Move: The Go To Market Podcast

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237: Why a 1.5x Pipeline Is Actually More Valuable than 5x Pipeline w/ Andy Paul Aug 27, 2019

Show notes

Like radical ideas? Here’s one: You don’t need a bigger pipeline. You just need to create more value for your current prospects.

Radical, right? That’s just one of the many radical sales ideas from Andy Paul.

On this episode of the #FlipMyFunnel podcast, Andy pulls from his experience spanning through four decades of sales. This guy’s a sales genius: He graduated from Stanford before he authored best-selling sales books, such as Amp Up Your Sales, and Zero-Time Selling.

His newest project is The Sales House, which he calls the go-to educational storehouse for all things sales. (The best part is, some of his best stuff is free.)

Let’s jump in.

236: “Stop Giving So Many CTAs” & 2 Other B2B Hacks You Can’t Live Without w/ Randy Frisch, Katie Cantwell, and Tyler Lessard Aug 27, 2019

Show notes

We talk a lot about using marketing and sales tactics that re-humanize B2B and make it personal.

This episode isn’t just a one scoop of B2B sales and marketing tactics. It’s the full ice cream sundae. Three phenomenal guest speakers gave a fast-fire panel from our #FlipMyFunnel Conference, and we have it all right here.

They offered simple, down-to-Earth, best sales and marketing practices you can use today, at the office, right now.

They each unpacked their version of re-humanizing B2B, talked about video, AI, and how to equip your entry-level employees.

Don’t miss this buffet of thought leadership.

Katie Cantwell — Director of Sales at Showpad. Previously, Director of Sales at Oracle, and Owner of Loyalty at Audi.

Tyler Lessard — Fearless 50 Marketer and VP of Marketing at Vidyard.

Randy Frisch — Co-founder, CMO, and president of Uberflip.

The moderator for this panel was the rockstar Bob Perkins, founder and chairman of the AA-ISP (American Association of Inside Sales Professionals).

234: Do your SDRs talk to your Customer Success team? w/ Ryan Vitello Aug 27, 2019

Show notes

Can you name the only two customer-facing roles in your business?

Your sales development team and your customer success team. But how often do they intentionally work together to better serve your clientele? While both teams are constantly in communication with your customers, they’re rarely in communication with one another.

This is something our team at Terminus noticed and wanted to change. Ryan Vitello is a sales development manager at Terminus who is constantly looking for new ways to bring the two customer-facing roles together. He’s seen the harmony and magic that can happen firsthand.

Sales development reps are the first interaction your potential customers will have with your brand. While your customer success team are those who are maintaining, nurturing, and growing those relationships. Together, SD and CS have such a wealth of knowledge of what customers care about, what’s working for them, and what doesn’t work for them… imagine what could happen if they shared that?

233: 6 John Wooden Quotes that will change your life Aug 27, 2019

Show notes

Who is John Wooden?

John Robert Wooden (October 14, 1910 – June 4, 2010) was an American basketball player and head coach at the University of California at Los Angeles. Nicknamed the "Wizard of Westwood," he won ten NCAA national championships in a 12-year period as head coach at UCLA, including a record seven in a row. No other team has won more than four in a row in Division 1 college men's or women's basketball. Within this period, his teams won an NCAA men's basketball record 88 consecutive games. Wooden won the prestigious Henry Iba Award as national coach of the year a record seven times and won the AP award five times. He also won a Helms national championship (which was decided by a poll) at Purdue as a player 1931–1932 for a total of 11 national titles.

232: 5 Skills Every ABMer Must Have w/ Brittney Overstreet Aug 27, 2019

Show notes

“Not all accounts are the same — often, they each need a personal, detailed approach.”

It’s not every day you meet an account based marketer like Brittney Overstreet. She doesn’t compete with sales. Instead, she believes marketing’s role is to support sales while they pursue revenue growth.

She gets it.

She hopped on the #FlipMyFunnel podcast to share the 5 skills every ABMer must have.

Brittney has an MBA from Howard Payne University, with a Bachelor’s in Digital & Photographic Imaging. She started out crushing creative production for The Greater New Braunfels Chamber of Commerce, before she took the leap into marketing in 2015.

