Move: The Go To Market Podcast

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Bonus Episode: You Don’t Have a Marketing Problem, You Have a Go to Market Problem Oct 18, 2021

Show notes

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.

750. The Final ‘Ism’: How to Tackle Ageism in the Workplace Dec 07, 2020

Show notes

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

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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

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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

Show notes

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

Show notes

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

Show notes

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.

744. How Optymyze Defines TAM and Measures ABM Nov 20, 2020

Show notes

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

Show notes

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

Show notes

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.

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