Move: The Go To Market Podcast

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**Move: The Go To Market Podcast**

MOVE is the go-to-market podcast to guide your business forward. Join host Sangram Vajre, WSJ and USA Today bestselling author, speaker, and co-founder of Terminus, as he meets with the most influential go-to-market leaders and helps you confidently answer: what’s my next move?

Latest Episodes:

591. Readying Your Tech Stack for ABM Success Apr 21, 2020

Show notes

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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Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

590. What It Takes to Become a Vision-Driven Leader Apr 20, 2020

Show notes

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

Show notes

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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Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

588. Insights From the State of ABM Survey Apr 16, 2020

Show notes

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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Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

587. The Creative Curve Apr 16, 2020

Show notes

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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Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

586. Where ABM and Demand-Gen Meet Apr 14, 2020

Show notes

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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Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

585. The 3 Things Millennials Want From Leaders Apr 13, 2020

Show notes

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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Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

584. The AMO You Need for Success on LinkedIn Ads Apr 10, 2020

Show notes

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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Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

583. Sales 3.0: How to Survive and Thrive in the New Landscape Apr 10, 2020

Show notes

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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Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

582. Creating Video Content: 4 Reasons You've Probably Never Considered Apr 08, 2020

Show notes

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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Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

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