.

Using examples from everyday life, like an individual’s career, school, relationships, and yes, even pets, Sangram shows how we can shift our focus from temporary happiness to a feeling that can’t be taken away.

264: Flashback - 3 Things B2B Marketers Can Learn From The B2C Sphere w/ Bryan Brown Aug 27, 2019

In this episode, we brought in our very own Bryan Brown, Chief Product Officer at Terminus, to chat about the difference between B2B and B2C marketing and what we, as B2B, can learn from the B2C sphere.

263: Jeff Bezos’ Philosophies on Customer Obsession - Part 2 Aug 27, 2019

Welcome to part 2 of our 4-part series on the philosophies of Jeff Bezos. These episodes are based on Jeff’s letters to his shareholders over the last 21 years (you can find all of the letters here.)

This week, it’s all about Jeff’s customer obsession.

In business, we constantly hear that we must be “customer-centric, customer-focused, customer-first …” the list goes on.

But no one’s obsessed with their customers like Jeff Bezos is — he’s been talking about it since 1997, and not on a hip social media post. He wrote about it in his first letter to his shareholders, cementing the idea deep within the roots of Amazon’s conscience.

(If you missed the first episode in this series, you can find it here.)

262: 3 Specific Ways to Make Your Organization More Productive w/ Andrew Hurley Aug 27, 2019

For summer reading what sounds better? Inching along on 16 unfinished books?

Or reading 3 great ones cover to cover?

Obviously the second. So why are we so tempted to run our business operations the other way?

In this episode of #FlipMyFunnel James Carbary of Sweet Fish Media takes over to talk with Andrew Hurley the Director of Operations about 3 specific ways to make your organization more productive.

James and Andrew describe Sweet Fish before Andrew came along as a messy bedroom. Everything everywhere, nothing had a designated place.

The business was experiencing rapid sales growth and it was like throwing more things into that messy bedroom.

It seemed like at the time nothing was being done the same way twice. A lot of Andrews work at the beginning was figuring out where everything goes and what processes needed to be put in place.

Andrew revolutionized the operations of Sweet Fish and James brought him on my podcast to share his top 3 tips for productivity.

261: How to Build World Class Teams w/ Corinne Sklar - CMO Bluewolf, An IBM Company Aug 27, 2019

Everybody company wants it, but not every company gets it.

In fact, of the tens of thousands of companies out there, few ever quite get to say that they’ve truly got a world class team.

Anybody can hire world class talent, but it takes a special organization to ensure all of that world class talent seamlessly and cohesively forms into a world class team.

So what does it take?

Humans are the users of all of the technology that your company puts out there. They’re the ones that are making emotional, and not always rational decisions around every part of a business.

We forget about the human needs of our customers.

It’s been said time and time again that people respond to people. People respond to emotion, which is why your marketing campaigns should be focused on the humanity of your customers. The heart of your customers.

260: How Consistency Creates Massive Outcomes Aug 27, 2019

When you exercise or start learning a new skill or a new language, there’s one major element that determines the outcome of that endeavor: Consistency.

If you only work toward your goal once or twice a year, or every now and then, the action is random and it’s unlikely anything will come of it.

It becomes a hobby you don’t really care about, rather than a goal you want to achieve.

But if you work on it daily, weekly, or monthly, on whatever consistent schedule works for you, then you can create a massive impact.

In this episode, we take a quick, concise look at how consistency creates massive outcomes.

259: How Thomson Reuters Runs Their ABM Program at Scale With These 5 Strategies w/Jillian Gartner Aug 27, 2019

95%.

That was her 2018 win rate.

When she used ABM, she won, 95% of the time. Jillian E. Gartner doesn’t leave ABM deals on the table. She’s so good in fact, ABM’s in her title: She’s the Director of Account-Based Marketing at Thomson Reuters.

She came on this episode of the #FlipMyFunnel podcast to discuss her incredible 5 step process that led to this amazing win-rate.

Jillian works with every part of her company to ensure #OneTeam, pulling from her experience in sales and global marketing at various companies. (Jillian also has an MBA from Findlay.)

Don’t miss this episode.

258: Jeff Bezos & His Philosophy on Growth – Part 1 Aug 27, 2019

This is part one of a four-part series reviewing the Amazon shareholder letter written by Jeff Bezos in 1997 and his big idea around Day 1.

Take a look at all of his letters here: http://www.zachpfeffer.com/single-post/2017/10/21/Links-to-all-of-Jeff-Bezos-Letters-to-Shareholders-1997---2017

Amazon started in 1994 and by 1997, it went public with $147 Million in revenue growth and 1.5 Million customers.

Today, Jeff Bezos is the richest man in the world having sold 100 million products in one Amazon PRIME day, 600,000+ employees, $177 Billion in revenue and recently, Amazon reached the $1 trillion market cap, the only other company that has done so besides Apple.

When it came to growth, Bezos understood early on what mattered most. Learn the top 2 things he mentioned in his first shareholder letter and hear Sangram discuss why thinking big and for the long game can help your business grow too.

257: The 4-Part SEO Framework That Helped This Marketer Outrank Wikipedia w/ Gaetano DiNardi Aug 27, 2019

We all know about the importance of ranking well on Google. A potential customer goes onto the trusted search engine to find a solution to their problem… and you want the honor of being that solution for them. So what do you do?

You build an effective SEO plan for your content to drive more traffic to your site. Welcome to Gaetano DiNardi’s world over at Nextiva where he’s the director of demand generation for the Arizona-based cloud communications company. Gaetano is a seasoned professional when it comes to ranking well on Google; in fact, his 4-part framework helped him outrank Wikipedia.

That’s why we were so pumped when he sat down with us to walk us through his trusted framework. Following these four steps can help any company improve the flow of organic traffic to their site.

256: Building a Moat, Finding Your Fit’s Source, and Playing the Long Game for Yourself w/ Rand Fishkin Aug 27, 2019

Companies are hard to build and hard to sustain. They require protection from competition in the form of a moat. They require intelligence data on their ideal clients. It’s important to know who your ideal client is and what they like, but you also need to know where they go to consume it and how to engage with them there.

In addition to that, founders face extreme pressure that comes from a number of sources most often generated by the ideas of the culture in which their company operates. These pressures can be very difficult emotionally for founders of companies constantly being compared with or comparing themselves to the fellow participants of their space.

If anyone is able to relate with and speak to these challenges it’s Rand Fishkin.

Rand is the founder of Moz, Inbound, and Sparktoro, and author of the book Lost and Founder, a painfully honest field guide to the startup world. He joined me on this episode of #FlipMyFunnel to unpack the practical needs of marketers as well as the emotional and mental needs of anyone in a leadership role of a company.

255: Best of 2018 - 3 Things to Know About Pitching ABM to Your Board w/ Megan Lueders Aug 27, 2019

Megan Lueders has led the marketing team at Zenoss into a new phase of account-based marketing. She shares how to successfully look at this new approach and layer it on top of the historical responsibilities of brand awareness, demand generation and acquisition. By aligning with Sales and Customer Success, she has been able to help their board and executive team see the value and progress of their ABM efforts. A unique, collaborative dashboard in Salesforce helps everyone stay in alignment with consistent visibility.

254: Best of 2018 - Glass Balls vs Rubber Balls w/ Meg Zelman Aug 27, 2019

Meg Zelman is one of our rockstars at Terminus.

As a new mom, Meg has a lot on her plate. She likes to think of everything on her to-do list as either a glass ball or a rubber ball.

Glass balls will break if they’re dropped. Rubber balls will bounce for a little while.

At the end of the day, far more things are rubber balls than glass ones. Give yourself some grace once in a while.

253: Best of 2018 - The Importance of Journaling Aug 27, 2019

Sangram argues the benefit of journaling as a tool for self-reflection and the achievement of goals.

252: All-Time Most Downloaded Episode on Customer Success vs. Customer Happiness w/ Lincoln Murphy Aug 27, 2019

In this one, we're replaying our most downloaded podcast episode, an interview with Lincoln Murphy in which he discusses the difference between customer success and customer happiness.

251: Flashback - ABM Success: Invoca's Journey from Implementation to Optimization w/ Julia Stead Aug 27, 2019

Julia Stead, Director of Demand Generation for Invoca, discusses the successes and challenges of their implementation and optimization of ABM over a one-year period.

250: The Top 3 Priorities of a CMO Who Just Happened to Raise $103M with $1.6B In Valuation w/ Jen Grant Aug 27, 2019

Do you have a Department of Customer Love?

Maybe that should be one of your marketing priorities heading into the new year.

In this episode of the #FlipMyFunnel Podcast, we spoke to Jen Grant about the culture at Looker, her top priorities as the Chief Marketing Officer, and how Account Based Marketing is related to these priorities.

249: Flashback - How to Get Started With ABM Content w/ Shauna Ward Aug 27, 2019

A lot of people seem to think that Inbound and ABM have opposite strategies when it comes to content. That’s not true! With ABM, it is a similar mindset, but a different approach.

Shauna Ward is a Content Marketing Manager at Terminus, and she spends a lot of time thinking about how to use content in an increasingly ABM world. Here are three tips she has for getting started with ABM content!

Set expectations for measurement and set new KPI’s. Filling out lead forms may mean a lot in the inbound world, but engagement means more when you’re thinking along ABM lines.
Get personalized with your content. Show that you care about your targeted accounts.
Know when to use gated vs. ungated content. Balance giving away your content with keeping your targeted accounts engaged.

248: A 5-Part Formula to Effective Communication Aug 27, 2019

Here comes part 2 of the book review of “Communicating for a Change” by Andy Stanley and Lane Jones.

Andy lays out a 5-part formula to communicate more effectively in his book, and Sangram breaks it all down here on this episode of the #FlipMyFunnel podcast.

Sangram zeroes in on Andy’s proven technique of “Me, We, God (or Source), You, We.” After a quick recap of last week’s episode, we dive in and unpack each of these key steps.

The formulas helps us all communicate a message more effectively to our entire organizations, so our listeners are not only carry the the message, but communicate it to others.

247: Why Companies Like HubSpot Are Tripling Down on Podcasting w/ Sam Balter Aug 27, 2019

Many companies are wondering about podcasting. Should they get in the game? The truth is if you’re not active in podcasting, it's like not having a blog — potentially worse. So, why is podcasting the best content creation flywheel? And why is a large content brand like HubSpot tripling down on the medium?

There’s no one better to answer those questions than Sam Balter.

Sam is the senior marketing manager of podcasts at HubSpot, a large, publicly traded content machine, and the host of the Weird Work podcast. His company recently tripled down on podcasting, producing not one, but three very different shows from the niche to the mass appeal.

If you’ve flirted with the idea of podcasting or are curious about using it as a marketing, content creation, or networking tool, this episode is for you.

246: 8 Video Tips for B2B Sales Pros w/ Jason Price Aug 27, 2019

By now, you’ve probably heard you should be using videos somewhere in your B2B sales cycle. But … how do you do it? Where does video fit in the sales cycle? Should you always use video?

Good news — we have answers from Jason Price, President and Co-Founder of Covideo, an email video platform for sales and marketing. He delivered a powerful message at a #FlipMyFunnel conference on using video for B2B sales.

We caught it all right here on our #FlipMyFunnel podcast.

244: Flashback - Think and Grow Rich Company Culture w/ Katie Burke Aug 27, 2019

In order to cultivate exceptional company culture, you need to “Think and Grow Rich.” Sangram sits down with Katie Burke, Chief People Officer of Hubspot, to talk about the importance of company culture.

243: Want to Be a Better Communicator? Do These 3 Things Aug 27, 2019

In this one, Sangram does a book review of Communicating for a Changeby Andy Stanley and Lane Jones.

242: How to Never Lose a Customer EVER Again w/ Joey Coleman Aug 27, 2019

In our pursuit of conversion rates, we’ve often missed customer retention. Our thrill of the chase has left many of our prospects disasatisfited with their level of service once they become buyers.

It’s an unnecessary evil, says Joey Coleman. He came on our #FlipMyFunnel Podcast to share some mind-blowing thoughts on customer service and how to never lose another customer.

You’ll love this guy.

He’s the Chief Experience Composer (real title) at Design Symphony, which is a customer experience branding firm. He wrote a book called Never Lose a Customer Again, he speaks around the world, loves the mountains, oh, and here’s something fascinating: He sang in front of the pope.

Trust us, this will be an experience.

241: Transforming ABM at Terminus w/ Todd McCormick Aug 27, 2019

Though a leader in helping others implement Account Based Marketing (ABM), Terminus struggled to implement ABM principles itself until two years ago. Todd McCormick and Lucas Ulloque, Chief Revenue Officer and VP of Sales Development, joined #FlipMyFunnel to talk about Terminus' transformational journey to ABM.

240: How Optymyze Defines TAM and Measures ABM w/ Renny and Sarah Aug 27, 2019

The idea of ABM is really about alignment. It's about focusing. It's about concentrating on the group of accounts that are going to provide the highest value to your business. To flesh out the concept of ABM, we brought Renny Fidlon and Sarah McGlinchey from Optymyze to discuss the pillars of ABM success.

239: How to Report on Rev Ops at the Board Level w/ Brad Smith Aug 27, 2019

Revenue Ops has a tough job already. But reporting at the board level adds an extra layer of complexity.

On this episode of the #FlipMyFunnel podcast, we discuss how to crush your next rev ops report with the board. We brought in Brad Smith, our very own Terminator (what we call our rock stars!).

He’s the Director of Revenue Operations here at Terminus, and besides his daily duties, he’s tasked with reporting all of revenue operations every quarter to the board. Whether you are a marketing leader, a sales leader, or in rev ops, check out these 7 tips on rev ops reporting at the board level.

238: How to Conduct Effective 1 on 1’s with the CARE Format Aug 27, 2019

The 1 on 1 meeting.

A lot of us have them on a regular basis. They may be useful meetings to check in with managers or direct reports. They may be time to catch up on workloads, responsibilities, or even just a chance to connect.

For as many of us that have meaningful 1 on 1 meetings though, an equal number of us are frustrated, indifferent, or even hesitant to establish any sort of regular, consistent, individual check in meetings with our managers or direct reports.

But why? Why does the 1 on 1 meeting elicit such a strong response from so many of us?

237: Why a 1.5x Pipeline Is Actually More Valuable than 5x Pipeline w/ Andy Paul Aug 27, 2019

Like radical ideas? Here’s one: You don’t need a bigger pipeline. You just need to create more value for your current prospects.

Radical, right? That’s just one of the many radical sales ideas from Andy Paul.

On this episode of the #FlipMyFunnel podcast, Andy pulls from his experience spanning through four decades of sales. This guy’s a sales genius: He graduated from Stanford before he authored best-selling sales books, such as Amp Up Your Sales, and Zero-Time Selling.

His newest project is The Sales House, which he calls the go-to educational storehouse for all things sales. (The best part is, some of his best stuff is free.)

Let’s jump in.

236: “Stop Giving So Many CTAs” & 2 Other B2B Hacks You Can’t Live Without w/ Randy Frisch, Katie Cantwell, and Tyler Lessard Aug 27, 2019

We talk a lot about using marketing and sales tactics that re-humanize B2B and make it personal.

This episode isn’t just a one scoop of B2B sales and marketing tactics. It’s the full ice cream sundae. Three phenomenal guest speakers gave a fast-fire panel from our #FlipMyFunnel Conference, and we have it all right here.

