Move: The Go To Market Podcast

Latest Episodes:

499. 5 Ways to Be Productive as a Travel Warrior Dec 05, 2019

Show notes

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

Show notes

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

Show notes

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

Show notes

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

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 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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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.

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