Move: The Go To Market Podcast

Latest Episodes:

146: A Rockstar ABM Strategy Needs the Right Team w/ Matt Senatore and Joe Quinn Aug 27, 2019

Show notes

We talk a lot about ABM here at #FlipMyFunnel. Sales, marketing, finding the right accounts -- it’s all part of the show. But what’s most important in driving a powerful ABM strategy? The people.

Matt Senatore knows. He’s a thought leader on ABM with over two decades of experience in strategy, accounts, and marketing. At Sirius Decisions, Matt works with clients to build and optimize their ABM. Matt recently spoke at our #FlipMyFunnel conference, where he invited one of his top-performing clients on stage to share what he’s learned about ABM: It’s all about people.

145: Campaign Based Prospecting w/ Ryan O'Hara Aug 27, 2019

Show notes

Did you know the average reply rate on a cold email is only 3.5%? To Ryan O'Hara, that number is super depressing and makes him want to cry in the shower.

Luckily, Ryan is able to raise that number significantly through Campain Based Prospecting.

We're so excited to have Ryan with us as a speaker at the 2018 #FlipMyFunnel Conference in Boston! Grab your tickets with the promo code PODCAST for $100 off your ticket! (P.S. You can also use the promo code BOGO for buy one get one until the end of today, July 20th)

144: Storytelling with Your Customers w/ Kyle Hardaway and Ryan Schwartz Aug 27, 2019

Show notes

Do your customers understand your company's story? Are you able to take them on a journey?

In this episode, we're back with Terminus' Kyle Hardaway and Ryan Schwartz. And today, they're talking all about, you guessed it, storytelling.

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P.S. If you wanna learn more about how to use your story alongside ABM, you gotta get to #FlipMyFunnel 2018 at the Boston Convention Center!

Use this link with the promo code PODCAST to get a special discount: http://bit.ly/2kbNw95

143: Netflix Culture Code: Giving Employees Context In Their Role Aug 27, 2019

Show notes

If you really want to look at a great culture deck, check out Netflix.

Netflix’s culture code can be summarized by this quote:

"If you want to build a ship, don't drum up the people to gather wood, divide the work, and give orders.

Instead, teach them to yearn for the vast and endless sea." ‐Antoine De Saint‐Exupery

We were so inspired by their culture deck that we’re dedicating a podcast series to it! The first value from Netflix’s culture code to unpack is “Context, Not Control.” The best managers figure out how to get great outcomes by setting the appropriate context rather than by trying to control their people.

Here’s your challenge for the week as a manager: When one of your talented people does something dumb, don’t blame them. Instead, ask yourself what context you failed to set.

142: The 6 Triggers Marketers Are Using to Make You Buy w/ David Lewis Aug 27, 2019

Show notes

Would you believe me if I told you that mind-control is a very real phenomenon?

In fact, you’ve subconsciously been influenced in your buying decisions due to this marketing magic I’m alluding to.

How is this wizardry possible, you exclaim?

Jedi Master-level salesmen have been using 6 simple techniques to ‘control your mind’ via the phenomena of Neuromarketing!

Okay, full disclaimer. It’s not Machiavellian in any way, shape or form.

And just about anyone can and should be using these powerful techniques in order to blow their presentations out of the water!

This week, I’ve had the pleasure of interviewing David Lewis, the CEO at DemandGen, who revealed the six stimuli of Neuromarketing that will as he expressed, “push the mental buy button in the buyer.”.

141: Content Marketing on the Go w/ Joe Chernov Aug 27, 2019

Show notes

Audio from Joe Chernov's talk at #FlipMyFunnel's Austin conference. In this one, Joe talks about ABM content marketing.

140: How To Create Buzz With Your B2B Marketing w/ James Snider Aug 27, 2019

Show notes

“As B2B Marketers, Our role is to help by creating a huge buzz within our target organizations.”

This is exactly what James Snider does every single day with his team at Punch!

James started this process by diving into creating personalized videos for prospects with Vidyard.

His organization found huge success sending these videos. For every 20 videos they sent, they booked 1 meeting. They eventually installed 5 mini studios within their offices for sales reps to record videos to send to prospective customers.

That’s pretty impressive. But they didn’t stop their creativity there. They began to combine video with other experiential and guerilla marketing tactics.

For example, Punch! is running a “Fairytale” campaign right now. They’re combining video with unique hand drawn illustrations sent by direct mail to Tier I clients. And they are getting phenomenal results.

If you’re going to use this approach, you first need to identify the core challenges your prospect is facing, not shoot from the hip. Then you can build messaging and a story around your company’s unique solution.

But creating buzz is not a one time thing! You have to continue to wow customers even when they are past the prospecting stage.

139: Intern to Full Time w/ Connor Schorr & Kaitlin Lutz Aug 27, 2019

Show notes

Everyone either has an intern, needs an intern, or is trying to develop a process through which the internship position funnels.

In this episode I get to speak with two former Terminus interns who are now full time at the company about what the process was like for them as they found their place in the midst of the internship setting.

Transitioning from intern to full-time employee is a big accomplishment. Listen as Kaitlin Lutz and Connor Schorr talk about their time as interns and what they learned along the way!

138: How to Make Better Decisions Aug 27, 2019

Show notes

Everybody is a leader. Leadership should never be defined by a title.

But the choice to be a leader is hard. At the end of the day, it comes down to your decisions.

Making better decisions comes down to these two things:

1) What’s the best thing to do?

Versus

2) What’s the right thing to do?

137: 7 Steps to Financial Fitness w/ Bob Stammers Aug 27, 2019

Show notes

Most people do not learn personal finance or investing in school. Why is this a problem? Because, you spend your whole life working to bring in money, but then once you have it, what do you do with it? Do you spend it faster than it comes in? Do you dig a hole and bury it in the ground for safekeeping? Hopefully not. Let’s look at finances this way.

If you are running a marathon or training for a marathon, you have to have discipline. You have to learn the skills over time. You don’t become the best marathon runner overnight. So what are the steps necessary to become the best that you can be, and becoming the most financially fit that you can be?

Bob Stammers, Investor Education at CFA Institute, recently revealed 7 steps to financial fitness which really break down some complex ideas about money management in order to help you become more fit with your pocketbook. He also ties these 7 core ideas back to marketing, and how a marketer should look at their company’s money as their own.

P.S. Speaking of finance, you still have a few days to get our BOGO deal for the #FlipMyFunnel Conference. Just type in the promo code "BOGO" when buying your tickets! Get your tickets here: bit.ly/2MKBf7B

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