They offered simple, down-to-Earth, best sales and marketing practices you can use today, at the office, right now.

They each unpacked their version of re-humanizing B2B, talked about video, AI, and how to equip your entry-level employees.

Don’t miss this buffet of thought leadership.

Katie Cantwell — Director of Sales at Showpad. Previously, Director of Sales at Oracle, and Owner of Loyalty at Audi.

Tyler Lessard — Fearless 50 Marketer and VP of Marketing at Vidyard.

Randy Frisch — Co-founder, CMO, and president of Uberflip.

The moderator for this panel was the rockstar Bob Perkins, founder and chairman of the AA-ISP (American Association of Inside Sales Professionals).

234: Do your SDRs talk to your Customer Success team? w/ Ryan Vitello Aug 27, 2019

Can you name the only two customer-facing roles in your business?

Your sales development team and your customer success team. But how often do they intentionally work together to better serve your clientele? While both teams are constantly in communication with your customers, they’re rarely in communication with one another.

This is something our team at Terminus noticed and wanted to change. Ryan Vitello is a sales development manager at Terminus who is constantly looking for new ways to bring the two customer-facing roles together. He’s seen the harmony and magic that can happen firsthand.

Sales development reps are the first interaction your potential customers will have with your brand. While your customer success team are those who are maintaining, nurturing, and growing those relationships. Together, SD and CS have such a wealth of knowledge of what customers care about, what’s working for them, and what doesn’t work for them… imagine what could happen if they shared that?

233: 6 John Wooden Quotes that will change your life Aug 27, 2019

Who is John Wooden?

John Robert Wooden (October 14, 1910 – June 4, 2010) was an American basketball player and head coach at the University of California at Los Angeles. Nicknamed the "Wizard of Westwood," he won ten NCAA national championships in a 12-year period as head coach at UCLA, including a record seven in a row. No other team has won more than four in a row in Division 1 college men's or women's basketball. Within this period, his teams won an NCAA men's basketball record 88 consecutive games. Wooden won the prestigious Henry Iba Award as national coach of the year a record seven times and won the AP award five times. He also won a Helms national championship (which was decided by a poll) at Purdue as a player 1931–1932 for a total of 11 national titles.

232: 5 Skills Every ABMer Must Have w/ Brittney Overstreet Aug 27, 2019

“Not all accounts are the same — often, they each need a personal, detailed approach.”

It’s not every day you meet an account based marketer like Brittney Overstreet. She doesn’t compete with sales. Instead, she believes marketing’s role is to support sales while they pursue revenue growth.

She gets it.

She hopped on the #FlipMyFunnel podcast to share the 5 skills every ABMer must have.

Brittney has an MBA from Howard Payne University, with a Bachelor’s in Digital & Photographic Imaging. She started out crushing creative production for The Greater New Braunfels Chamber of Commerce, before she took the leap into marketing in 2015.

Currently, she leads ABM strategy at Signify Health as the Manager of Account Marketing.

Don’t miss these 5 skills — plus, she shares her stellar techstack with us.

231: 3 Ways to Challenge Your Marketing Team to Drive the Only Metric That Matters w/ Karen Steele Aug 27, 2019

Everyone owns revenue. It’s not sales job, it’s our job. The silos of organizations have to be destroyed in order for us all to get back to the one thing that drives our business: revenue growth.

Partnering with the entire organization to create #OneTeam driven toward one goal, regardless of your department, is every leader’s responsibility, says Karen Steele, CMO at LeanData.

Karen’s seen it all in her incredibly B2B marketing career: she’s rallied marketing teams to drive company growth as a senior executive at Marketo, VMware, Informatica, and Xactly.

Before these, she worked at Next. (Yeah, that Next, with that guy, Steve Jobs.)

Karen delivered a powerful message at the #FlipMyFunnel conference, and we captured the entire thing on our #FlipMyFunnel podcast.

230: Flashback - How to Build a Killer B2B Brand w/ Edward Ford Aug 27, 2019

What do you think of when you think about brand marketing?

Most people probably think about fluff.

And this couldn’t more true than in the B2B and SaaS world.

But according to Edward Ford, there are 3 drivers that are bringing brand to the forefront in the SaaS world.

A shift from commodity to experiences
A shift in power from those that own the supply to those that own the demand.
A shift from building products to building brands

Is your company focused on building a brand?

229: From Peer to Coach- Being a Young Leader in a Rapidly Growing Company w/Christina Simms Aug 27, 2019

Leadership is difficult. Young leadership is harder. When your peers on Friday become your direct reports on Monday, awkward is often the best-case scenario.

Imposter syndrome and doubt often come with the title; this young leader fought back with radical candor, trust, and empathy.

If you’ve ever found yourself in a peer-turned-leadership position, especially as a young person or first-time manager, you’ll want to hear from Christina Simms. She’s a Customer Service Manager here at Terminus, and she’s a rockstar with her team, many of whom she worked alongside as peers just days before her promotion.

She came on our #FlipMyFunnel podcast and was radically candid about what she’s learned as a young leader in her role.

228: Why Every Person Needs a Big Rock to Move w/ Sangram & James Carbary Aug 27, 2019

A few weeks ago, we did an episode about forcing functions. The LinkedIn messages, emails, and comments just keep rolling in, so we had to revisit this topic.

Co-hosted by both Sangram and James Carbary, this episode tackles “big rocks, rolling thunder, and small wins.” Sangram shares his secrets what it takes to continually motivate your team with the right amount of challenge, tempered by celebrating milestones along the way.

Sangram pulled out some lessons from NFL player Reggie Rivers as well and shared what he’s learned about comparing your business environment to an athletic event. Don’t miss this second take on forcing function, and how it creates the team mentality that delivers results.

(If you missed the first episode on forcing functions you can find it here.)

This was a power-packed episode, so let’s dive into Sangram’s three ways you as a leader can motivate yourself and your team.

227: How Your Business and Brand Become the Most Trusted Voice w/ Marcus Sheridan Aug 27, 2019

Sales teams make more money than marketers for one crazy simple reason: They speak the same language as the business owners.

Marketers are great at describing their value in marketing terms, such as positioning, value prop, and image. Meanwhile, the entire sales team shrugs their shoulders and says things like “driving revenue” and “ROI.” This sales language is the same bottom-line language of the CFO & CEO.

Marcus thinks it’s time marketers made some communication changes, and started communicating effectively within our organizations, and to our customers.

You’ve probably heard of Marcus Sheridan. Besides being featured in numerous magazines, blogs, and conferences, he turned a drowning pool company into a million-dollar business, founded 3 successful companies, and authored They Ask, You Answer, Mashable’s #1 Marketing book for 2017.

Oh, and in his spare time, Marcus is a keynote speaker, which is how I got to know him. He ran as fast as he could, but I caught up to him for our #FlipMyFunnel podcast.

Check out what he had to say. (You’ll see why I ran so fast.)

226: 3 ABM Truths and a Lie w/ Katie Bullard Aug 27, 2019

“When we first decided to get serious about ABM, we were amazing at it.”

“That’s the one lie I will tell you.”

Everything else, was action-packed truth.

For this episode, We listened in on Katie Bullard’s presentation at the #FlipMyFunnel Conference, and have the breakdown here. In 6 powerful minutes she threw out 3 fundamental truths every marketer needs to understand ( and she even gave an easy math formula to determine the ideal mix of ABM vs. Inbound strategy).

Katie is the Chief Growth Officer at DiscoverOrg, where they’re delivering dynamic data that connects B2B sellers with their ideal buyers.

Get ready for 3 truths and a lie (ABM style).

225: How a 4-Time CMO Says You Should Create Your Ideal Customer Profile w/ Kirby Wadsworth Aug 27, 2019

ABM is easy as soon as soon as you define your original ideal customer profile.

But that’s just like the old Steve Martin answer on how to be a millionaire:

“First step: Get a million dollars.”

So how do you get that million dollars? Or, in this case, how do you define your ideal customer profile?

Our advice, listen to this guy: Kirby Wadsworth. If that name is familiar to you, it’s because he’s an author of an Amazon 5-Star book, he was featured in Forbes’ Most Influential CMOs on Social Media, and he’s won tons of awards in the B2B space, including the Webby and W3 Awards and SiriusDecisions Return on Marketing & Sales Integration Award, to name a few.

Currently, Kirby’s the CMO at Illusive Networks, where he and his team are on a tremendous growth trajectory, while Kirby is helping define their ICP.

He came on #FlipMyFunnel to share what he’s learned.

Don’t miss it.

224: How an SDR Created a Makeshift ABM Playbook and Landed at Our Door w/ Kenny Brady Aug 27, 2019

“Funny story: I was going through your open positions to pitch you on our staffing services. Instead, I think you have a position that was written just for me.”

Those were the opening lines Kenny Brady sent our VP of Customer Success. Now, Kenny is one of our Terminators, crushing it as a Customer Service Manager.

It’s easy to love this guy: He’s a volunteer with Habitat for Humanity, and he was working for Hire Heroes USA, when he found us at Terminus.

Before coming on board, Kenny worked in sales with a variety of SaaS companies who all had similar approaches: “Take this list of random contacts. Call everyone. Bring in some results.”

Kenny knew there had to be a better way. In fact, without knowing it, he created his own makeshift ABM from his experiences along the way, even before he knew what ABM was.

You gotta hear his story.

223: 5 Ways to Be Productive as a Travel Warrior Aug 27, 2019

Here are five ideas for maximizing your time and energy on the road:

1) Don’t drink
2) Eat salads
3) Work out in the morning
4) Sleep early
5) Read more on flights with no WiFi

222: Creating Video Content: 4 Reasons You've Probably Never Considered w/ Ethan Beute Aug 27, 2019

Most of the crazy community in #ABM believes passionately in the problems we solve and the value we deliver. We love what we’re doing, and we’re excited to share because we know we can solve our customers’ pain points.

Maybe it’s time we became more familiar with a method of communication that delivers the excitement we have about the product we represent. Let’s dive a little deeper into personalized video content.

I brought in a pro from BombBomb, where fun is literally one of their core values, and personalized video is their core product. Also, “fun” isn’t just some back-of-house mantra slapped on a “why you should work here page” … fun is woven into the fabric of the entire company, all the way through to the VP of Marketing, Ethan Beute.

Check out his goal on the first line of his LinkedIn profile: “To wake up every day excited to make things.”

Videos are one of Ethan’s main creations. I had to have him on #FlipMyFunnel to share what he’s learned from making over 7,000 videos.

Honestly, he blew me away.

221: The Perfect Marriage of Automation & Personalization w/ Kyle Porter Aug 27, 2019

Empathetic listening, one-on-one conversations, and building amazing, personal touches are vital to your customer experience.

Creating scalable, repeatable, and automated sales strategies is crucial to your company’s growth.

Personal v. Scalable

Most companies struggle to be personal or to scale. A few companies may accomplish one. But the truly successful companies have learned to do both.

That’s what differentiates the best companies from all the others, according to SalesLoft CEO, Kyle Porter.

This guy needs no introduction. In this episode of #FlipMyFunnel, we explore the insights Kyle Porter shared with us at #FlipMyFunnel in 2018. His team at SalesLoft ran a study where they reviewed 200 million sales interactions, and they uncovered which ones were working, why they were working, and how your B2B brand can repeat them.

Don’t miss his power-packed delivery.

220: How To Practice Fearlessness In Marketing w/ Madison Bennett Aug 27, 2019

Fearlessness is taking the keys to the Ferrari.

That’s one of our core values at Terminus. But what does it look like to be fearless in marketing?

Marketing Operations Coordinator at Terminus, Madison Bennett, says it’s about being unafraid to challenge people and processes at any turn. When it comes to marketing operations, you want the best accounts to be your customer. Period.

When you find the best accounts for your sales team, that customer is going to flow through your deal cycle so much faster because you know they’re ready to buy. They’re also going to be better accounts for your customer success team to work with because they’re engaged and interested in what you’re doing.

You have to be fearless in doing what it takes to find those key accounts for sales to go after and for customer success to engage. To find the best process to tee up only the accounts that are going to be most successful. Where the goal used to be “fill that funnel” with as many people as possible… now we know exactly why we sent this account to sales.

But how do you sustain fearlessness in marketing operations?

219: Mindful Leadership: How It Brings Your Life Into Balance w/ Alex Latraverse Aug 27, 2019

We all like honest people. People who can inspire us with their successes, and expose their downfalls. But when those people can communicate what they’ve gained, package it, and redeliver it in way we can benefit? Those aren’t just people we like, they’re people we want to be like.

Someone that I think everyone should be like is Alex Latraverse. He’s one of our Terminators (what we call our star team members here at Terminus). He is full of successes in his leadership role as VP of Enterprise Sales, but what everyone loves most about him isn’t just that he’s a great leader to success.

He’s a great leader by example, and he’s willing to admit his own mistakes.

He had a turning point in his life when he realized the successes of his career were anything but reflected in his personal life. So he went on o bit of a journey workplace leadership. He discovered mindful leadership — an expression of leadership that puts you in control of your own thoughts and emotions.

It’s been a game-changer in his life — You have to hear what he has to say.

218: Forcing Functions: Why Every Organization Needs Them Aug 27, 2019

Forcing function are the greatest reason why innovation happens in companies at a rapid scale.

Think annual conferences like salesforce - the teams know that they have to a whole new messaging, product, acquisitions, and many other things to make the event stay relevant. Can u imagine salesforce not launching anything new at Dreamforce?

Think steve jobs unveiling the new new iPhone as the world watches him.

But there a forcing functions that can help you do just that in in your role and company:

At Terminus - we rolled our weekly all hands where product or a team will showcase what they are doing each week

Think local events that will create urgency

Bringing customer in the office will drive attention to details and office culture and clean up

Sending customer success and tech people periodically on visits to customers to learn who the customer is

Customer of the month program

Boards meetings are a great setup for it too

For individual contributors:

status update meeting with agenda and action items before you end the meeting
Priority list of saying what we will do and what we won’t
leading with purpose and results to-date so it sets a clear context and gets everyone on the same page

217: Flashback - The 5 Factors of Success in Entrepreneurial Leadership w/ Godard Abel Aug 27, 2019

In this one we talk to Godard Abel, Co-founder and Executive Chairman at G2 Crowd and CEO at SteelBrick before he sold it to Salesforce, about how there are many different factors in determining the success or failure of a leader or business.

216: 4 Controversial B2B Marketing Trends You Need to Start. Yesterday. w/ Peter Weinberg Aug 27, 2019

We have some “contrarian” advice for all B2B Marketers, and it comes straight from LinkedIn:

First piece of advice: The only advantage you can gain is in going against the crowd (be contrarian).

Second piece of advice: Listen to Peter Weinberg, LinkedIn’s Global Brand Strategy Lead.

You may not agree with everything he has to say, but you need to listen anyways: He’s one of the people who’s working behind the scenes, changing the landscape for LinkedIn, where a growing amount of B2B marketing and advertising is taking place.

(Oh, that contrarian thing came from Peter, by the way.)

He joined us at #FlipMyFunnel 2018, and it’s all right here.

215: 3 Mergers And Acquisitions To Watch Aug 27, 2019

News flash! Things are heating up from a mergers and acquisition standpoint in the marketing space.

From owning the B2B space to improving personalization in content marketing, these mergers and acquisitions are sure to shakes things up. This week, we’re talking three major moves to watch, plus one piece of surprise news for female entrepreneurs.