Currently, she leads ABM strategy at Signify Health as the Manager of Account Marketing.

Don’t miss these 5 skills — plus, she shares her stellar techstack with us.

231: 3 Ways to Challenge Your Marketing Team to Drive the Only Metric That Matters w/ Karen Steele Aug 27, 2019

Show notes

Everyone owns revenue. It’s not sales job, it’s our job. The silos of organizations have to be destroyed in order for us all to get back to the one thing that drives our business: revenue growth.

Partnering with the entire organization to create #OneTeam driven toward one goal, regardless of your department, is every leader’s responsibility, says Karen Steele, CMO at LeanData.

Karen’s seen it all in her incredibly B2B marketing career: she’s rallied marketing teams to drive company growth as a senior executive at Marketo, VMware, Informatica, and Xactly.

Before these, she worked at Next. (Yeah, that Next, with that guy, Steve Jobs.)

Karen delivered a powerful message at the #FlipMyFunnel conference, and we captured the entire thing on our #FlipMyFunnel podcast.

230: Flashback - How to Build a Killer B2B Brand w/ Edward Ford Aug 27, 2019

Show notes

What do you think of when you think about brand marketing?

Most people probably think about fluff.

And this couldn’t more true than in the B2B and SaaS world.

But according to Edward Ford, there are 3 drivers that are bringing brand to the forefront in the SaaS world.

A shift from commodity to experiences
A shift in power from those that own the supply to those that own the demand.
A shift from building products to building brands

Is your company focused on building a brand?

229: From Peer to Coach- Being a Young Leader in a Rapidly Growing Company w/Christina Simms Aug 27, 2019

Show notes

Leadership is difficult. Young leadership is harder. When your peers on Friday become your direct reports on Monday, awkward is often the best-case scenario.

Imposter syndrome and doubt often come with the title; this young leader fought back with radical candor, trust, and empathy.

If you’ve ever found yourself in a peer-turned-leadership position, especially as a young person or first-time manager, you’ll want to hear from Christina Simms. She’s a Customer Service Manager here at Terminus, and she’s a rockstar with her team, many of whom she worked alongside as peers just days before her promotion.

She came on our #FlipMyFunnel podcast and was radically candid about what she’s learned as a young leader in her role.

228: Why Every Person Needs a Big Rock to Move w/ Sangram & James Carbary Aug 27, 2019

Show notes

A few weeks ago, we did an episode about forcing functions. The LinkedIn messages, emails, and comments just keep rolling in, so we had to revisit this topic.

Co-hosted by both Sangram and James Carbary, this episode tackles “big rocks, rolling thunder, and small wins.” Sangram shares his secrets what it takes to continually motivate your team with the right amount of challenge, tempered by celebrating milestones along the way.

Sangram pulled out some lessons from NFL player Reggie Rivers as well and shared what he’s learned about comparing your business environment to an athletic event. Don’t miss this second take on forcing function, and how it creates the team mentality that delivers results.

(If you missed the first episode on forcing functions you can find it here.)

This was a power-packed episode, so let’s dive into Sangram’s three ways you as a leader can motivate yourself and your team.

227: How Your Business and Brand Become the Most Trusted Voice w/ Marcus Sheridan Aug 27, 2019

Show notes

Sales teams make more money than marketers for one crazy simple reason: They speak the same language as the business owners.

Marketers are great at describing their value in marketing terms, such as positioning, value prop, and image. Meanwhile, the entire sales team shrugs their shoulders and says things like “driving revenue” and “ROI.” This sales language is the same bottom-line language of the CFO & CEO.

Marcus thinks it’s time marketers made some communication changes, and started communicating effectively within our organizations, and to our customers.

You’ve probably heard of Marcus Sheridan. Besides being featured in numerous magazines, blogs, and conferences, he turned a drowning pool company into a million-dollar business, founded 3 successful companies, and authored They Ask, You Answer, Mashable’s #1 Marketing book for 2017.

Oh, and in his spare time, Marcus is a keynote speaker, which is how I got to know him. He ran as fast as he could, but I caught up to him for our #FlipMyFunnel podcast.

Check out what he had to say. (You’ll see why I ran so fast.)

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