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:

408: How to Play to Your Strengths With an Account-Based Model w/ Kelvin Gee Aug 27, 2019

Show notes

How are you changing the game?

Is your team playing to its strengths? Or, is it simply sticking to tradition?

Account-based marketing has stormed the B2B industry. Countless companies have found success with the flipped funnel.

We can see that ABM is becoming the new normal. In light of that, your business cannot depend on solely switching to an account-based model. Your team needs to play to its strengths.

Kelvin Gee, Senior Director of Modern Marketing Business Transformation at Oracle, shares with the audience at the B2B Sales & Marketing Exchange how he prepared his team to implement an account-based model.

Interested in attending the upcoming B2B Sales & Marketing Exchange in August? Find tickets here.

407: Changes You Have to Make When Switching to an ABM Model w/ Shari Johnston Aug 27, 2019

Show notes

You’ve aimlessly chased those little guppies for too long now

Why continue trying to corral little tiny leads when you could be putting your resources towards bigger clients you know will pay off?

Guest host Meagan French, Founder of Lotus Growth, sat down for a discussion about account-based models more with Account-Based Strategist and partner at Winning By Design, Shari Johnston.

In this episode, we cover changes you need to make for an ABM, Women in Revenue, and more.

406: B2B Sales: Why Transparency Sells Better Than Perfection w/ Todd Caponi Aug 27, 2019

Show notes

What do customers expect from your company?

Are you owning your spot in the market? Or are you trying to be everything for everyone?

When it comes to leading a successful business, it’s best to be honest and upfront with potential customers.

The Transparency Sale author, keynote speaker, and Sales Melon LLC founder, Todd Caponi, gave us some crucial advice on excelling in any chosen niche. In this episode, we hit on transparency in sales, creating a clear position in the market, and more.

405: How to Not LOSE Your Family to WIN the World, Pt. 1 Aug 27, 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.

404: Marketing Within The Deal: Reaching Deeper Into The Funnel To Impact Win Rates w/ Dave Bruno Aug 27, 2019

Show notes

It’s been 27 years since the movie Glengarry Glen Ross came out. The one with Alec Baldwin’s famous “Coffee is for closers” scene. Ever seen it? It’s in just about every sales kickoff.

In case you’ve only seen the one scene, the rest of the movie is all about finding leads. Back then, marketing was a gut job. Today, marketing is a “whole other bag.”

In this episode Dave Bruno, Marketing Director at Aptos, talks about how marketers today seem to measure everything—except maybe the most important metric of all.

Be sure to grab tickets to the upcoming B2B Sales and Marketing Exchange here.

Office Hours Aug 27, 2019

Show notes

On Office Hours we talk about all things marketing, sales, and customer success.

I’m doing office hours on LinkedIn Live every Friday, or you can catch the recording right here!

Do you need MQL, SQL when you are actually trying to be an #accountbased organization?

Join the FlipMyFunnel Community group for more information, a pre-order link, and exciting giveaways: https://lnkd.in/e63TC4J

402: Making Your Data Actually Work For You w/ Nicola Frazer-Reid Aug 27, 2019

Show notes

What if you could put all those years of collecting data right to work?

(And what would you do if it told you to take an account-based strategy for your entire department?)

That’s what guest Nicola Frazer-Reid, Vice President of Marketing at Spigit, is here to explain today--how to really understand what the data is telling you and how to convert that into sales.

401: GrowthIQ: Modernizing a Growth Study and the Three Reasons Why We Can’t Stand the Funnel w/ Tiffani Bova Aug 27, 2019

Show notes

How far back was the funnel invented? Go ahead, give your best guess. 1920s? 30s? 2000? What’s the answer?
Give up?

The funnel has been around since the 1890s. Which means that the way that we think about the funnel hopefully has changed in the 100+ years it's been around. But for a lot of organizations, they’re still looking at the funnel in the same tired way.

Shove as much as you can in the top and hope that you get some good stuff at the bottom.

Tiffani Bova, Customer Growth and Innovation Evangelist at Salesforce, was on the show recently to talk about her new book GrowthIQ, and why she can’t stand the funnel in the first place.

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P.S. -

We've released a book! Check it out: ABM is B2B.
And the best part, profits benefit New Story Charity!

400: Be Patient and Have a Great Attitude Aug 27, 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.

399: How to Get Over the Fear and Dive Into ABM w/ Marty Thompson Aug 27, 2019

Show notes

Marty once launched his own ad agency that he named Two Bananas. Today, he’s the CMO at Clear Software in Indiana. I knew he was the perfect person to join me today to discuss a day in the life of a CMO. Someone who has truly been there and done that. Especially when it comes to getting his sales team to buy into trying something totally new and different: ABM.

On today’s episode, we unpack challenges you might face when starting ABM, overcoming the fear of trying something new, getting buy in from your sales team, why ABM isn’t for marketers, and so much more.

Finally, Marty will challenge you to think of ABM differently than how you probably have been thinking about it. Because it’s a lot simpler than you think.

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