214: Authenticity and Ferraris: One Employee’s Final Thoughts on His Time at Terminus Aug 27, 2019

There comes a time in the life of every founder when they have to say goodbye to a team member.

It’s never fun to lose people, but it’s especially bittersweet to lose someone who you not only consider a fantastic team member, but also a member of the family.

Unfortunately, that time has come at Terminus as we say goodbye to one of our Senior Customer Success Managers, JJ Atherton.

JJ has been with Terminus since 2016, and has done incredible things in the Customer Success space, helping scale the organization to be the well oiled machine that it is today.

We wanted to have JJ on the show as he completes his time at Terminus to share some of the things he’s learned, hear what’s next, and hear his final challenge to the #FlipMyFunnel listeners.

213: 5 Things We Learned From HYPERGROWTH Aug 27, 2019

We love conferences and events at #FlipMyFunnel. They’re incredible places to hear from the best leaders in the industry, network and build lifelong relationships, and get inspired on the next big thing. But, let’s be honest, we can’t attend them all, especially when you’re don’t live in a big, urban city.

James and Sangram recently attended HYPERGROWTH in Boston. They brought home so much inspiration on how to take events to the next level and felt compelled to share with those who couldn't attend.

James and Sangram see HYPERGROWTH as the new playbook on producing events. Events can be expensive to pull off. It’s hard to make any profit in the first few years and often hard to convince your finance department of the benefits. But we could learn a thing or two from HYPERGROWTH.

We talk about the five things you can learn from HYPERGROWTH to take your events to the next level.

212: How to Be an Amazing Fractional CMO w/ Dave Knox Aug 27, 2019

Fractional CMOs are new in marketing, and it makes sense. A perfect fulltime CMO may not be what the company needs right now, but a proven marketing expert that can solve real time issues? Every business needs that.

Enter in Dave Knox.

Dave had just finished his stint as CMO at Rockfish after turning it into one of the fastest growing agencies in the country. Simultaneously, Dave co-founded the Brandery, one of the top startup accelerators in the country.

In his spare time, Dave combined both his marketing and entrepreneurial expertise and wrote an Award-winning bestseller entitled “Predicting The Turn.” Now, he’s working as a fractional CMO, helping a variety of companies fill the gaps in their marketing strategies.

So trust me: There’s no one better to hear from about marketing and entrepreneurship than Dave Knox. He hopped on the #FlipMyFunnel podcast and gave us some phenomenal insight to his unique world of marketing and entrepreneurship.

211: Turn Your Pitch Into Your REASON w/ Dale Dupree Aug 27, 2019

Surface level stuff is bullcrap.

Prospects hear the same stuff everyday.

“My product can save you 15% or more.”

“This tool could really benefit your business.”

Blah blah blah.

It’s all the same.

To stand out, you need to create a connection.

Enter the Copier Warrior aka Dale Dupree, but you can call him the Copier Warrior.

At the #FlipMyFunnel conference, Dale gave great insight into how to make an impression with your prospects.

How?

By turning your pitch into your REASON.

Let’s dig in.

210: Flashback - What It Takes To Be A Modern CMO w/ Kyle Lacy & Justin Keller Aug 27, 2019

Modern CMOs wear a bunch of different hats. And that involves being an expert in several different fields. They have to be obsessed with the entire customer journey from prospect to upsell. They have to balance lead generation and brand management. And they have to measure results when they can, but simultaneously be comfortable investing in marketing activities that can’t be measured.

When should they invest in their brand? In demand gen? Across different parts of the sales funnel? Today we’re joined by two CMOs who have had to check their traditional views of marketing at the door:

Kyle Lacy - Vice President of Marketing at Lessonly

Justin Keller - Vice President of Marketing at Sigstr

Kyle and Justin have learned three big lessons in their time as CMO’s:

The job of a CMO is not like other executives, it’s a combination of many different jobs.
Sometimes the most impactful things your marketing team can do are not scalable or even measureable!
Your company’s brand is so, so important.

209: 3 Reasons Why Sales Should Care About ABM w/ Alex Latraverse Aug 27, 2019

In this one, Sangram talks to Alex Latraverse, VP of Enterprise Sales at Terminus, about the relationship between sales and ABM.

208: 5 Things I Learned From the Conex Conference Aug 27, 2019

I was recently lucky enough to attend Conex, a content experience conference put on by UberFlip. It was 3 days of incredible speakers, life lessons, and even a little axe throwing (if you’ve never done axe throwing, I highly recommend it.)

Once I was finally able to come home and decompress, I sat down with one of the show’s producers for a discussion on my biggest takeaways from the event.

I learned a ton and wanted to make sure I got it all down. So without further adieu, here are my 5 big takeaways from the Conex conference.

207: Could a Freelancer Replace Your Full-Time Staff Member? Aug 27, 2019

If current trends in independent contracting continue, 50% of the workforce will be comprised of freelancers by 2027. Is your company ready for this?

According to the Freelancing America survey, the freelance workforce grew at a rate 3x faster than the U.S. workforce overall since 2014. And can you guess who’s driving that change? That’s right, Millennials.

It’s a modern workforce, and it’s a good one. You can take advantage of this marketplace to make your business more efficient and effective.

My guest on the #FlipMyFunnel podcast today is Susan Marshall. She worked at Adobe, Apple, and Salesforce before becoming the CEO of Torchlight. She’s an expert when it comes to connecting businesses with on-demand marketing professionals.

So how can we take advantage of this evolving workforce?

206: The 3 Steps You Need To Launch Your ABM Strategy w/ Elle Woulfe Aug 27, 2019

If you’re starting your ABM strategy with the M in ABM before the A, you’re doing it wrong.

Elle Woulfe is the VP of marketing at PathFactory where she helps marketers optimize the path to purchase. When it came to building their ABM process, she’s quick to admit that her team stumbled into, what is now, an agile approach to ABM.

She embarked on the ABM process in the first place when she noticed a bad funnel conversion at PathFactory. While they had lots of people in the funnel and were pretty good at getting them to commit to a meeting, they struggled with moving them down the funnel. People would just fall out.

Thankfully, PathFactory has always been a company that believed in breaking off a little piece at a time to iterate it, rather than jump into big changes. So they took that healthy habit to figure out how to move the company into a 100% target account selling model.

205: Executing a Successful ABM Campaign at Scale w/ Heidi Vandermeer Aug 27, 2019

A successful ABM campaign is tough. Doing it at scale is even tougher. So we thought we’d talk to someone who has quite literally won an award for her ABM campaign at scale. Heidi Vandermeer talks about what it takes to run an ABM campaign at scale, and how her company did it.

204: How to Run a Board Meeting as a Rockstar CMO w/ Tim Kopp Aug 27, 2019

It can be intimidating to go before a board.

Especially as a new CMO.

But this doesn’t have to be the case. There are strategies and facts that you should be prepared with as you enter a board meeting.

Tim Kopp, venture investor at Hyde Park Venture Partners and a start-up advisor, knows these strategies inside and out.

He encourages CMO’s to remember that the board is filled with allies who want you to succeed.

On a recent episode of #FlipMyFunnel, we caught up with Tim to hear his invaluable advice on speaking in front of a board as a CMO, what to be prepared with, and how to approach the CMO job with the greatest chance for success.

203: How to Deliver a TED Talk (or Any Important Talk) Aug 27, 2019

Delivering a talk is a critical skill whether you are speaking to an intimate gathering in the boardroom or a crowd of thousands for a keynote. The advent of TED Talks has helped shape the public's expectations for what a meaningful address actually sounds like. Many business professionals, however, struggle with this new style of public speaking.

On the #FlipMyFunnel podcast, Sangram Vajre and James Carbary discuss the book How to Deliver a TED Talk: Secrets of the World's Most Inspiring Presentations by Jeremy Donovan. They consider Donovan's five major major components to delivering a top-shelf speech: how to open, how not to open, the use of the pause and "you," making someone else the hero, and how to close.

202: What for-profit can learn from nonprofit w/ Katie Bisbee Aug 27, 2019

The nonprofit world gets a bad rap.

Images of people sitting around in circles talking about being nice, operating without a clear set of goals, using marketing as an afterthought.

It can sometimes seem like the nonprofit organizations aren’t on par with for-profit companies, or those in the B2B or B2C worlds.

On the other side of the coin, there’s a reason people want to go to work for nonprofits. They want to feel like they’re waking up in the morning to make a difference in the world. Like their lives are being used to make other people’s lives better, not just to make another dollar.

So what can the nonprofit and for-profit worlds learn from one another?

201: Flashback - Insights From 10 Years of Inbound Marketing w/ Kipp Bodnar Aug 27, 2019

Marketers aren’t trusted because more often than not, they don’t take time to develop relationships. Kipp Bodnar, CMO at HubSpot, has over 10 years of experience in the field with results to prove that taking the time to make real connections online leads to real results.

200: Celebrating 200 Episodes of the #FlipMyFunnel Podcast! Aug 27, 2019

Cue the Rocky theme music, we’ve made it to 200 episodes! We started this journey on January 1st and don't plan on ending anytime soon.

A huge thank you goes out to all of the folks who have been on the show and who have listened to the show!

199: Ensuring ABM Accuracy, How To Ensure Each Cookie Is A Person You Want To Target, Even When There Are Millions of Them! w/ w/ Daniel Hellerman Aug 27, 2019

Let’s face it.

Advertising is hard.

When you’re trying to market your product or business, you rely on cookies. Those things that follow your online activity, and they tell an awful lot about a you and your customers.

But with the surging popularity of account based marketing, and hyper-focused advertising, how do you ensure that your cookies are pointing at the people that you actually want to engage? Even if there are millions of them?

198: Flashback - Are You a Manager or a Leader? 5 Areas to Examine Aug 27, 2019

Are you a manager or a leader? These five assessments will tell you.

197: How to do NewsJacking on new rules of PR w/David Meerman Scott Aug 27, 2019

This was a LIVE podcast we did at Inbound conference with NYT best seller David Meeran Scott on new rules of newsjacking, working with Tony Robbins, and agile selling.

196: Flashback - How to Avoid the Status Quo w/ Joseph Jaffe Aug 27, 2019

In this episode we hear from Joseph Jaffe, Co-Founder & CEO of Evolution.

195: What It Takes To Write A Book w/ David Lewis Aug 27, 2019

You don’t have to be a writer to write a book. Do you have something to say? Are you knowledgeable on a certain topic that the majority of the world may not be?

Then maybe you should write a book.

David Lewis (DemandGen) and Sangram Vajre (Terminus) each wrote a book to create credibility in their space, and it was a game changer for their business. They gathered their insight, personal experiences, and all the content they’d already created in the past and built their books. Then they let editors do the rest.

Six months of grueling dedication not only allowed them to build credibility for their business, but has given them a solid product to give new employees, potential clients, and even sell at conferences.

So what does it take to get your book done? David and Sangram take us through everything you should consider.

194: Book Review Week - The Last Career Guide You Will Ever Need Aug 27, 2019

What if the best career advice you could get came from a comic book?

If you haven’t read Daniel Pink’s The Adventures of Johnny Bunko: The Last Career Guide You'll Ever Need, go pick it up right now, and instill these lessons into your life.

There is no plan
Focus on being the best at what you’re doing today.

Think strengths not weakness
Instead of focusing on what you’re not good at, focus on the things that you excel at doing.

It's not about you
It’s not about you, it’s about your customer.

Persistence trumps talent
If you give up at the first roadblock, you won't’ make it.

Make excellent mistakes
If you can’t be brave enough to make mistakes, you’ll never get where you want to go.

Leave an imprint
Change someone’s life by helping them learn.

What are you doing to make yourself the best that you can be?

193: Book Review Week - The 22 Immutable Laws of Marketing Aug 27, 2019

Despite being a mere two hour read, The 22 Immutable Laws of Marketing provides immense clarity. Detailed amongst the 22 immutable laws, reside lifelong lessons that are extremely relevant to people in Marketing and Sales; as well as if you’re someone who's building a leadership team, a company and you’re grappling with associated challenges.

While most people and organizations are focused on pursuing the trends and changes occurring throughout the world’s markets, this book instead makes a brilliant case as to why we should stay grounded in what’s not changing.

In other words, the 22 immutable laws.

In this interview, Sangram chooses to focus on his three favorite laws of the 22.

One of the biggest realizations one could make through the explanation of the laws of leadership, category and focus is that Marketing is a battle of perceptions.

When it comes down to it, in order to gain a competitive advantage in order to win the hearts and minds of your target market, the first step is to change the way you think about Marketing … you need to change your perceptions.

Then after applying the “22 Immutable Laws”, the rest will fall into place.

192: Book Review Week - To Sell Is Human Aug 27, 2019

Daniel Pink’s fabulous book “To Sell is Human” is groundbreaking. In this episode, Sangram breaks down five of the key lessons he’s learned from reading Pink’s book.

191: Book Review Week - 3 Lessons from Peter Drucker's "The Effective Executive" Aug 27, 2019

Effective enterprise leaders ask themselves two questions:

What needs to be done?

What is right for the company?

Peter Drucker gives both of these points away in the first page of his book “The Effective Executive.” These may seem simple. They are. And they have amazing returns.

Not only does Peter give these away, he gives us a specific plan of attack. On this episode, you’ll get an inside peak from the minds of one of the executive greats. We tell you his plan on how to ask the right questions, communicate effectively with your team, and maximize your productivity.

190: Flashback - How To Humanize B2B w/ Andrea Neiman Aug 27, 2019

Vulnerability is not a weakness, as you may have been told. Vulnerability and self-awareness are actually keys to great leadership, especially in marketing, where a primary function is connection with people.

Getting to the heart of the matter -- a path far too many shy away from. But not Andrea Neiman.

Andrea joined me on the #FlipMyFunnel podcast to tell about how vulnerability and self-awareness are powerful tools in marketing. Andrea is the Senior Manager of Marketing at NetLine Corporation, and has been a Product and/or Channel Marketing Manager at various companies, including Adobe, Logitech ,and others.

She came on the show to help us humanize B2B.

189: How Pardot Sold Their Company for Roughly $100M in Five Years w/ David Cummings Aug 27, 2019

David Cummings co-founded Pardot during the heat of the recession. Initially, David wanted to replace the function of the traditional contact forms you find on most websites. Instead of contact forms landing in your inbox for you to use as a lead magnet, what if they went directly into your CRM platform according to your business’ unique rules?

In other words, what if they could be inserted into your CRM platform in a structured fashion and monitored for micro web analytics so that you knew exactly what your customers were doing on your site.

A year after launching, they were slowly, but steadily, growing and proceeded to add email marketing, automation rules, landing pages, and other modules to their toolkit. The momentum never stopped until they sold the company for over $100M.

188: Wake Up Earlier and Supercharge your Day Aug 27, 2019

What would your day look like if you were to commit to waking up an hour early? Just one hour earlier than you normally do? What could you get done?

The book lays out 6 steps to crafting the Miracle morning.

187: Community Is the New Book Value Metric for Your Brand (Or Business) w/ Anand Thaker Aug 27, 2019

Community is the new book value metric for your brand (or business). Anand Thaker joined me for this episode to dive deep into this idea. Besides being a great friend and personal mentor, Anand is the CEO of IntelliPhi.

