Move: The Go To Market Podcast

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581. Exclusivity for All: How to Leverage ABM to Treat Everyone Like VIPs Apr 07, 2020

Show notes

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

Show notes

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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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.

578. Engagement: Marketing 2.0 Apr 03, 2020

Show notes

These days answering a call from a number you don’t recognize seems as outdated as driving without a seatbelt.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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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.

577. 5 Ways You Know You Are A One Night Stand Marketer Apr 01, 2020

Show notes

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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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.

576. Evangelism: The Purest Form of Sales Mar 31, 2020

Show notes

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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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.

575. How to Manage Your Energy Clock Mar 30, 2020

Show notes

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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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.

574. Why Self Reflection Is Important in Your Career Mar 27, 2020

Show notes

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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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.

573. How Do You Earn the Right to Do Business with Your Prospects? Mar 26, 2020

Show notes

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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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.

572. How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles Mar 25, 2020

Show notes

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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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.

571. The Keys to Becoming A Great Evangelist Mar 24, 2020

Show notes

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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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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