Move: The Go To Market Podcast

View Top 200 Chart

Back to Rankings Page

Business
**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:

226: 3 ABM Truths and a Lie w/ Katie Bullard Aug 27, 2019

Show notes

“When we first decided to get serious about ABM, we were amazing at it.”

“That’s the one lie I will tell you.”

Everything else, was action-packed truth.

For this episode, We listened in on Katie Bullard’s presentation at the #FlipMyFunnel Conference, and have the breakdown here. In 6 powerful minutes she threw out 3 fundamental truths every marketer needs to understand ( and she even gave an easy math formula to determine the ideal mix of ABM vs. Inbound strategy).

Katie is the Chief Growth Officer at DiscoverOrg, where they’re delivering dynamic data that connects B2B sellers with their ideal buyers.

Get ready for 3 truths and a lie (ABM style).

225: How a 4-Time CMO Says You Should Create Your Ideal Customer Profile w/ Kirby Wadsworth Aug 27, 2019

Show notes

ABM is easy as soon as soon as you define your original ideal customer profile.

But that’s just like the old Steve Martin answer on how to be a millionaire:

“First step: Get a million dollars.”

So how do you get that million dollars? Or, in this case, how do you define your ideal customer profile?

Our advice, listen to this guy: Kirby Wadsworth. If that name is familiar to you, it’s because he’s an author of an Amazon 5-Star book, he was featured in Forbes’ Most Influential CMOs on Social Media, and he’s won tons of awards in the B2B space, including the Webby and W3 Awards and SiriusDecisions Return on Marketing & Sales Integration Award, to name a few.

Currently, Kirby’s the CMO at Illusive Networks, where he and his team are on a tremendous growth trajectory, while Kirby is helping define their ICP.

He came on #FlipMyFunnel to share what he’s learned.

Don’t miss it.

224: How an SDR Created a Makeshift ABM Playbook and Landed at Our Door w/ Kenny Brady Aug 27, 2019

Show notes

“Funny story: I was going through your open positions to pitch you on our staffing services. Instead, I think you have a position that was written just for me.”

Those were the opening lines Kenny Brady sent our VP of Customer Success. Now, Kenny is one of our Terminators, crushing it as a Customer Service Manager.

It’s easy to love this guy: He’s a volunteer with Habitat for Humanity, and he was working for Hire Heroes USA, when he found us at Terminus.

Before coming on board, Kenny worked in sales with a variety of SaaS companies who all had similar approaches: “Take this list of random contacts. Call everyone. Bring in some results.”

Kenny knew there had to be a better way. In fact, without knowing it, he created his own makeshift ABM from his experiences along the way, even before he knew what ABM was.

You gotta hear his story.

223: 5 Ways to Be Productive as a Travel Warrior Aug 27, 2019

Show notes

Here are five ideas for maximizing your time and energy on the road:

1) Don’t drink
2) Eat salads
3) Work out in the morning
4) Sleep early
5) Read more on flights with no WiFi

222: Creating Video Content: 4 Reasons You've Probably Never Considered w/ Ethan Beute Aug 27, 2019

Show notes

Most of the crazy community in #ABM believes passionately in the problems we solve and the value we deliver. We love what we’re doing, and we’re excited to share because we know we can solve our customers’ pain points.

Maybe it’s time we became more familiar with a method of communication that delivers the excitement we have about the product we represent. Let’s dive a little deeper into personalized video content.

I brought in a pro from BombBomb, where fun is literally one of their core values, and personalized video is their core product. Also, “fun” isn’t just some back-of-house mantra slapped on a “why you should work here page” … fun is woven into the fabric of the entire company, all the way through to the VP of Marketing, Ethan Beute.

Check out his goal on the first line of his LinkedIn profile: “To wake up every day excited to make things.”

Videos are one of Ethan’s main creations. I had to have him on #FlipMyFunnel to share what he’s learned from making over 7,000 videos.

Honestly, he blew me away.

221: The Perfect Marriage of Automation & Personalization w/ Kyle Porter Aug 27, 2019

Show notes

Empathetic listening, one-on-one conversations, and building amazing, personal touches are vital to your customer experience.