He founded intelliPhi, and built his own community, with the mission of helping growth executives make smarter go-to-market decisions. His mission can be summarized through this equation:

Intelligent Systems + Big Data + Experienced Leaders = Insightful Decisions

With that said, Anand said the first step is to determine your own mission. After you figure out a problem you want to solve, build a community around it. And here’s the good news:

You can always gather people around a problem.

186: Aligning Sales & Marketing on the Same Content Map w/ Ryan O'Hara Aug 27, 2019

More than ever, sales and marketing need to be on the same page and providing content. In this interview Ryan O’Hara, VP of Growth and Marketing at LeadIQ, talks about alignment and content strategies that work for sales teams.

185: Flashback - How to Schedule Your Day to Be Exceptional w/ Morgan Ingram Aug 27, 2019

For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some sort of schedule to be exceptional.

184: Flashback - From Peer to Manager w/ Alex Latraverse Aug 27, 2019

When you’re a manager—especially a new one—it’s easy to forget that leaders are at their best when the people under them are at theirs. Here’s how to get back to the basics of building and developing your team members as people first.

183: Flashback - The Difference Between Giving Up and Letting Go Aug 27, 2019

Everybody has those days when it feels like the cards are stacked against them. But how do tell the difference between giving up, and simply deciding to let go? What needs to shift in your mindset to make the change? Sangram is here to tell you.

182: How to double your win rate with ABM - Daniel Oxenburgh Aug 27, 2019

What one area in B2B Marketing should you focus on for the greatest impact, that by focusing on in it for the next 6 months, your win rate will double?

Meet Daniel Oxenburgh. He’s the Co-Founder & Managing Director at Ox Consulting, who’s one focus is to help tech companies strike a balance between foundation & growth using ABM.

Most people’s immediate hunch when switching to ABM is to run a demand generation campaign and go from there. But that won’t have the greatest impact; pipeline acceleration will!

“Work back from your customer. Figure out what ABM campaign / tactic to start with and just start there,” said Daniel, “Start hyper focusing on solving that one challenge.”

181: Humanizing ABM: The Lifeboat for the Perfect Storm w/ Daniel Gaugler Aug 27, 2019

In a world where Netflix and Pandora have set the precedent for ultra personalized content, the job of salesperson and marketer has become harder than ever.

The modern B2B buyer abides in what Daniel Gaugler, CMO at PFL, would describe as the “perfect storm”. Let’s be clear. The term “perfect storm” is not positive. It’s super difficult.

Once you’re caught in the perfect storm, how do you find your way out?

The answer is simple enough: humanize ABM.

180: Award-Winning Lessons You Need for Your Next Demand Generation Campaign w/ Daniel Englebretson Aug 27, 2019

Stop focusing on one thing at a time! If you focus too much on one thing, you’re actually trapping yourself. This episode I sit down with Daniel Englebretson, the winner of the 2018 ABMie for the Best Demand Generation Campaign. One of the greatest lessons he learned is that instead of focusing on one thing first, you’re better off spreading yourself thin in lots of areas and seeing what sticks. Then you’re ready to crush that one thing! Check out the interview to learn the rest of Daniel’s award-winning lessons.

179: Flashback - A Day in the Life of an SDR w/ Jim Tocci and Brad Wilkerson Aug 27, 2019

They are organized. They stick to a process. They focus on the wins. They are vital to many organizations.

Many times, people within the B2B space do not fully appreciate the role they play. What are “they”?

SDRs.

Both Jim Tocci and Brad Wilkerson of Terminus joined Sangram on this one to talk about a day in the life of an SDR.

178: Flashback - 5 Lessons Learned From Doing a Daily Podcast Aug 27, 2019

The first two months that this podcast was live blew our mind.

After cracking the iTunes charts and over 800,000 LinkedIn views in 2 months, without spending a dime in ad money, Sangram learned a thing or two from podcasting and posting content based on the episodes.

Here are the five biggest lessons he learned.

177: Flashback - 5 Ways to Build A Winning Company w/ Scott Dorsey Aug 27, 2019

How do you go from a one-person company to being listed on the NYSE?

On this #FlipMyFunnel podcast, we spoke with Scott Dorsey, who spent over a decade building a wildly successful business.

He laid out five key ideas for anybody looking to build a winning company.

176: Humanizing Sales Chat in a Bot Filled World w/ Chris Handy Aug 27, 2019

Chris Handy, customer marketing leader at Drift, shares his knowledge about how to conduct sales chat in the world of bots. He wants others to understand how to properly utilize this technology for greater success while allowing room for error and growth.

175: Personalized Marketing and 1:1 Campaigns in an ABM World w/ Amber Bogie Aug 27, 2019

Amber Bogie, senior marketing manager at Planview, Inc., has an amazing amount of insight on 1:1 personalized marketing campaigns. This insight led her to win an ABMie award for the best 1:1 campaign. She shares this insight in an episode of #FlipMyFunnel, encouraging marketing and sales teams to work together for an incredibly personalized account based experience.

174: Flashback - How to Use ABM to Upsell and Expand Your Business Offerings w/ Chris Reene Aug 27, 2019

ABM is not about doing using the same tactics over and over again. It’s about using creative means (cross-selling, upselling, and encouraging expansion) to hit revenue goals.

Listen in to hear all this and more from Chris Reene, Enterprise Account Executive at Terminus.

Also, learn why Chris stopped wearing socks! Weird...

173: Using the 7x7 Framework for Communicating Change Aug 27, 2019

Have you ever been super excited about change at work?

Have you ever been confused, or frustrated, as to why not everyone is on the same page as you?

Transition can be overwhelming. Simply announcing the launch of a new platform or core value isn’t going to cut it.

That seems like common sense right? Right. But in practice, it’s not uncommon to want to move at a faster pace.

Some people can feel ready from the get go. Others need to take time to process and understand what is expected before they are fully on board. What’s the best way to effectively communicate change so your team isn’t left frustrated and frantically trying to keep up? Glad you asked.

Enter the 7x7 Framework.

172: What Makes a Great Chief Marketing Officer w/ Alex Gobbi & Kira Mondrus Aug 27, 2019

Alex Gobbi, CMO at Secureworks, and Kira Mondrus, CMO of QASymphony, discuss their important role at their respective companies. They share their expertise on what it means to be a modern chief marketing officer, and how others can implement their tips in their own companies.

171: 3 Tips You Should Use to Master Personalization w/ Matt Heinz Aug 27, 2019

In this interview adapted from the B2B Growth Show, Logan Lyles sits down with Matt Heinz, President of Heinz Marketing, who explains the secret of how you can craft truly personalized messages that work in as little as 30 seconds.

170: How One ABM Strategist Quadrupled Conversion Rates in 6 Months w/ Jeremy Middleton Aug 27, 2019

What if you could start over with your ABM Strategy? What if you could rethink the whole process, redesign your toolbox, and refresh the screen?

That’s exactly what Jeremy Middleton did. Jeremy has worked at Hewlett Packard and HP Enterprise for years in marketing strategy, and he just celebrated his 1 year anniversary as Senior Director of Digital Marketing at Pramata. Last October, he wanted to rethink their whole marketing strategy.

He took the drawing board, and erased it. Former tools? He stopped using many of them. Old ideas? He tossed them. Complex strategies? He simplified them.

Guess what? It worked. His team quadrupled their conversion from leads to opportunities in just six months. We just had to give him our an ABMie (an award we give out to top ABM strategists every year).

The best part? Jeremy came on our FlipMyFunnel Podcast to tell us how he did it. Don’t miss it.

169: Flashback - 3 Questions to Determine Strategy in Business w/ Brian Brown Aug 27, 2019

Today, we're replaying an interview with Bryan Brown, Chief Product Officer at Terminus, who shares his wisdom on strategy that has served him during his 17 years of success in the marketing tech industry.

There are three important questions to consider when determining strategy.

First up: where do you compete? Second: how do you differentiate? And third: can you transform your product into a platform?

Using these three questions as a guide, a successful strategy can be created to align and propel a company forward in its industry.

168: MBA vs Startup - How Would You Spend $100K? Aug 27, 2019

On a recent episode of the #FipMyFunnel podcast, we talked about this very topic. How would you spend $100k? Starting a startup, or getting an MBA?

Because at the end of the day, once you factor in your time, your energy, and the tuition you’re going to pay to attend a quality institution, you can easily spend north of $100k on an MBA.

167: Startup Lessons Learned Through the Eyes of My 14-Year-Old Nephew Aug 27, 2019

Sangram's nephew spent 4 days at Terminus. Here's what he learned.

166: Building an ABM Playbook Aug 27, 2019

Three knowledgeable guests share their experience with account based marketing at the 2017 Revenue Summit. Avi Bhatnagar, Julia Stead, and Bassem Hamdy talk about account based strategies that have worked for them, as well as the hiccups they have encountered using this marketing strategy.

165: Here's How You Can Build an Award-Winning Pipeline Acceleration Campaign w/ Justin Keller Aug 27, 2019

It’s easier than ever to build a pipeline acceleration campaign, providing you have the right tools and team members in place. In this special FlipMyFunnel, One Hero episode, we sat down with Justin Keller, VP of Marketing at Sigstr to discuss how his latest campaign won the best pipeline acceleration award.

164: Flashback - How to Hire Great Talent to Build Your SDR Team w/ Lucas Ulloque Aug 27, 2019

Today, we're replaying one of our early episodes, a great interview with Lucas Ulloque that you might have missed if you recently subscribed to the show. Hiring & Investing in great talent is crucial to building a successful SDR team. Listen in to hear Lucas, who is Director of Sales Development at Terminus, talk about four more crucial keys.

163: Want to Build a World-Changing Movement? You Need 1 of These 4 Skills Aug 27, 2019

Do you have what it takes to build a world-changing movement?

You probably do! All you need is 1 of these 4 skills:

Futurism
Thought Leadership
Influence
Evangelism

162: Why Building Community Is The Single Most Important Thing You Can Do For Your Business w/ Judd Borakove Aug 27, 2019

Religion, fitness clubs, and even brands all have followings for the same reason—they create communities that meet a basic human need to belong to something.

This need to belong extends to all areas of life, including the workplace.

We recently chatted with Judd Borakove, member of the Forbes Coaches Council and strategic consultant extraordinaire, as he shared with us the inherent value of building community in your business and the benefit of employees who feel they are valued beyond their talent.

161: ABM that Sales Won't Roll Their Eyes At w/ Sonjoy Ganguly, Mike Burton, & Anastasia Pavlova Aug 27, 2019

Account Based Marketing isn’t new.

Any sales profession will tell you that ABM started as account based sales. Sales has been doing it for years.

It’s only recently that the marketing teams have picked it up and said “what if we personalized our marketing strategy to our key accounts?”

Sonjoy Ganguly, Mike Burton, & Anastasia Pavlova like to say that it’s not really about Account Based Marketing, or even Account Based Sales.

What it’s really about is an Account Based Strategy.

Sonjoy says that the problem with ABM is that is places far too much emphasis on marketing. In order for an account based strategy to be successful, you have to have buy in from the entire organization.

An entire organization has to align with a strategy, which is no small feat.

But before you panic, don’t think that you’ve got to slow yourself down and wait for the entire organization to evolve before starting an ABM approach.

Odds are, sales has implementing an account based method for years. It’s just a matter of taking that model and bringing the marketing team on board as well.

So start small, be realistic, take a multi-channel approach, and you’ll be ready to move your organization into a true account based strategy.

Want to hear more? Click the link in the first comment.

160: Interview With an Award-Winning Sales Leader w/ Derek Grant Aug 27, 2019

Derek Grant is an incredible sales leader. He is the VP of Sales at SalesLoft and recently won an ABMie for Best Sales Leader. We caught up with Derek at the #FlipMyFunnel Conference and talked all about sales leadership, sales and marketing alignment, ABM, and more!

159: The Power of Video Outreach w/ Morgan Gillespie Aug 27, 2019

We're off in Boston for the #FlipMyFunnel 2018 event! So please enjoy this episode with Morgan Gillespie from Terminus as she walks us through the lessons every SDR needs to know.

What are those lessons? Video! Learn about using video as your initial form of outreach to future customers. She offers tips, tricks, and advice on how to make video work for you.

158: A 4-Part Framework to Build World-Changing Movements Aug 27, 2019

It’s easier than ever to build a community. What you do with that community can literally result in changing the world. In this one, Sangram chats about the 4-part framework he used to build one of the biggest ABM communities in the world.

157: Don’t Be a Commodity. Be a Brand Worth Loving. w/ Ben Baker Aug 27, 2019

Purpose of episode: Without a community, you’re just a commodity.

Mission: Ben did a personal brand exercise with Sangram consulting him on:

What he is good at
Where he has room to improve
All based on the honest feedback he’s gathered, throughout their online friendship.

With Sangram as the anecdote, we learn how the power of storytelling and personal branding can build a community, allowing you to become a leader of your industry and increase sales!

156: How to Break Out of Sales Obscurity by Leveraging Social Selling w/ Koka Sexton Aug 27, 2019

Most of your sales team is using LinkedIn wrong. As a marketer, your job is to teach sales how to leverage their social media to get visibility.

Visibility creates opportunity.

You may have the cure to the world's deadliest disease, but it won’t save anyone if nobody knows about it.

Train your sales team how to break out of social media obscurity and promote their visibility online.

155: How to Execute ABM on a Small Scale w/ Matt Walsh Aug 27, 2019

In today's episode, Kaitlin interviews Matt Walsh, Founder of Noted Analytics all about how to do account-based marketing and sales at a smaller organization.

P.S. If you haven't gotten your tickets to #FlipMyFunnel 2018 yet, you still have a few days! If you're in Boston, register here to grab the $50 practitioner pass: bit.ly/2kbNw95

154: Making Yourself Essential w/ David Pyrzenski Aug 27, 2019

My friend David Pyrzenski talks about the “Essentialism Scale.”

In short, how ingrained into your organization is a product?

How vital a role do the power users of that product play in your organization?

Think about SalesForce.

It’s fully ingrained in the companies that use it, and those “power users” are crucial players.

They’re few and far between. They command a pretty penny.

On the other side is Excel.

It might be fully ingrained, but Excel users are a dime a dozen.

So where does your product fall on the Essentialism Scale? Is your product a commodity, or is it ingrained? Are your power users pawns? Or just players?

153: Netflix Culture code: Giving Your Team Freedom Aug 27, 2019

Most huge companies aren’t generally known for the “freedom” they offer their employees.

But Netflix isn’t most huge companies.

Most huge companies curtail their freedom as they get bigger and bigger. They tighten down the clamps on their people.

But at Netflix, they’ve adopted something entirely different.

Instead of a culture of process adherence, they’ve created a culture of freedom and responsibility. One of innovation and self-discipline.

Treat your people like people, and they’ll hang around. Treat them like employees, and watch them head for the doors.

152: How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles w/ Todd Caponi Aug 27, 2019

Stop selling as if you’re a perfect 5.0.

Products with a 4.2 - 4.5 out of 5 star review sell better than those with a perfect 5.0.

Why? Because vulnerability fosters trust.

A product with a perfect review sounds like a salesperson’s dream, but modern consumers are wary of products that sound too good to be true (because they almost always are!), assuming an authenticity and transparency from a slightly lower rating.

We recently had the chance to sit down with Todd Caponi, author and sales researcher, whose passion and curiosity about sales growth has led him to dig deep into the neuroscience behind this vulnerability “phenomenon”.

