Move: The Go To Market Podcast

Latest Episodes:

438: How to Measure Success in ABM Nov 04, 2019

Show notes

It can be intimidating to shift from 100% inbound marketing to ABM.

You’re probably not entirely positive on how you’ll prove to leadership that ABM works for your organization.

Lucky for you, we recently discussed ABM metrics with two industry experts. Jen Spencer, Vice President of Sales & Marketing at SmartBug, and Todd McCormick, CRO right here at Terminus give us some industry-leading advice on measuring ABM success

Here’s what we cover:

Setting KPIs that matter
Mixing inbound and ABM
Finding the best SaaS product
Testing different verticals

To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

437: Culture Eats ABM For Breakfast, Pt. 2: Open-Book Management w/ Mike and Nikole Rose Nov 04, 2019

Show notes

In the second episode of the four-part series Culture Eats ABM for Breakfast, husband-wife duo Michael and Nikole Rose give us insight into implementing real, living business transparency.

Mojo Media Labs has seen a lot of change in the last handful of years, but Nikole (President/COO) and Michael (CEO) have identified common threads that bring it all together.

In this episode, they cover:

Cultivating a culture of owners
Rolling out open-book management
Budgeting and forecasting

To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.

436: Business Transformation of the World’s Largest 1-day Event Company w/ Angela Raub Nov 04, 2019

Show notes

Want to know how Leadercast is being transformed by their CEO?

We sat down with Angela Raub to discuss how her personal transformation has led to the transformation at Leadercast, where she’s CEO and President.

We talked about:

Angela’s “heads down for a decade” mentality
How angela’s personal transformation led to company-wide transformation at Leadercast
Why you need a personal advisory board
Being vulnerable
Women’s leadership events
The myth of “work-life balance”

This post is based on a podcast with Angela Raub. If you’d like to listen to the full episode, you can check it out on Apple Podcasts, Spotify, or here.

431: The CEO With a 100% Approval Rating on Glassdoor w/ Bob Glazer: Sep 06, 2019

Show notes

After over 100 reviews, Acceleration Partners has a 100% approval rating on Glassdoor. And not just the company, but also the leadership.

We wanted to find out why, so we went straight to the CEO, Bob Glazer.

In this episode we discuss:

How Bob defines performance
Why the worst thing an employee can do is “quit and stay” at a company
The importance of transparency with employees
How to have “mindful transitions” with your employees

Checkout these resources we mentioned during the podcast:

LinkedIn post from Bob: The Most Toxic Employees at Your Company Aren’t the Ones Who Quit
Bob’s Mindful Transitions TED Talk
Bob’s CEO award from Glassdoor
Book mentioned: Extreme Ownership, by Jocko WIllink
Friday Forward — Bob’s weekly newsletter
Elevate — upcoming book by Bob

This post is based on a podcast with Bob Glazer. If you’d like to listen to the full episode, you can check it out on Apple Podcasts, Spotify, or here.

432: Culture Eats ABM For Breakfast, Pt. 1: Improve Company Culture Today Sep 06, 2019

Show notes

Starting a B2B business with your life partner is bound to create some interesting company culture.

One couple who’s crushing it at B2B business and company culture is the founders of Mojo Media Labs, Nikole Rose (President/COO) and Michael Rose (CEO).

In the first episode of this four-part series, Culture Eats ABM for Breakfast, Nikole and Michael give us the lowdown on the ups and downs of building a great company culture.

They cover:

Realizing your company culture is crumbling
Establishing core values
Finding a team that supports your values

Resources mentioned in this episode include:

To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.

435: Why Being Respected is More Important than Being Liked Sep 06, 2019

Show notes

Aretha Franklin had it right.
R-E-S-P-E-C-T

When it comes down to it, being respected is more important than being liked.

Being respected is a long term play for somebody’s betterment. Being liked is a short term play of avoiding the difficult situations.

It may not be what you want to hear, but the most important lessons in life most often come from those that everybody respects, but not everybody seems to like.

Steve Jobs. Elon Musk. Jeff Bezos.

Pleasing others is easy, but respect is difficult.

What kind of leader do you want to be? One that is respected? Or one that is liked?

434: Here’s Why One ABM Team Turned Off Every Single Registration Wall On Their Site w/ Nick Panayi Sep 06, 2019

Show notes

Today, we’re continuing our series on enterprise ABM, where we're digging deep into what account-based marketing looks like in some really large, complex, distributed organizations.

Over the course of the series, we've had some fantastic conversations with some really interesting sales and marketing leaders in these large organizations. So, today, we’re excited to welcome our guest, Nick Panayi from DXC Technology.

Here’s what we talked about:

Why you can’t solve ABM with a tool
Why marketers need to be embedded with sales...just like journalists are embedded with troops in a war zone
Why every marketing tactic can be tailored for ABM
And why you might want to consider ungating your content

433: Enabling Sales to Have More Valuable Conversations w/ Jillian Gartner and Jake Dunlap Sep 06, 2019

Show notes

It can feel like an eternal struggle to harmonize sales and marketing.

That’s why we asked a couple of industry titans about their take on sales and marketing alignment.

Jillian Gartner, Director of Account-Based Marketing at Thomson Reuters

Jake Dunlap, CEO of Skaled

In this episode, we cover:

Finding alignment organically
Practical tips to get marketing and sales on the same page
Tailoring ABM outreach

To listen to this episode and more like it, subscribe to #FlipMyFunnel on Apple podcasts or listen on our website.

430: To Serve Your Customers Best, Serve Your Employees First Aug 30, 2019

Show notes

Happy employees will go the extra mile to serve their customers because they feel valued, respected, and cared for by their organization.

One of the best ways to show both employees and customers that they’re valued is to listen to them. Each group has something to teach the other, and a company becomes stronger when they listen to the people they serve and share that information between themselves.

Make regular opportunities to understand what your customers and employees want and need and communicate with both groups:

Launch a “customer in the office program.” Tell customers’ stories as part of your weekly company update.
Tell customers’ stories as part of your weekly company update.
Have different members on the team share a customer win (not just sales).
Create an “In the customer’s office” program, the reverse of the “Customer in the office” program.

Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

429: Why Terminus Embraces Their Competitors w/ Sangram Vajre` Aug 30, 2019

Show notes

The script has flipped.

Embracing the competition? Aren’t we supposed to hate each other?

Not according to #FlipMyFunnel founder and host, our very own Sangram Vajre. He emphasizes the power of bringing competitors together to cultivate growth.

FMF guest-host John Rougeux swaps spots with Sangram in this topsy-turvy #TakeoverTuesday episode. We learn about category creation versus category leadership, the advantage in building a community, having passion for the problem instead of the product, and more.

John Rougeux is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets.

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