Move: The Go To Market Podcast

Latest Episodes:

509. Embrace Your Flaws & Close More Deals Dec 19, 2019

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

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