During our chat, Todd explained why being upfront about your products’ vulnerabilities can not only earn the trust and business of potential customers, but can shorten your sales cycles.

151: ABM in the Enterprise Aug 27, 2019

So you’ve decided that ABM might be right for you.

Obviously, I think that’s a smart decision, (otherwise I wouldn’t be doing what I’m doing today!)

But how do you go about implementing? How do you begin to turn that ship that is your organization towards doing ABM in a sustainable, holistic way?

My friends Raianne Reiss & Joe Quinn shared at a recent #FlipMyFunnel event, and I think had some remarkable insight.

Joe laid out the first thing that his company did when diving into ABM, which was that they went back through their account tactics, and documented the ones that they knew worked.

When all was said and done, they had 17 proven tactics for their ABM toolbox that they knew had proven impact on accounts.

From there, they funneled them into 3 buckets, asking themselves 3 questions:

How do we introduce our sales account owners to new buying centers or new managers not in database?
How do we ensure that the customers who are using our products are supported?
How do we defend against our competition?

Have you recently started to implement ABM into your strategy? How has it worked for you? What have been the successes and road blocks?

Let me know in the comments!

You can also catch Joe & Raianne’s full interview at the link in the first comment.

150: Why Sales/Marketing Alignment Is Foundational for NI's ABM Strategy w/ Kristen Novak Aug 27, 2019

In this episode Kaitlin interviews Kristen Novak, Account-Based Marketing Manager for Strategic Accounts at National Instruments.

149: How To Get Everyone Involved In Customer Success w/ David Pyrzenski Aug 27, 2019

Customer success is not the job of one person.

It’s the job of your entire organization!

Everyone has a role to play. Even for those departments who define themselves as “Professional Services” instead of “Customer Success.” The specifics of the role might be different, but the goal is the same: Happy customers.

David Pyrzenski recently started as the VP of Professional Services at Terminus, and he had to work across his entire organization to find out what his customers wanted.

What was customer success defined as? Which KPIs correlated to success? What checkpoints did the most successful customers hit and how could David & his team replicate those steps?

David recognized in this new role, that his team’s role was not on an island, he needed to bring in as many groups as possible in his organization to serve customers the right way.

So, here’s a specific challenge for marketers this week: Invite your sales counterparts into your plan. “Look what we have and give us your feedback.” They’ll be more connected.

The next time you’re thinking about going to an event that has a marketing focus, invite your salespeople! Because at the end of the day, your marketing efforts are there to help them make more sales.

148: Netflix Culture Code: Highly Aligned, Loosely Coupled Aug 27, 2019

Having issues coordinating your organization’s teams?

You’re not alone.

Fortunately, Netflix has given us a prime example of how best to tackle the challenge of keeping a rapidly growing business under control. It involves unifying your teams on a strategic nucleus and allowing them to work toward the goal as their unique tactics deem necessary.

We talk about that and more on today’s episode.

147: Creating Meaningful Marketing in the B2B World w/ Soon Yu Aug 27, 2019

“It’s isn’t always the biggest, baddest, or fastest mouse trap that gets the mice.

It’s the one with the stinkiest cheese.”

And this translates directly to marketing.

So says Soon Yu, author of the new book, Iconic Advantage: Don't Chase the New, Innovate the Old.

Soon helps companies realize that they don’t have to be the fastest, biggest or have the best technology in order to be successful. But they do have to connect with their audience, and the best way to do that is through meaningful marketing.

If there is no emotional connection created with customers, they’re just competing on price. There aren’t many winners in that game.

In this episode of the #FlipMyFunnel Podcast, we chat with Soon about B2B storytelling, chasing the new versus innovating the old, and three qualities behind the most successfully innovative and iconic companies.

146: A Rockstar ABM Strategy Needs the Right Team w/ Matt Senatore and Joe Quinn Aug 27, 2019

We talk a lot about ABM here at #FlipMyFunnel. Sales, marketing, finding the right accounts -- it’s all part of the show. But what’s most important in driving a powerful ABM strategy? The people.

Matt Senatore knows. He’s a thought leader on ABM with over two decades of experience in strategy, accounts, and marketing. At Sirius Decisions, Matt works with clients to build and optimize their ABM. Matt recently spoke at our #FlipMyFunnel conference, where he invited one of his top-performing clients on stage to share what he’s learned about ABM: It’s all about people.

145: Campaign Based Prospecting w/ Ryan O'Hara Aug 27, 2019

Did you know the average reply rate on a cold email is only 3.5%? To Ryan O'Hara, that number is super depressing and makes him want to cry in the shower.

Luckily, Ryan is able to raise that number significantly through Campain Based Prospecting.

We're so excited to have Ryan with us as a speaker at the 2018 #FlipMyFunnel Conference in Boston! Grab your tickets with the promo code PODCAST for $100 off your ticket! (P.S. You can also use the promo code BOGO for buy one get one until the end of today, July 20th)

144: Storytelling with Your Customers w/ Kyle Hardaway and Ryan Schwartz Aug 27, 2019

Do your customers understand your company's story? Are you able to take them on a journey?

In this episode, we're back with Terminus' Kyle Hardaway and Ryan Schwartz. And today, they're talking all about, you guessed it, storytelling.

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P.S. If you wanna learn more about how to use your story alongside ABM, you gotta get to #FlipMyFunnel 2018 at the Boston Convention Center!

Use this link with the promo code PODCAST to get a special discount: http://bit.ly/2kbNw95

143: Netflix Culture Code: Giving Employees Context In Their Role Aug 27, 2019

If you really want to look at a great culture deck, check out Netflix.

Netflix’s culture code can be summarized by this quote:

"If you want to build a ship, don't drum up the people to gather wood, divide the work, and give orders.

Instead, teach them to yearn for the vast and endless sea." ‐Antoine De Saint‐Exupery

We were so inspired by their culture deck that we’re dedicating a podcast series to it! The first value from Netflix’s culture code to unpack is “Context, Not Control.” The best managers figure out how to get great outcomes by setting the appropriate context rather than by trying to control their people.

Here’s your challenge for the week as a manager: When one of your talented people does something dumb, don’t blame them. Instead, ask yourself what context you failed to set.

142: The 6 Triggers Marketers Are Using to Make You Buy w/ David Lewis Aug 27, 2019

Would you believe me if I told you that mind-control is a very real phenomenon?

In fact, you’ve subconsciously been influenced in your buying decisions due to this marketing magic I’m alluding to.

How is this wizardry possible, you exclaim?

Jedi Master-level salesmen have been using 6 simple techniques to ‘control your mind’ via the phenomena of Neuromarketing!

Okay, full disclaimer. It’s not Machiavellian in any way, shape or form.

And just about anyone can and should be using these powerful techniques in order to blow their presentations out of the water!

This week, I’ve had the pleasure of interviewing David Lewis, the CEO at DemandGen, who revealed the six stimuli of Neuromarketing that will as he expressed, “push the mental buy button in the buyer.”.

141: Content Marketing on the Go w/ Joe Chernov Aug 27, 2019

Audio from Joe Chernov's talk at #FlipMyFunnel's Austin conference. In this one, Joe talks about ABM content marketing.

140: How To Create Buzz With Your B2B Marketing w/ James Snider Aug 27, 2019

“As B2B Marketers, Our role is to help by creating a huge buzz within our target organizations.”

This is exactly what James Snider does every single day with his team at Punch!

James started this process by diving into creating personalized videos for prospects with Vidyard.

His organization found huge success sending these videos. For every 20 videos they sent, they booked 1 meeting. They eventually installed 5 mini studios within their offices for sales reps to record videos to send to prospective customers.

That’s pretty impressive. But they didn’t stop their creativity there. They began to combine video with other experiential and guerilla marketing tactics.

For example, Punch! is running a “Fairytale” campaign right now. They’re combining video with unique hand drawn illustrations sent by direct mail to Tier I clients. And they are getting phenomenal results.

If you’re going to use this approach, you first need to identify the core challenges your prospect is facing, not shoot from the hip. Then you can build messaging and a story around your company’s unique solution.

But creating buzz is not a one time thing! You have to continue to wow customers even when they are past the prospecting stage.

139: Intern to Full Time w/ Connor Schorr & Kaitlin Lutz Aug 27, 2019

Everyone either has an intern, needs an intern, or is trying to develop a process through which the internship position funnels.

In this episode I get to speak with two former Terminus interns who are now full time at the company about what the process was like for them as they found their place in the midst of the internship setting.

Transitioning from intern to full-time employee is a big accomplishment. Listen as Kaitlin Lutz and Connor Schorr talk about their time as interns and what they learned along the way!

138: How to Make Better Decisions Aug 27, 2019

Everybody is a leader. Leadership should never be defined by a title.

But the choice to be a leader is hard. At the end of the day, it comes down to your decisions.

Making better decisions comes down to these two things:

1) What’s the best thing to do?

Versus

2) What’s the right thing to do?

137: 7 Steps to Financial Fitness w/ Bob Stammers Aug 27, 2019

Most people do not learn personal finance or investing in school. Why is this a problem? Because, you spend your whole life working to bring in money, but then once you have it, what do you do with it? Do you spend it faster than it comes in? Do you dig a hole and bury it in the ground for safekeeping? Hopefully not. Let’s look at finances this way.

If you are running a marathon or training for a marathon, you have to have discipline. You have to learn the skills over time. You don’t become the best marathon runner overnight. So what are the steps necessary to become the best that you can be, and becoming the most financially fit that you can be?

Bob Stammers, Investor Education at CFA Institute, recently revealed 7 steps to financial fitness which really break down some complex ideas about money management in order to help you become more fit with your pocketbook. He also ties these 7 core ideas back to marketing, and how a marketer should look at their company’s money as their own.

P.S. Speaking of finance, you still have a few days to get our BOGO deal for the #FlipMyFunnel Conference. Just type in the promo code "BOGO" when buying your tickets! Get your tickets here: bit.ly/2MKBf7B

136: Fireside Chat: Women in Tech Aug 27, 2019

Description: Back in the day, #FlipMyFunnel held an event in good ole' Austin Texas. Though this was a little over a year ago, these women have some incredible insight that holds up today.

If you haven't gotten your ticket to #FlipMyFunnel on August 8th in Boston, don't worry. You have until July 20th for our BOGO deal. Just type in the promo code "BOGO" when buying your tickets! Get your tickets here: bit.ly/2MKBf7B

135: Key Trends in Sales and Marketing for 2018 Aug 27, 2019

Kaitlin interviews some of the best B2B marketing and sales professionals in the game. They all answer the question, "What are the trends you're seeing in sales and marketing for 2018?"

If you haven't gotten your ticket to #FlipMyFunnel, don't worry. You have until July 20th for our BOGO deal. Just type in the promo code "BOGO" when buying your tickets! Get your tickets here: bit.ly/2MKBf7B

134: The Importance of Engagement in Lead Scoring w/ Sunny Bradshaw Aug 27, 2019

Think about how your company’s lead scoring. Is it based on arbitrary customer activities and point scoring values? There’s a better way to go about it!

Sunny Bradshaw is a Product Manager at Terminus, and she has been hard at work on a platform called Visitor ID. Visitor ID allows companies to focus on the potential customers that are engaging with key pieces of content on their site. This is possible through an algorithm that produces an “account surge” report. The report indicates which potential customers have both the right fit and are demonstrating intent!

It is the perfect balance between cold calling and waiting around all day for a potential customer to fill out a lead form. You want to engage with people when they want to be engaged with. It’s not about when is convenient for you, it’s about your customer!

Sunny wants to challenge companies to think about the metrics they’re using when prioritizing research.

133: Do You Have A Beginner’s Mindset? Aug 27, 2019

In a small company, it’s easy to know what to do next. The approval process is small -- your boss has a desk right next to you and you ask them, “Hey, here’s my idea, what do you think?” Two days later, you’re oup and going.

That’s the attitude we should always have -- the beginner’s mindset. Sometimes as our company grows or we grow personally, we can get up in the routine. Today we talk about how to keep that beginner’s mindset, let the ideas flow, and don’t paralyze yourself with considering all the problems.

So dive in to the podcast to hear why we think a beginner’s mindset is the key to your next success.

132: B2B Marketing: Universities vs. Companies w/ Professor Scott Davis Aug 27, 2019

Sangram interviews marketing Professor Scott Davis and marketing students Kaitlin Lutz on the ins and outs of marketing at universities vs. marketing in the actual business world.

Check out Scott Davis' own podcast, Marketing Mixtape! https://www.scottwdavis.com/podcast/

If you haven't gotten your ticket to #FlipMyFunnel, don't worry. You have until July 4th for our BOGO deal. Just type in the promo code "BOGO" when buying your tickets! Get your tickets here: bit.ly/2MKBf7B

131: Scalable ABM for SMBs: A Marketo Case Study w/ Anastasia Pavlova Aug 27, 2019

As a small to mid-sized company, how do you really create a focus on scalable content creation for ABM? When you can’t spend tens or hundreds of thousands of dollars on content creation, what do you do to stay fresh and relevant? Anastasia Pavolva has some ideas.

130: How to Build a Killer B2B Brand w/ Edward Ford Aug 27, 2019

The B2B and SaaS worlds aren’t known for being brand centric. Why not? Because most people associate brand building and brand marketing with fluff. According to Edward Ford, they couldn’t be more wrong.

129: Changing Your Sales Process to Fit Account-Based Marketing w/ Riley Rogers & Connor Schorr Aug 27, 2019

The transformation into account-based marketing can be unclear. I had a chance to speak with Riley Rogers and Connor Schorr, both SDR’s at Terminus who witnessed how their sales process evolved to fit a more account based approach. They share with us their experiences and what makes a successful ABM strategy.

128: The Future of ABM (Part 3): Authenticity-Based Marketing Aug 27, 2019

The future of ABM is Authenticity-Based Marketing.

Am I just using that “Authenticity” buzzword again?

No!

At the end of the day authenticity will always create more trust and better relationships. And that is what we as marketers should be chasing every day. At Terminus, we try to put more humanity into our everyday actions both inside and outside of our walls.

We’re big into handwritten notes. We expose our whole organization (including those in operations, finance, etc.) to customer stories. We bring marketers and customer success reps to conferences, not just salespeople. We record personalized videos to send to our clients.

And possibly most importantly, we’re not perfect and don’t pretend to be!

This helps us connect, build empathy, and engage in real conversations. There will always be more tools, technology, and platforms…but people still buy from people.

127: Using AI to Increase Effectiveness in the Buyer Journey w/ Chandar Pattabhiram Aug 27, 2019

Chandar Pattabhiram, CMO at Coupa sheds light on the difference between AI and Machine Learning and their future use-cases in marketing departments. He advocates for their use in steps of the buyer’s journey far beyond acquisition (where 87% of B2B marketing spend is focused today). Successful marketing teams are driving higher lifetime value within their existing customer base by leveraging AI and driving alignment in additional areas like Adoption Marketing, Cross-Sell Marketing & Advocacy Marketing.

126: What's Working With ABM Content w/ Bill Kent Aug 27, 2019

You can’t give away a Tesla every time you need response. It’d be great if you could, but that sort of content creation just isn’t scalable for most of us. So what can you do to generate quality content, and get quality response from your customers?

125: A Peek Into Marketing Skillsets & Tech w/ Kyle Lacy & Justin Keller Aug 27, 2019

It can be hard to hire people in marketing because the skill sets requirements are so different. It’s not like hiring in sales where the skill sets are a bit more straightforward. So how do you go about hiring in a marketing organization?