Creating scalable, repeatable, and automated sales strategies is crucial to your company’s growth.

Personal v. Scalable

Most companies struggle to be personal or to scale. A few companies may accomplish one. But the truly successful companies have learned to do both.

That’s what differentiates the best companies from all the others, according to SalesLoft CEO, Kyle Porter.

This guy needs no introduction. In this episode of #FlipMyFunnel, we explore the insights Kyle Porter shared with us at #FlipMyFunnel in 2018. His team at SalesLoft ran a study where they reviewed 200 million sales interactions, and they uncovered which ones were working, why they were working, and how your B2B brand can repeat them.

Don’t miss his power-packed delivery.

220: How To Practice Fearlessness In Marketing w/ Madison Bennett Aug 27, 2019

Show notes

Fearlessness is taking the keys to the Ferrari.

That’s one of our core values at Terminus. But what does it look like to be fearless in marketing?

Marketing Operations Coordinator at Terminus, Madison Bennett, says it’s about being unafraid to challenge people and processes at any turn. When it comes to marketing operations, you want the best accounts to be your customer. Period.

When you find the best accounts for your sales team, that customer is going to flow through your deal cycle so much faster because you know they’re ready to buy. They’re also going to be better accounts for your customer success team to work with because they’re engaged and interested in what you’re doing.

You have to be fearless in doing what it takes to find those key accounts for sales to go after and for customer success to engage. To find the best process to tee up only the accounts that are going to be most successful. Where the goal used to be “fill that funnel” with as many people as possible… now we know exactly why we sent this account to sales.

But how do you sustain fearlessness in marketing operations?

219: Mindful Leadership: How It Brings Your Life Into Balance w/ Alex Latraverse Aug 27, 2019

Show notes

We all like honest people. People who can inspire us with their successes, and expose their downfalls. But when those people can communicate what they’ve gained, package it, and redeliver it in way we can benefit? Those aren’t just people we like, they’re people we want to be like.

Someone that I think everyone should be like is Alex Latraverse. He’s one of our Terminators (what we call our star team members here at Terminus). He is full of successes in his leadership role as VP of Enterprise Sales, but what everyone loves most about him isn’t just that he’s a great leader to success.

He’s a great leader by example, and he’s willing to admit his own mistakes.

He had a turning point in his life when he realized the successes of his career were anything but reflected in his personal life. So he went on o bit of a journey workplace leadership. He discovered mindful leadership — an expression of leadership that puts you in control of your own thoughts and emotions.

It’s been a game-changer in his life — You have to hear what he has to say.

218: Forcing Functions: Why Every Organization Needs Them Aug 27, 2019

Show notes

Forcing function are the greatest reason why innovation happens in companies at a rapid scale.

Think annual conferences like salesforce - the teams know that they have to a whole new messaging, product, acquisitions, and many other things to make the event stay relevant. Can u imagine salesforce not launching anything new at Dreamforce?

Think steve jobs unveiling the new new iPhone as the world watches him.

But there a forcing functions that can help you do just that in in your role and company:

At Terminus - we rolled our weekly all hands where product or a team will showcase what they are doing each week

Think local events that will create urgency

Bringing customer in the office will drive attention to details and office culture and clean up

Sending customer success and tech people periodically on visits to customers to learn who the customer is

Customer of the month program

Boards meetings are a great setup for it too

For individual contributors:

status update meeting with agenda and action items before you end the meeting
Priority list of saying what we will do and what we won’t
leading with purpose and results to-date so it sets a clear context and gets everyone on the same page

217: Flashback - The 5 Factors of Success in Entrepreneurial Leadership w/ Godard Abel Aug 27, 2019

Show notes

In this one we talk to Godard Abel, Co-founder and Executive Chairman at G2 Crowd and CEO at SteelBrick before he sold it to Salesforce, about how there are many different factors in determining the success or failure of a leader or business.

Our TOPPODCAST Picks

Follow Us

Stay Connected

Move: The Go To Market Podcast

Related Podcasts

Links

Stay Connected