Move: The Go To Market Podcast

Latest Episodes:

347: Sales Development - The Unsung Heroes of ABM w/ Sarah Tosh & Mavis Norwich Aug 27, 2019

Show notes

In another Takeover Tuesday episode of the Flip My Funnel podcast I (Justin Keller) had the opportunity to talk with two amazing Sales Development leaders, Sarah Tosh and Mavis Norwich. Sarah is Sigstr's Senior Director of Sales Development and Enablement. And Mavis is Senior Manager of Sales Development at Zipwhip.

On this show we talked about why SDRs drive alignment between marketing and sales, how you can help younger SDRs step up to the plate, and what marketers can do to support their SDRs.

346: Stop Leading With Your Product & Start Talking About the Problem w/ Keenan Aug 27, 2019

Show notes

Why do we buy a car? Because we have a transportation problem. Why do we take medicine? Because we have a pain problem. Why do we buy software? Because we have a technical problem.

But far too often when we pitch a client, we lead with the product, not the problem … and that’s what we tackled on this episode of the #FlipMyFunnel podcast.

Keenan joined us for an action-packed 20-minute episode all about his sales methodology called Gap Selling. He literally wrote the book on it, and it’s still a best-seller on Amazon, 3 months running.

345: Flashback - Struggle Creates Change. Change Creates Growth. Aug 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.

344: What Makes a Good ABM Company Great w/ Matt Senatore & Steve Casey Aug 27, 2019

Show notes

In this episode, my guest host (Steve Watt) had the opportunity to interview two true leaders in the ABM space, Matt Senatore and Steve Casey. Matt is the Service Director for Account Based Marketing at SiriusDecisions and Steve is Principle Analyst of B2B Marketing at Forrester.

These guys are experts on what it takes to go from good to great in the AMB space. We talked about setting a great foundation with your pilot program, 5 keys you need to scale, and how to avoid common pitfalls that get in the way of being great.

343: Flashback - 5 Ways You Know You Are A One Night Stand Marketer Aug 27, 2019

Show notes

Are you a one-night-stand marketer?

Are you constantly trying to close the deal after only the first encounter?

Here’s how you know I’m describing you:

You Focus on Leads, Not Engagements

When you use number of leads as a metric of success, you miss the point.

Instead of spending your time chasing leads, ask yourself, “Are the RIGHT people getting engaged?”

You Value Conversions Over Conversations

Marketers love getting alerts every time someone fills out a form.

But what happens next?

Take every conversion, and turn it into a conversation.

Ask For Registrations Over Focusing on Pipeline

Your pipeline is incredibly important, obviously.

But few marketers are looking at the pipeline.

If nobody from your marketing team is paying attention to your pipeline, you’re missing the point entirely.

You Love Customers, But Hate Prospects who Ignore Your Ebook

Imagine you’re the buyer. Your executive team isn’t downloading an ebook. You are.

And who’s fielding all the emails and follow ups? You are.
Not all content has to be gated. Ungated content brings brand and authority and trust building.

You Send Emails to Everyone ALL THE TIME
Email is easy to send, but they’re not the only way to engage. Get creative, and cut down on the emails.

Want to learn more? Listen to this episode.

342: A Tale of Two ABM Programs w/ Jess Engel & Bre Gaul Aug 27, 2019

Show notes

As it turns out, the size of your ABM program doesn’t really matter.

Whether you’re a team of two or 1,000, the tactics of successful ABM are mostly the same.

In today’s #TakeoverTuesday episode of the FlipMyFunnel podcast, Justin Keller interviewed Jess Engel, Demand Gen Manager at Sigstr, and Bre Gaul, ABM Manager at Snowflake.

Here’s what you can expect to learn about:

Two award-winning ABM programs of very different sizes
The most important data for an ABM program
How to do sales/marketing alignment right
How the two programs have scaled in 18 months
Tweetable ABM wisdom

341: Multiply Your Sales with the Go-Giver Mindset w/ Bob Burg Aug 27, 2019

Show notes

If you’re like most salespeople, you like to think of yourself as a Go-Getter.

What if I told you, you’ve got it exactly the opposite?

You need to reverse the polarity of how you approach your entire sales process. How?

By giving stuff away.

I know this may sound insane, but I’ve just met the man who has totally convinced me.

In a recent podcast, I spoke with Bob Burg, speaker, and author of the best-selling Go-Giver series of books.

Burg believes that giving means constantly and consistently providing value to others. That's not only a pleasant way of conducting business, but it’s also the most financially profitable way of all.

If you want the sale, place the customer's interest first because they're only buying for that reason.

340: Flashback - Passion Trumps Resume Aug 27, 2019

Show notes

Is it better to hire people who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition?

Sangram knows the answer. “Passion trumps resume. Every day and twice on Sunday.”

“Passion is something that can cut through fear and create love for who we are and what we do. It’s an important idea for anyone who’s in any kind of leadership role that requires cross-functional support or buy-in. It’s about making our customers heroes in their own organization.”

339: An Inside Look at Oracle’s Account-Based Strategy w/ Steve Watt and Kelvin Gee Aug 27, 2019

Show notes

Ready for an account-based strategy treat? This week I'm so excited to have another #TakeoverTuesday guest but on Thursdays for the next few weeks with Steve Watt. In this episode, he interviewed Kelvin Gee, Sr. Director of Modern Marketing Business Transformation.

With a title like that, you know this interview is going to be packed with insights into revolutionary account-based strategy and tactics.

Kelvin talks about accentuating your strengths, and hiding your weaknesses with your account-based strategy. (And, we even got him to share some of his tech stack secrets with us!)

348: Flashback - 6 Quotes From John Wooden That Will Change Your Life Aug 27, 2019

Show notes

He wasn’t good at coaching basketball. He was legendary. In 12 years, John Wooden won 10 D1 titles, 7 of which were back-to-back. (No other coach has won 5 in a row.)

In 1973, his team became the only one to ever have back-to-back undefeated seasons. In total, he coached his team to over 600 victories,

Oh, he also played himself. He became the first basketball player to be named All-American three times, winning him a spot in the Hall of Fame as a player, and as a coach (another first).

There’s a reason they called him the “Wizard of Westwood.”

On this episode of the #FlipMyFunnel podcast, Sangram breaks down his 6 favorite quotes from the legendary coach, and what we can all learn from his fascinating success and life.

Our TOPPODCAST Picks

Follow Us

Stay Connected

Move: The Go To Market Podcast

Related Podcasts

Links

Stay Connected