In a recent conversation with Justin Keller, VP of Marketing at Sigstr, and Kyle Lacy,VP of Marketing at Lessonly, they both revealed surprising skill sets they look for when hiring for their marketing team. Justin and Kyle also shared the technology they have found to be most important in their respective marketing agencies.

124: Life as a Category Builder w/ Tim Kopp Aug 27, 2019

Is the problem that your company is looking to solve big enough?

Many companies spend too much time thinking about whether or not they have product/market fit and not enough time on whether or not they have a problem/market fit. If you are going to be a category leader in an industry you need to be singularly focused on solving a problem, not just building a product.

Another requirement for category leadership is a rock solid culture. At Terminus, the fuel to our fire is in our two company values:

One Team Mindset
Keys to the Ferrari

These are two sides of the same coin. One Team means we are all focused around a singular goal and our employees feel comfortable with the crew around them. Keys to the Ferrari means our employees also feel empowered to change the world with one idea. There is a healthy tension between these two poles, allowing us to be unified and ambitious at the same time.

Tim Kopp, a Venture Investor at Hyde Park Venture Partners, sat down with Sangram in Indianapolis to talk about life as a industry leader. Solving problems and building culture are a lot easier discussed than executed, but they are two keys to winning in the long run!

123: The Future of ABM (Part 2): The 3 Stages of Marketing and Sales Evolution Aug 27, 2019

Did you know that less than 1% of leads turn into customers?

Sales & Marketing must be doing something wrong.

If you are still dead set on increasing the quantity of your leads instead of the quality of your relationships, it’s time to change the way you think!

In part II of this three part series called The Future of ABM, we discuss the three different stages to Sales & Marketing Evolution.

So… which stage is your team in?

One Night Stands: All about leads and shallow relationships
Engagement: Using a combination of inbound and outbound (allbound) efforts to engage potential customers and deepen relationships
Customer Centricity: Your entire sales & marketing team is unified around the one goal of serving customers and potential customers above all else

122: 4 Winning Attributes of a Top Marketer w/ Robby Gulri Aug 27, 2019

Jumping into a new marketing position, or taking marketing leadership in a new industry? What should you focus on in the first few days in your new position?

Thankfully, we have Robby Gulri. Robby is within his 45 days as the CMO at Engage Talent.He left his previous position as CMO in an entirely different industry -- marketing and sales optimization. His new position? Talent acquisiont.

This jump provided Robby with a huge learning curve, and gave us a giant opportunity to hear from a marketing guru about how to tackle a new marketing or sales position and make an impact early on.

121: How to Align Your MarTech Tools to Fuel Growth w/ Kim Hajec Aug 27, 2019

The sales & marketing world is getting more and more complex. How do you navigate this landscape effectively with your MarTech tools? How do you even know which ones to use, and how can the way you use those tools impact your growth?

120: 3 Things to Know When Pitching ABM to Your Board w/ Megan Lueders Aug 27, 2019

Megan Lueders has led the marketing team at Zenoss into a new phase of account-based marketing. She shares how to successfully look at this new approach and layer it on top of the historical responsibilities of brand awareness, demand generation, and acquisition. Megan has been able to help their board and executive team see the value and progress of their ABM efforts.

If you're looking to go to an ABM conference in August, we gotcha. Check out the #FlipMyFunnel Conference: http://bit.ly/2HiJ9pS

Because you're listening to the podcast, we'll hook you up with a promo code for 15% any ticket.

Use the promo code: PODCAST

119: How to Get Started With ABM Content w/ Shauna Ward Aug 27, 2019

A lot of people seem to think that Inbound and ABM have opposite strategies when it comes to content. That’s not true! With ABM, it is a similar mindset, but a different approach.

Shauna Ward is a Content Marketing Manager at Terminus, and she spends a lot of time thinking about how to use content in an increasingly ABM world. Here are three tips she has for getting started with ABM content!

Set expectations for measurement and set new KPI’s. Filling out lead forms may mean a lot in the inbound world, but engagement means more when you’re thinking along ABM lines.
Get personalized with your content. Show that you care about your targeted accounts.
Know when to use gated vs. ungated content. Balance giving away your content with keeping your targeted accounts engaged.

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If you're looking to go to an ABM conference in August, we gotcha. Check out the #FlipMyFunnel Conference: http://bit.ly/2HiJ9pS

Because you're listening to the podcast, we'll hook you up with a promo code for 15% any ticket.

Use the promo code: PODCAST

118: The Future of ABM (Part I): The Brutal Truth Aug 27, 2019

Account Based Marketing is B2B Marketing. That might sound like a bold statement, but it’s true! If you look at marketing trends over the past 15 years, it’s mostly an evolution of technology tools. Email marketing evolved from simple email blasts, to automated email campaigns, to predictive technology for lead capture.

But since ABM began to gain steam in 2015, we’ve seen an evolution in strategy, not tools. ABM isn’t just an improvement over an existing tool, it’s a whole new ballgame.

Over the next few weeks, we’re going to be going over the future of ABM and Part 1 is all about this brutal truth: The reality is that the value of marketing in totality is defined by sales.

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If you're looking to go to an ABM conference in August, we gotcha. Check out the #FlipMyFunnel Conference: http://bit.ly/2HiJ9pS

Because you're listening to the podcast, we'll hook you up with a promo code for 15% any ticket.

Use the promo code: PODCAST

117: Transitioning From CMO to CEO w/ Mark Stouse Aug 27, 2019

Making the leap from CMO to CEO takes you from a position requiring deep, specific knowledge to one that needs a broad perspective. How can professionals position themselves to transition and grow throughout their careers?

In this one Sangram interviews Mark Stouse, now CEO at Proof Analytics and former CMO at Honeywell. Mark is a marketer through and through, and notably, he's the first State Department speaker we've ever hosted on the podcast.

Mark transitioned from his long-time career in marketing to become a CEO. He came on the show to talk about that change and the journey he's been on. Sangram asked him about the roles of CEO and CMO and about how to make a transition like this one happen.

116: Personalize the B2B Customer Journey to Boost Demand w/ Jason Jue Aug 27, 2019

B2B customers are changing, and it is more important than ever to be customizing the customer journey in order to boost demand. But how do you do that? Jason Jue has some ideas, and we think they’re outstanding.

We're hosting an event! A big event in Boston! Full of speakers like the wonderful Jason Jue! If you're interested in going and are looking for a promo code, look no further.

For $50 any ticket, register with the promo code: PODCAST

Link to event information: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

Link to event registration: https://www.eventbrite.com/e/2018-flipmyfunnel-b2b-marketing-and-sales-conference-tickets-41827436990?ref=ebtn&_ga=2.5873331.1051753625.1522350679-299429322.1502750038

115: What It Takes To Be A Modern CMO w/ Kyle Lacy & Justin Keller Aug 27, 2019

Modern CMO’s wear a bunch of different hats. And that involves being an expert in several different fields. Today we’re joined by two CMO’s who have had to check their traditional views of marketing at the door:

Kyle Lacy - Vice President of Marketing at Lessonly

Justin Keller - Vice President of Marketing at Sigstr

Kyle and Justin have learned three big lessons in their time as CMO’s:

The job of a CMO is not like other executives, it’s a combination of many different jobs.
Sometimes the most impactful things your marketing team can do are not scalable or even measureable!
Your company’s brand is so, so important.

114: When to Bring in a Revenue Operator w/ Brad Smith Aug 27, 2019

Brad Smith is an expert at developing a strong revenue operations team. He encourages companies to evaluate their need for a revenue operations team and be sure that they are properly focusing their energy to ensure revenue growth.

P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.

Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

113: Working in Love Vs. Working in Fear Aug 27, 2019

I believe we act out of two different ways to every situation in life:

Out of love or out of fear.

Let me explain.

In fear, you play the short game. You’re focused on very short-term goals to please others, and you’re afraid to take risks. Self-protection and survival are your priorities that are rooted in insecurity.

In love, you play the long game. You’re not afraid to take risks because you realize the possibility of failure is just part of the journey. Selflessness is your priority because you see that giving to others doesn’t take away from yourself!

You have a choice to make today. You can choose fear as you walk into your office and home OR you can choose love and truly give it all you have. I promise you that you will sleep well the night you choose to love.

This episode will help you determine if you are responding to your life in fear or in love!

112: The Creative Curve w/ Allen Gannett Aug 27, 2019

Allen has written a book called The Creative Curve, in which he explores the myth that we are born creative, and how you too can be a creative genius.

All it takes is a lot of hard work, a little luck, and what Allen calls “The 4 Laws of the Creative Curve”.

111: 4 Keys to Successful Marketing-SDR Orchestration w/ Craig Rosenberg Aug 27, 2019

There are 4 keys to orchestrating a marketing-SDR campaign, but it all starts with getting the whole organization to collaborate successfully.

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If you're looking to go to an ABM conference in August, we gotcha. Check out the #FlipMyFunnel Conference: http://bit.ly/2HiJ9pS

Because you're listening to the podcast, we'll hook you up with a promo code for 15% any ticket.

Use the promo code: PODCAST

110: Account-Based Marketing for Small Teams w/ Charles Kollo Aug 27, 2019

There's a myth out in the universe that small teams cannot excel at ABM. Well, Charles Kollo of MessageGears is here to break that myth.

As Terminus' Customer of the Month, Charles shares his team's best insights regarding their ABM program.

109: 3 Hacks to Be a Great Account Executive w/ Meg Zelman Aug 27, 2019

You’ve got a quota to carry & a number on your back. Sales can be a grind, but rockstar salespeople find a way to constantly up their game.

Senior Account Executive at Terminus, Meg Zelman, shares her 3 daily hacks for being an incredible salesperson, including unique ways she learns from her peers, how to enjoy the long game of sales and working in some inspiration into her daily routine.

P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.

Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

108: The Last Career Guide You'll Ever Need Aug 27, 2019

What if the best business advice you could get was told in the form of a japanese comic book? In this episode Sangram talks about Daniel Pink’s book “The Adventures of Johnny Bunko: The Last Career Guide You’ll Ever Need.”

107: 3 Must-Have Elements of a Scalable Company w/ Chandar Pattabhiram Aug 27, 2019

What three things does it take to build a $1B software company? How do you move from the siloed, 4 Horsemen approach of pipeline generation to an allbound approach that aligns sales and marketing? Veteran CMO, Chandar Pattabhiram, shares the answer to these questions and his venn diagram of the three key skills a modern CMO needs to be successful.

106: How The Top SDRs Overcome Obscurity & Crush The Competition w/ Ralph Barsi Aug 27, 2019

Obscurity is one of the biggest problems that most SDRs deal with early on in their careers. If nobody knows who you are, how can you ever break out and become the SDR that you know you can be? Find out in this video presentation from Ralph Barsi.

105: How to Schedule Your Day to Be Exceptional w/ Morgan Ingram Aug 27, 2019

For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some sort of schedule to be exceptional.

Continuing with our week looking back on the best 100 episodes, we’re calling back to an episode featuring sales hero Morgan Ingram.

Until the end of today, enter promo code: 100PODCAST for $100 off any conference ticket. Check out the link to register here: http://bit.ly/2kbNw95

104: The Future of Lead Scoring w/ Bryan Brown Aug 27, 2019

Is lead scoring still relevant?

In the past, lead scoring was a way to determine if someone was a good-fit account. But it plays such a smaller role today with an ABM focus.

The future is account-based scoring—but that’s not synonymous with lead-based scoring.

P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.

Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

103: Importance of Journaling Aug 27, 2019

You can commit to the rest of your 2018 goals by doing one thing right now.

Start journaling.

As part of our flashback series (celebrating 100 episodes of the #FlipMyFunnel, we're taking a look at episode 13. In this episode, Sangram argues the benefit of journaling as a tool for self-reflection and the achievement of goals.

This week only, enter promo code: 100PODCAST for $100 off any conference ticket. Check out the link to register here: http://bit.ly/2kbNw95

Only two more days to grab this discount for yourself or your team!

102: Want Success in Business? Follow These 4 Steps w/ David Cancel Aug 27, 2019

One-time success in business means nothing. To really “make it,” you’ve got to learn how to find that same amazing result again and again.

As part of our flashback series (celebrating 100 episodes of the #FlipMyFunnel Podcast!), we’re going back to Episode 2, an interview with David Cancel, CEO of Drift.

This week only, enter promo code: 100PODCAST for $100 off any conference ticket. Check out the link to register here: http://bit.ly/2kbNw95

David shared some insights on four simple rules for cutting through the clutter of today’s noisy environment:

Focus on the basics
Establish a progression mentality
Follow your spidey senses
Develop a growth mindset

101: 8 Keys for Integrating ABM with Your Sales Team’s Existing Target Account Programs w/ Matt Heinz Aug 27, 2019

In honor of releasing our 100th episode, we’re taking the time to look back at some of our favorite episodes from the past few months! We’re starting with our 6th episode from Matt Heinz who will be speaking at the #FlipMyFunnel Conference in Boston on August 8th.

Enter promo code: 100PODCAST for $100 off any conference ticket. Check out the link to register here: http://bit.ly/2kbNw95

In a past talk, Matt shared eight keys to integrate account-based marketing with your sales team’s existing target account program. That’s you, as a marketer, fitting into their plans—not the other way around. Studies show that the more integration marketing and sales have with each other, the higher percentage of revenue goals they achieve.

But it all has to start somewhere. Matt believes you need to make the sales team an early partner and collaborator. More than that, you need to make them the leader and build from their methods.

Check out Episode 101 for Matt’s full talk!

100: Celebrating 100 Episodes of the #FlipMyFunnel Podcast! Aug 27, 2019

Cue the Rocky theme music, we’ve made it to 100 episodes! 100 episodes since January 1st. We’re pretty pumped about that.

And we’re taking a minute to celebrate. A huge thank you goes out to all of the people who have been on the show, who have listened to the show, and who have expressed interest in joining us for future episodes!

Join us as we celebrate our first 100 episodes, look back at some of our favorites, and get excited for what the future holds!

To see all 76 people who have been featured on the podcast and their episodes, check out this blog: https://flipmyfunnel.com/76-heroes-from-100-episodes/

99: Keys to Customer Success: Humans Welcome. w/ Ryan Schwartz & Kyle Hardaway Aug 27, 2019

Relationships are built with intention.

This week we sat down with Ryan Schwartz and Kyle Hardaway from Terminus to discuss customer success.

There are several strategies these gentlemen use to humanize communication and ensure customer success, one of which is the use of video. According to Kyle and Ryan,

Video humanizes communication by allowing us to read body language and put a face to our communication.
It breaks down physical barriers and allows us to get to know clients
It is less formal, making way for people to be more authentic
It allows for us to be “an extension of their team”
It shows customers that you are committed to giving them your full attention

According to Ryan, “SDR is the short game and customer success is the long game.” It takes time and intentionality to build and sustain those relationships.

But once those relationships are in place, prospective clients are more likely to listen. Listening gives folks the tools to have success. Success means you up-serve and retain more clients.

Finally, customer success takes a willingness to continue to show up in new and different ways. How do I stand out as not just another vendor but someone that is proactive in their approach? Makes clients feel like people not numbers? Always keeps others guessing?

Differentiate yourself. Be human.

P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.

Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

98: The 22 Immutable Laws of Marketing: A Breakdown from Sangram Aug 27, 2019

Despite being a mere two hour read, The 22 Immutable Laws of Marketing provides immense clarity. Detailed amongst the 22 immutable laws, reside lifelong lessons that are extremely relevant to people in Marketing and Sales; as well as if you’re someone who's building a leadership team, a company and you’re grappling with associated challenges.

While most people and organizations are focused on pursuing the trends and changes occurring throughout the world’s markets, this book instead makes a brilliant case as to why we should stay grounded in what’s not changing.

In other words, the 22 immutable laws.

In this interview, Sangram chooses to focus on his three favorite laws of the 22.

One of the biggest realizations one could make through the explanation of the laws of leadership, category and focus is that Marketing is a battle of perceptions.

When it comes down to it, in order to gain a competitive advantage in order to win the hearts and minds of your target market, the first step is to change the way you think about Marketing … you need to change your perceptions.

Then after applying the “22 Immutable Laws”, the rest will fall into place.

97: In Search of the Customer Promised Land w/ Andy Raskin Aug 27, 2019

How would you want customers to answer this question:

How has (insert your company’s name) changed your life?

According to strategic storytelling consultant Andy Raskin, The Promised Land lies at the intersection of the change in the life of the customer to which we are committed and the undeniable relevant change in the world which makes that change necessary.

We all want to be customer centric, yet often our mission statements reflect what WE want for our customers rather than being reflective of our actual customer.

If we can reframe the company narrative with the customer as both warrior and hero alike, we will tell a more compelling and strategic story. The language of that story will drive our actions and overall strategy as a company.

And before we know it we won’t just want to be customer-centric….we actually will be.

96: ABM Success: Invoca's Journey from Implementation to Optimization w/ Julia Stead Aug 27, 2019

Julia Stead, Director of Demand Generation for Invoca, discusses the successes and challenges of their implementation and optimization of ABM over a one-year period.

95: Chasing Moments as an SDR w/ Seyar Karimi Aug 27, 2019

Why is it important to "chase moments" both personally and professionally?

Seyar Karimi is a Senior Business Development Representative at Uberflip. Seyar wrote a piece for the #FlipMyFunnel blog that you can find here: https://flipmyfunnel.com/chasing-moments-and-talking-to-strangers/

94: Glass Balls vs Rubber Balls w/ Meg Zelman Aug 27, 2019

On this episode of the #FlipMyFunnel podcast, we give a huge shout out to all the moms. Whether they’re full time working moms or stay-at-home moms, or anything in between, we couldn’t do anything without them. Meg Zelman from Terminus is here to talk all about motherhood.

P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.

Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

93: How to Tell Better Business Stories Aug 27, 2019

What do all great movies have in common?

According to Donald Miller’s Building a Story Brand, there’s a hero, a problem, and a guide.

Most companies think that they’re the heroes, when in all reality, we are the guides. We don’t save the day, we come alongside the hero (marketer) to help them save the day.

At the end of the day, no product or platform can solve everybody’s problem. That is done by people, not products.

Have you positioned yourself to be the guide? Or are you still trying to be the hero?

92: Tour of Duty w/ David Keil Aug 27, 2019

How do some companies create loyalty between themselves and their employees while others watch talented staff and executives click through a turnstile?

According to the guys who founded LinkedIn, the secret to corporate loyalty lies in creating a tour of duty framework.

I recently interviewed David Keil (pronounced Kyle), founder and chief executive of QASymphony. We talked about how he's applying the tour of duty concept at his company.

David discovered tour of duty on a flight to Vietnam when he opened the book The Alliance: Managing Talent in the Networked Age by LinkedIn founders Reid Hoffman and Chris Yeh. Technology companies are particularly vulnerable to high turnover, so when Hoffman and Yeh started LinkedIn, they decided their new company would be the outlier.

That's why they created a tour of duty.

91: Ready, Set, Start: Rocking ABM Account Selection from A to Z w/ Lisa Skinner Aug 27, 2019

The world is full of marketing challenges. Win rates need to be higher, there’s a lack of sales and marketing alignment, a businesses need to be more efficient across the board. So how do you really focus in and select the right ABM accounts? How do you know what to pursue? Lisa Skinner of Localytics has the answers.

90: How Should You Budget for ABM? Aug 27, 2019

In this episode, Kaitlin Lutz talks with Sam Melnick, VP of Marketing at Allocadia, all about how to budget for ABM.

This episode is based off a blog that Sam wrote on the #FlipMyFunnel blog: https://flipmyfunnel.com/how-should-you-budget-for-abm/

89: Making the Move from SDR to Marketing w/ Allie Butters Aug 27, 2019

Going through an acquisition can be tough.

When adding a transition from sales to marketing, the path becomes steep.

Allie Butters, Marketing Lead with BrightFunnels shares with us the journey of both an acquisition as well her transition from an SDR to marketing. You’ll get the inside story of how she navigated the landscape and real lessons that can be applied in similar situations.

Realizing that sales and marketing have more in common than most people think, she offers practical advice on how she’s thriving and growing her team; lessons that you can use in your career.

P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.

Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

88: The Difference Between Giving Up and Letting Go Aug 27, 2019

Everybody has those days when it feels like the cards are stacked against them. But how do tell the difference between giving up, and simply deciding to let go? What needs to shift in your mindset to make the change? Sangram is here to tell you.

87: Book Publishing: Do’s and Don'ts w/ Amy Fandrei Aug 27, 2019

Your story is a good one.

It has the ability to connect and resonate.

It’s book worthy, but how do you make that leap?

Imagine being able to write a book and knowing what pitfalls to avoid and what tricks will save you time.

Amy Fandrei, publisher with Wiley Publishing, opens up to share what are the most effective tips and tricks to get your idea or story into a book.

She’ll also walk through both a success and a failure and disclose why publishing a book is a great idea.

86: Forget the Fluff: A Practical Approach to ABM w/ Kristen Wendel Aug 27, 2019

Kristen Wendel, Director of Marketing Operations at Planview, (Previously Director of Marketing Operations at VersionOne) shares how her team uses insightful tools to build a practical pipeline of marketing qualified leads and accounts.

85: How Reply Marketing Can Help with Sales w/ Matt Benati Aug 27, 2019

Email marketing is a huge component of a campaign and when we let replies just drop, we lose the potential of future customers.

When we focus on reply marketing, we can essentially help our sales team gain more valuable information on the customer making the customer journey more specific.

When we send out newsletters and continuously send them monthly or quarterly there may be a low response ratio, but we found that it generates 20% net new additions to the database.

When a customer sends back an automatic response we can take that information to gain more insight in the future prospect. It can give us a much higher connect ratio, a much more engaged conversation, it will enhance the list of people we have, and update further information about them (i.e ask about their vacation, how they are feeling after being sick out of office, etc.).

84: Balancing Customer Happiness and Success w/ Jason Katz Aug 27, 2019

Keeping customers happy is the goal, right?

Not always.

Often, a customer won’t stick around with a service provider if they don’t succeed in their goals.

Even if that customer is happy with the service.

Fortunately, we had Jason Katz—Manager of Retention Operations at Terminus—on the #FlipMyFunnel podcast to dish out some advice in keeping that balance between happiness and success.

P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.

Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

83: Lessons From Peter Drucker’s “The Effective Executive” Aug 27, 2019

Effective enterprise leaders ask themselves two questions:

What needs to be done?
What is right for the company?

Peter Drucker gives both of these points away in the first page of his book The Effective Executive. These may seem simple. They are. And they have amazing returns.

Not only does Peter give these away, he gives us a specific plan of attack. On this episode, you’ll get an inside peak from the minds of one of the executive greats. We tell you his plan on how to ask the right questions, communicate effectively with your team, and maximize your productivity.

82: 3 Big Questions for Sales Leaders w/ Dan Ross Aug 27, 2019

Our guest today is Dan Ross, SVP of Commercial Sales (SMB) at Salesforce.

In this one, Sangram asks Dan three questions about his experience in a leadership role in sales for Salesforce:

1) How do you think about leadership?

2) What are the trends that have changed the way sales is done?

3) What are the best leadership traits for salespeople?

81: Fall Crazy in Love with Account-Based Social w/ Amelia Ibarra Aug 27, 2019

You've been sending customized emails from your sales team, and it's going great. Except for social media. How can you make account-based solutions for social media work for you?

Amelia Ibarra, who at this time served as the social media and influencer manager for Everstring (now, Sr. Demand Gen Manager at SaaStr) gave #FlipMyFunnel four steps to fall in love with account-based solutions. Using these steps, Amelia moved her company from generic ad targeting to account-based management. In one month, that change resulted in a fivefold increase in Everstring's number of leads from Twitter.

According to Amelia, account based social management is an added touchpoint to a campaign.

Connect with Amelia on Twitter: @miadia

Check out more sessions like Amelia's at the #FlipMyFunnel Conference on August 8th in Boston: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

(Use promo code PODCAST for a discount on tickets!)

80: How to Humanize B2B w/ Andrea Neiman Aug 27, 2019

What does "humanizing B2B" mean? And why should you care about it? All of that and more in this episode with the incredible Andrea Neiman.

#OneHero

79: How to Transition Sales to ABM w/ Mike Venable & Robert Beckwith Aug 27, 2019

Getting your sales team on board with ABM is not always easy.

Mike, Robert, and Sangram discuss what transitioning sales to ABM actually entails, and why it's incredibly important, in this #OneTeam episode.

P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.

Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

78: The Secret to More Power and Influence Aug 27, 2019

Cluttered schedules and pipelines are the norm.

Imagine how much more productive you could be if you stripped away those things that aren’t worth the time you spend doing them.

What would it take for you to do that?

In this one, Sangram talks about a simple way to start setting your priorities straight.

It’s as easy as saying “No.”

77: How to Measure ABM Success w/ Masha Finkelstein Aug 27, 2019

Have you struggled to measure ABM success with your sales and marketing teams? Have you struggled to understand the concept of ABM? Both of those are very different questions. However, in this episode, Masha and Sangram discuss the solutions to both.

76: Putting the "B" Back in B2B w/ Kevin Bobowski Aug 27, 2019

It’s not easy to succeed in a B2B company.

There are tons of distractions that will cause you to stray from what works, and to forget your purpose. It is easy to lose sight of your target market and to spend time marketing to the wrong people.

Kevin Bobowski, SVP of Marketing at BrightEdge, has plenty of experience in this area. He is a leader in development of go-to-market strategy and has tried-and-true B2B strategies that work.

In this one, he shares about his belief in account based marketing, and why this works.

Check out more sessions like Kevin's at the #FlipMyFunnel Conference on August 8th in Boston: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

(Use promo code PODCAST for a discount on tickets!)

75: The AMO You Need for Success on LinkedIn Ads w/ AJ Wilcox Aug 27, 2019

Do you have your AMO?

LinkedIn ads are incredibly effective, but they’re spendy, so it’s imperative that you get them right. How do you do that? AJ Wilcox has a strategy.

Bring your “AMO.”

Check out AJ's blog on how to dig into LinkedIn ads here: https://flipmyfunnel.com/the-ammo-you-need-for-success-on-linkedin-ads/

74: The Power of Video Outreach w/ Morgan Gillespie Aug 27, 2019

Morgan Gillespie from Terminus walks us through the lessons every SDR can learn about using video as your initial form of outreach to future customers. She offers tips, tricks, and advice on how to make video work for you.

73: To Sell is Human Aug 27, 2019

Daniel Pink’s fabulous book “To Sell is Human” is groundbreaking. In this episode, Sangram breaks down five of the key lessons he’s learned from reading Pink’s book.

72: Persistence, Timing, and Humor: Unlikely Tools to Land That Meeting w/ Stu Heinecke Aug 27, 2019

Stu Heinecke, author of How to Get a Meeting with Anyone has a great deal of experience landing sit down meetings with difficult-to-reach people.

He came on the show to share with us some of his top tips to help land that big, seemingly unattainable, meeting.

71: Getting More Diversity in Tech w/ Lori Richardson Aug 27, 2019

More diversity on your sales team means more ROI. But far too often, not enough women apply. So how do you attract more qualified female applicants to your sales candidate pool?

Lori Richardson knows. She’s been a woman in sales for years, and currently serves as the President of WOMEN Sales Pros, and as the CEO of Score More Sales.

Her experience working directly in sales, as well as her decade and a half experience strategizing with B2B companies in their pursuit of shoring up higher sales volumes, has given her some perspective on how to attract women to your sales team.

She comes on our show today to give us her advice.

Check out more sessions like Lori's at the #FlipMyFunnel Conference on August 8th in Boston: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

(Use promo code PODCAST for a discount on tickets!)

70: The Passion of the Nonprofit World w/ Oneisha Freeman Aug 27, 2019

The nonprofit world gets a bad rap, and that’s a shame. Those in the nonprofit world can teach those of us in the ABM world a thing or two about passion and commitment and loving what we do.

69: What Are Professional Services and When Should You Buy Them? w/ David Pyrzenski Aug 27, 2019

What are professional services and how/when should you buy and use them? David Pyrzenski is a VP of Professional Services at Terminus, and he has some outstanding advice.

68: V2MOM -The 5 Things Your Entire Team Should Write Down Aug 27, 2019

V2MOM may sound like a corny acronym, but it is one of the most profound ways of understanding where you want to go and how to get there. You owe it to yourself to write your own V2MOM for both your personal and professional life.

67: Be the Hardest Working Person in the Building w/ Kenny Goldman and Derek Grant Aug 27, 2019

In this one, Sangram interviews Kenny Goldman and Derek Grant about how to make an impact no matter your role, experience level, or title.

66: Flood Your Funnel by Being the Smartest Person in the Room w/ Keenan Aug 27, 2019

How can being the smartest person in the room get your prospects to actually pay attention to you? Keenan, CEO/President of A Sales Guy, is here to tell us.

65: Ten Minute Teardowns Aug 27, 2019

Sangram and Kaitlin discuss the topics for some of the 10 minute teardowns at the upcoming #FlipMyFunnel Conference.

Sign up for the #FlipMyFunnel Conference here:

bit.ly/fmfpodcastpromo

Use the promo code: PODCAST to get your discount!

64: What Makes a Bad Sales Call Bad, and a Good Sales Call Good? w/ Alex Latraverse Aug 27, 2019

Alex Latraverse, VP of Strategic Sales at Terminus discusses the qualities and practices that make a good sales call, and a bad sales call.

63: 5 Ways You Know You Are A One Night Stand Marketer Aug 27, 2019

Marketers love trying to close the deal after the first meeting. Are you a one night stand marketer? Are you more focused on conversions than conversations? Sangram shares 5 ways you know that you’re a one night stand marketer.

62: Why Engagement is Marketing 2.0 w/ Jill Rowley Aug 27, 2019

Marketing in today’s world is all about engaging with a potential buyer. Or at least it should be.

But too often, a seller simply automates the process. There’s no trust, no knowledge and no value to the buyer.

How many times have we all received an unsolicited email from someone who clearly sent out that same email to a thousand other buyers? How did you feel?

Probably the same way our latest guest, Jill Rowley, Chief Growth Officer for Marketo feels about those emails.

Jill came on our show to tell us about engagement -- a whole new marketing philosophy.

61: How to Avoid the Status Quo w/ Joseph Jaffee Aug 27, 2019

In this episode we hear from Joseph Jaffe, Co-Founder & CEO of Evol8tion.

