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:

328: Flashback - Are You a Manager or a Leader? 5 Areas to Examine Aug 27, 2019

Show notes

Are you a manager or a leader?

You don’t have to be one or the other.

Neither is better.

Leadership needs no title.

But to be effective, you need to know where you are on the spectrum.

These five assessments can help you figure out where you land.

1) Focus

A manager’s job is to focus on the “now” and be obsessed with short-term plans.

Leaders think long term—and they usually focus on only 3-5 priorities at a time.

2) Creativity

Creativity isn’t about being a great graphic designer.

For managers, creativity is overseeing what’s already in place.

For leaders it’s going beyond what everyone else is thinking. Leaders create incredible partnerships that aren’t even on the radar of a manager.

3) Skillset

Managers need to make sure they’re extremely effective with details.

Leaders need to take a step back and look at the big picture.

That means you’re no longer the smartest person in the room for solving specific problems.

4) Personal Qualities

What gets you excited about every day?

If it’s making sure things are running smoothly, you’re in a perfect management role.

Leaders typically aren’t the happiest people around, because they live for the future.

5) Knowledge

Managers know everything about something. Leaders know something about everything.

What about you? Are you a leader or a manager?

One-line description: Are you a manager or a leader? These five assessments will tell you.

327: How to Build the World’s Best Team w/ Jeff Perkins Aug 27, 2019

Show notes

Retention and talent acquisition take up a lot of bandwidth in conversations today. So Sangram sat down with a real pro, Jeff Perkins, to ask him how he constantly adds to his rockstar marketing team.

Jeff is the CMO at ParkMobile in Atlanta. Before that, he was CMO at QASymphony, VP of Marketing & Inbound Sales at PGi, a director at AutoTrader.com, … and the list goes on.

He’s hired a lot of people, he always seems to be in the know about who to hire. (Sangram even gets consistent emails from him about recruitment.) So, how does he constantly have such a solid talent pool, even in today’s market? Let’s find out.

326: Sales 3.0 - How to Survive and Thrive in the New Landscape w/ Barbara Weaver Smith Aug 27, 2019

Show notes

Sales 3.0 has arrived and could be about to destroy your sales job.

When account-based marketing and sales enablement platforms meet artificial intelligence, the salesperson needs to add more value than merely taking the customer’s order.

Just as McDonald’s is striving to replace human cashiers with self-order kiosks, Sales 3.0 will eliminate any sales position that doesn’t help the end customer with their business.

To prepare for this future, listen to today’s episode of the Flip My Funnel podcast. We spoke with Barbara Weaver Smith, Founder and CEO The Whale Hunters.

325: What Oprah’s Wisdom Has Taught Me Aug 27, 2019

Show notes

Are you ready to live the life of your dreams?

You have to be ready to make a hard choice and gamble on the unknown.

That’s my life lesson from today’s Big Idea.

It is a quote from Oprah: “you can have everything in life but not all at once."

You need to see where this quote has taken me as it weaves in and out of the choices I’ve made in my life.

On paper, two of these choices were dumb, idiotic and very risky. Did they pay off?

Listen to the podcast and decide if this approach will work for you too.

Try it and let me know your results.

324: How Do You Earn the Right to Do Business with Your Prospects? w/ Michael McCunney Aug 27, 2019

Show notes

Think always of your prospect’s challenges, not your solution.

If you want to see a company that’s learned how to put their prospects’ challenges first, listen to today’s episode of the Flip My Funnel podcast. We spoke with Michael McCunney, Vice President, Marketing at Revenue Analytics.

Michael and I talked about why marketers need to speak their prospect’s pain and sometimes tell them no, we can’t help you.

Also join us for Michael’s challenge, on Twitter @Sangram with the hashtag #DistillMarketing and give us your distilled value proposition in less than 100 characters.

To learn more about it, listen to this episode.

323: Cultural Mastery: How to Lead and Sell in the 21st Century w/ Ricardo Gonzalez Aug 27, 2019

Show notes

You need to communicate and motivate your colleagues and customers.

Culture is the invisible water in which we swim, but if you’re not aware of its currents, you can drown.

Cultural mastery is a 21st-century skill that leaders and salespeople need to thrive.

To discover the six steps to cultural mastery, listen to today’s episode of the Flip My Funnel podcast. We spoke with Ricardo Gonzalez, CEO of Bilingual America and author of The 6 Stages of Cultural Mastery.

322: Why Quora’s High-Intent Audience Is Gold w/ JD Prater Aug 27, 2019

Show notes

For today’s episode of the Flip My Funnel podcast, we spoke with JD Prater, Quora Evangelist at Quora.

JD and I talked about why Quora needs to be part of any marketer’s arsenal.

Here’s what we’re unpacking today:

From Quora Believer to Quora Evangelist
How an Evangelist Measures Success
Why Marketers Need to Quora Seriously
Sangram’s Summary
JD’s Challenge

321: What You Can Learn from Non-Profits w/ Trent Ricker Aug 27, 2019

Show notes

For today’s episode of the Flip My Funnel podcast, we spoke with Trent Ricker, CEO and President of Pursuant Group.

Trent and I talked about how to Flip the Funnel on nonprofit fundraising.

While nonprofits have passion, they often lack expertise in modern best practices such as data-driven strategies, integrated fundraising, donor analytics, insights, and experience.

Your experience creating and tracking buyer personas through your sales funnel could help a nonprofit get more small donations from individual donors (B2C) or big donations from large entities (B2B).

Here’s what we’re unpacking today:

Fun Fact: Fairways to Heaven
Storytelling Lessons from Pixar
What Pursuant Does
The Two Types of Nonprofits
Flipping the Funnel on Nonprofits
Sangram’s Summary
Trent’s Challenge

320: Stand for Something. (Or Stand for Nothing) Aug 27, 2019

Show notes

Not everyone agrees with Guy Kawasaki.

But no one ignores him.

He uses his social influence to speak out about politics. Many told him to stay out of those issues — that he would lose followers. Indeed, when he began to use his social influence to get involved with the political process, many began to feel strongly about his inclinations.

But actually gained followers by taking a firm stance.

On this week’s #One Big Idea episode, Sangram dives into why every person should stand for something.

319: How Phononic Used Terminus To Reap Huge ABM Success Aug 27, 2019

Show notes

For today’s episode of the Flip My Funnel podcast, we spoke with Daniel Englebretson, Director of Integrated Marketing at Phononic.

In this show, Daniel and I talked about how Phononic used Terminus to reap ABM success.