60: Why Self Reflection Is Important in Your Career w/ Cory Munchbach Aug 27, 2019

Our #WomenInMartech community is constantly growing and evolving and we are honored to celebrate them every chance we get. The game changer for this month is Munchbach, VP of Marketing at BlueConic. Cory is truly paving the pathway for successful women in business!

In the interview we discuss how the martech industry is shifting, leadership style and philosophy, being a woman in the workplace, and more.

59: 3 Things B2B Marketers Can Learn From The B2C Sphere w/ Bryan Brown Aug 27, 2019

In this episode, we brought in our very own Bryan Brown, Chief Product Officer at Terminus, to chat about the difference between B2B and B2C marketing and what we, as B2B, can learn from the B2C sphere.

58: The 3 Parts of the Magic Triangle Aug 27, 2019

Sangram explains the concept of the magic triangle and how its three parts can foster an environment where employees feel that they are unified and driven to achieving a common goal.

57: Your Ideal CMO May Not Exist w/ Tim Kopp Aug 27, 2019

Your org is growing. Time to hire the perfect CMO.

But that person doesn’t exist.

At least not the way you think.

You’re probably thinking of a CMO who can ...

Build company culture
Strategize
Create rapid, explosive growth
Speak tech, and translate it
Market your product(s) to consumers
Develop your brand

… Sure. But you’re looking for a unicorn, said our latest interview guest Tim Kopp, managing partner at Hyde Park Venture Partners.

56: A Proven Process to Implement ABM/ABS & Reach Decision Makers w/ Steven Bryerton Aug 27, 2019

Steven Bryerton and the team at DiscoverOrg jumped from just under $1 million in revenue to $70 million in around 7 years. Learn the specific tactics they implemented to organize and their sales team and process to launch such tremendous growth.

55: Design: a Helpful Tool for Sales and Marketing w/ Shannel Wheeler Aug 27, 2019

Design has a huge impact on sales and marketing. It helps with brand strategy, consistency, and trust.

54: From Peer to Manager w/ Alex Latraverse Aug 27, 2019

When you’re a manager—especially a new one—it’s easy to forget that leaders are at their best when the people under them are at theirs. Here’s how to get back to the basics of building and developing your team members as people first.

53: 5 Keys to Your Personal Brand Aug 27, 2019

We all have a personal brand, whether we like it or not. The question is, how are you taking care of yours? Are you nurturing it, or ignoring it? Here are 5 keys to bettering your personal brand.

52: Customer Success vs. Customer Happiness w/ Lincoln Murphy Aug 27, 2019

Lincoln Murphy discusses the difference between customer success and customer happiness.

51: Methods, Models, and Metrics of Account-Based Revenue w/ Trish Bertuzzi Aug 27, 2019

Trish Bertuzzi with Bridge Group, Inc. discusses why account types matters and techniques to make the most out of your account-based marketing strategy.

50: Start With One w/ Matt Amundson Aug 27, 2019

Imagine a world where your business could only sell to one company.

What would you do? What would you ask your team to do?

in this episode Kaitlin, Sangram, and Matt Amundson, VP of Marketing and Sales Development at Everstring, discuss how to find prioritize your perfect account.

49: A Day in the Life of an Account Executive w/ Brad Wilkerson and Jim Tocci Aug 27, 2019

Two weeks ago, Jim Tocci and Brad Wilkerson talked about what makes for a successful SDR.

Today, they talk about what makes for a successful AE.

The two, it turns out, are not that much alike.

48: 5 Lessons Learned From Doing a Daily Podcast Aug 27, 2019

The last two months have blown my mind.

After cracking the iTunes charts and over 800,000 LinkedIn views in 2 months, without spending a dime in ad money, Sangram has learned a thing or two from podcasting and posting content based on the episodes.

Here are the five biggest lessons he's learned.

47: 4 Steps to Defining Your Brand Like a Genius w/ Tim Kopp Aug 27, 2019

Positioning your brand.

People love to overcomplicate this. Or ignore it altogether because they have no idea how to tackle it.

So Sangram talked to Tim Kopp, General Partner with Hyde Park Venture Partners, about how to break it down into manageable chunks so you don’t have to have an existential crisis every time you try to describe your job.

46: Making Moments Matter w/ Jeffrey Rohrs Aug 27, 2019

Marketers need to look at technological advancements to help make the customer’s journey more focused and to make each moment matter. Listen in to hear Jeffrey Rohrs, CMO of Yext, share his thoughts on maximizing every moment in the customer journey.

45: How AI Is Changing ABM Aug 27, 2019

AI is more than just predictive marketing or marketing automation because it helps you see patterns that would otherwise be invisible.

44: 3 Questions to Determine Strategy in Business w/ Bryan Brown Aug 27, 2019

Bryan Brown, Chief Product Officer at Terminus, shares his wisdom on strategy that has served him during his 17 years of success in the marketing tech industry.

There are three important questions to consider when determining strategy.

First is: where do you compete? Secondly, how do you differentiate? And lastly, can you transform your product into a platform?

Using these three questions as a guide, a successful strategy can be created to align and propel a company forward in its industry.

43: The 5 Ultimate Productivity Hacks Aug 27, 2019

We all have the same 24 hours in each day.

The big question is, how do you make the most of those 24 hours?

Sangram shares his top 5 productivity hacks to get the most out each day.

42: Execution vs. Vision: A No-Brainer w/ David Politis Aug 27, 2019

Why do some companies become great and others disappear?

Short answer: execution.

In this one we talk to David Politis, founder and chief executive of BetterCloud, about how execution, not vision, is the one thing that keeps a company from failing.

41: How Predictive Empowers Your ABM Strategy Throughout the Flipped Funnel w/ Tony Yang Aug 27, 2019

Are you taking advantage of predictive?

At a #FlipMyFunnel event Tony Yang, VP of Marketing at Conversion Logic and former VP of Demand at Mintigo, talked about five ways predictive empowers your ABM strategy as you head down the flipped funnel.

And also why Qui-Gon Jinn from Star Wars was actually talking about ABM in one of his famous speeches!

40: How to Schedule Your Day to Be Exceptional w/ Morgan Ingram Aug 27, 2019

For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some sort of schedule to be exceptional.

39: A Day in the Life of an SDR w/ Jim Tocci and Brad Wilkerson Aug 27, 2019

They are organized. They stick to a process. They focus on the wins. They are vital to many organizations.

Many times, people within the B2B space do not fully appreciate the role they play. What are “they”?

SDRs.

Both Jim Tocci and Brad Wilkerson of Terminus joined Sangram on this one to talk about a day in the life of an SDR.

38: A Modern Approach to PR Aug 27, 2019

Sangram discusses how Terminus used innovative marketing techniques to advertise their new partnership with LinkedIn.

37: 5 Ways to Build A Winning Company w/ Scott Dorsey Aug 27, 2019

How do you go from a one-person company to being listed on the NYSE?

On today's #FlipMyFunnel podcast, we spoke with Scott Dorsey, who spent over a decade building a wildly successful business.

He laid out five key ideas for anybody looking to build a winning company.

36: Pivoting a 175 Year-Old Company to ABM w/ Derek Slayton Aug 27, 2019

How you define “The Universe” matters.

At least, it did when a 175-year-old company switched to ABM.

Derek Slayton, GM & Global Leader, Sales & Marketing Line of Business from Dun & Bradstreet, spoke at a #FlipMyFunnel event about how we, as marketers, need to focus on which “galaxies” are most opportune for us…

...and which “solar systems” we’re most capable of reaching.

35: Why Moving On Could Be Good for your Career Aug 27, 2019

What if moving on from your current organization was the best career move you could possibly make?

34: The Future of Lead Scoring w/ Bryan Brown Aug 27, 2019

There might not be a future for lead scoring.

In the past, lead scoring was a way to determine if someone was a good-fit account. But it plays such a smaller role today with an ABM focus.

In this one, Sangram interviews Bryan Brown, Chief Product Officer at Terminus, about the history of lead scoring—and why it’s not really necessary anymore.

33: How Being an Immigrant Shaped My Success Aug 27, 2019

Being an immigrant has been a tremendous advantage for Sangram.

As he explains in this one, being an immigrant means he had to be self-reliant. It means he had nothing to fall back on. Not parents, not friends, not anyone.

Listen in to hear more of Sangram's immigrant journey.

32: How Advocate Marketing Is Building Successful Companies w/ Mark Organ Aug 27, 2019

The world is changing.

We all know this.

Think about it: What do we do before we try a product or a service? We go and find reviews and information from others who have had experiences with those apps, companies, or restaurants.

I recently interviewed Mark Organ, co-founder and CEO of Influitive. A serial category creator, he knows that advocate marketing is one powerful tool that, if used correctly, can explode a company’s growth.

31: How to Make Your Accounts Love the Fact That You're Targeting Them w/ Tyler Lessard Aug 27, 2019

What if the most exciting part of your day was being marketed to? It’s not as crazy as it sounds. Tyler Lessard, CMO of Vidyard, spoke at a #FlipMyFunnel event about how to make your accounts love the fact that you’re targeting them. He tells the story of how Vidyard's first ABM efforts flopped—until they discovered a simple, amazing way to customize their targeting.

30: How to Scale Content Marketing for an ABM Strategy Aug 27, 2019

Not all accounts are created equal.

If you really want to scale content marketing, you have to start treating your accounts differently.

In this episode, Sangram and Kaitlin discuss a blog post from B2B marketing leader Cynthia Stephens about how to scale content marketing for an ABM strategy.

29: The Player-Coach Relationship Between SDRs and Their Managers Aug 27, 2019

Transitioning to quality from quantity in sales is tough on everyone in your organization, but as you’ll learn from Terminus’s Ryan Vitello and Stuart English, focus is your key to success.

28: You Should Read These 3 Books Aug 27, 2019

Reading is an invaluable way to keep your mind fresh and able to confront the obstacles of day-to-day life. Here are three of my favorite books.

27: Think and Grow Rich Company Culture w/ Katie Burke Aug 27, 2019

In order to cultivate exceptional company culture, you need to “Think and Grow Rich.” Sangram sits down with Katie Burke, Chief People Officer of Hubspot, to talk about the importance of company culture.

26: The Other ABM: How Attention Based Marketing Fast Tracks Sales Readiness w/ Elle Woulfe Aug 27, 2019

Elle Woulfe, VP of Marketing at LookBookHQ, discusses how ABM holds on to a marketer’s most precious commodity—buyers’ attention.

25: Consequences of Not Prioritizing the Customer and How to Get Back on Track Aug 27, 2019

Businesses go under for a lot of reasons.

But there’s one that stands out more than others:

Churn.

When you don’t prioritize the customer, there are consequences.

And they’re not pretty.

In a blog post on our site Cori Pearce, Director of Marketing at ChurnZero, wrote about how to get back on track if you have a churn problem. Listen in to hear us cover the highlights of Cori’s post.

24: How to Use ABM to Upsell and Expand Your Business Offerings w/ Chris Reene Aug 27, 2019

ABM is not about doing using the same tactics over and over again. It’s about using creative means (cross-selling, upselling, and encouraging expansion) to hit revenue goals.

Listen in to hear all this and more from Chris Reene, Enterprise Account Executive at Terminus.

Also, learn why Chris stopped wearing socks! Weird...

23: Lessons Learned From My First Sale at Terminus Aug 27, 2019

Selling to the first customer is not an easy task but there are lots of lessons that can come out of it. Sangram shares his experience to sell to the first customer of Terminus and you don't want to miss what he did when the customer asked for the price!

22: The 5 Factors of Success in Entrepreneurial Leadership w/ Godard Abel Aug 27, 2019

In this one we talk to Godard Abel, Co-founder and Executive Chairman at G2 Crowd and CEO at SteelBrick before he sold it to Salesforce, about how there are many different factors in determining the success or failure of a leader or business.

21: The Big 5 Metrics for Account-Based Marketing w/ Jon Miller Aug 27, 2019

Jon Miller, CEO of Engagio, shares the big 5 metrics for account-based marketing.

20: Customer Experience is Everyone's Responsibility w/ Sue Duris Aug 27, 2019

Sue Duris, Director of Marketing and Customer Experience at M4 Communications, wrote about three things C-suite Execs must do in order to NOT be lying when they say “customer experience is everyone’s job.”

We talk about those three things in this episode.

Find Sue's post here.

19: How to Give Your SDRs Enough Time for Personal Connections w/ Todd McCormick and Peter Herbert Aug 27, 2019

Don’t let your SDRs waste their time chasing 500 different accounts.

In this one, Todd McCormick and Peter Herbert talk about how to give your SDRs time back in their day to make real, personal connections.

18: 3 Steps to Marketing Magic Aug 27, 2019

There are three steps marketing teams are taking to humanize the B2B process, and they all involve creating better environments for positive work relationships.

17: Blockchain Marketing: From Customer to Investor w/ Travis Wright Aug 27, 2019

In this episode Travis Wright, author of the book Digital Sense, talks about blockchain and the applications to us as marketers.

16: Insights From 10 Years of Inbound Marketing w/ Kipp Bodnar Aug 27, 2019

Marketers aren’t trusted because more often than not, they don’t take time to develop relationships. Kipp Bodnar, CMO at HubSpot, has over 10 years of experience in the field with results to prove that taking the time to make real connections online leads to real results.

15: Direct Mail Is Alive and Kicking With Account-Based Marketing w/ Sudhir Kumar Aug 27, 2019

How could something as low-tech as direct mail possibly be effective in the digital age?

Sudhir Kumar, Marketing Director at BPI ROK, wrote a great article on the subject, and we took a lot away from it.

14: How to Hire Great Talent to Build your SDR Team w/ Lucas Ulloque Aug 27, 2019

Hiring & Investing in great talent is crucial to building a successful SDR. Listen in to hear Lucas Ulloque, Director of Sales Development at Terminus, talk about four more crucial keys.

13: The Importance of Journaling Aug 27, 2019

Sangram argues the benefit of journaling as a tool for self-reflection and the achievement of goals.

12: Why Same is Lame, and How to Create Word of Mouth w/ Jay Baer Aug 27, 2019

In this one I interview Jay Baer, NYT Best Selling author, blogger, and founder of Convince and Convert, about his 25 years in digital marketing, how to create word of mouth, and why irrelevant content might be slowly destroying your brand.

11: My ABM Journey: Don’t Make The Mistakes I Did w/ Jeff Soriano Aug 27, 2019

In this talk, Jeff Soriano discusses why successful ABM is about changing your mind.

10: Two Mistakes Management Makes with Sales Development Aug 27, 2019

I see it constantly.

Well-meaning management teams making critical mistakes with their sales development.

What are those mistakes? Our friend Joe Toste, Enterprise Account Executive at Mokriya, wrote about two of them, and we share them here.

9: How to Get #OneTeam Buy-In Aug 27, 2019

How do you get total #OneTeam buy in from the entire organization?

8: Are You a Manager or a Leader? 5 Areas to Examine w/ Sangram Vajre Aug 27, 2019

Are you a manager or a leader? These five assessments will tell you.

7: Develop Your 6th Sense on Why Some Companies Succeed w/ Kelly Ford Aug 27, 2019

All around we see a variety of companies thriving and others who are struggling.

The secret to why companies succeed can be achieved when market, product and execution are in balance.

Kelly Ford, CMO of Edison Partners joined us to provide her 6th sense wisdom on the key characteristics that successful companies are paying attention to when taking growth to the next level.

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