Move: The Go To Market Podcast

Latest Episodes:

136: Fireside Chat: Women in Tech Aug 27, 2019

Show notes

Description: Back in the day, #FlipMyFunnel held an event in good ole' Austin Texas. Though this was a little over a year ago, these women have some incredible insight that holds up today.

If you haven't gotten your ticket to #FlipMyFunnel on August 8th in Boston, don't worry. You have until July 20th for our BOGO deal. Just type in the promo code "BOGO" when buying your tickets! Get your tickets here: bit.ly/2MKBf7B

135: Key Trends in Sales and Marketing for 2018 Aug 27, 2019

Show notes

Kaitlin interviews some of the best B2B marketing and sales professionals in the game. They all answer the question, "What are the trends you're seeing in sales and marketing for 2018?"

If you haven't gotten your ticket to #FlipMyFunnel, don't worry. You have until July 20th for our BOGO deal. Just type in the promo code "BOGO" when buying your tickets! Get your tickets here: bit.ly/2MKBf7B

134: The Importance of Engagement in Lead Scoring w/ Sunny Bradshaw Aug 27, 2019

Show notes

Think about how your company’s lead scoring. Is it based on arbitrary customer activities and point scoring values? There’s a better way to go about it!

Sunny Bradshaw is a Product Manager at Terminus, and she has been hard at work on a platform called Visitor ID. Visitor ID allows companies to focus on the potential customers that are engaging with key pieces of content on their site. This is possible through an algorithm that produces an “account surge” report. The report indicates which potential customers have both the right fit and are demonstrating intent!

It is the perfect balance between cold calling and waiting around all day for a potential customer to fill out a lead form. You want to engage with people when they want to be engaged with. It’s not about when is convenient for you, it’s about your customer!

Sunny wants to challenge companies to think about the metrics they’re using when prioritizing research.

133: Do You Have A Beginner’s Mindset? Aug 27, 2019

Show notes

In a small company, it’s easy to know what to do next. The approval process is small -- your boss has a desk right next to you and you ask them, “Hey, here’s my idea, what do you think?” Two days later, you’re oup and going.

That’s the attitude we should always have -- the beginner’s mindset. Sometimes as our company grows or we grow personally, we can get up in the routine. Today we talk about how to keep that beginner’s mindset, let the ideas flow, and don’t paralyze yourself with considering all the problems.

So dive in to the podcast to hear why we think a beginner’s mindset is the key to your next success.

132: B2B Marketing: Universities vs. Companies w/ Professor Scott Davis Aug 27, 2019

Show notes

Sangram interviews marketing Professor Scott Davis and marketing students Kaitlin Lutz on the ins and outs of marketing at universities vs. marketing in the actual business world.

Check out Scott Davis' own podcast, Marketing Mixtape! https://www.scottwdavis.com/podcast/

If you haven't gotten your ticket to #FlipMyFunnel, don't worry. You have until July 4th for our BOGO deal. Just type in the promo code "BOGO" when buying your tickets! Get your tickets here: bit.ly/2MKBf7B

131: Scalable ABM for SMBs: A Marketo Case Study w/ Anastasia Pavlova Aug 27, 2019

Show notes

As a small to mid-sized company, how do you really create a focus on scalable content creation for ABM? When you can’t spend tens or hundreds of thousands of dollars on content creation, what do you do to stay fresh and relevant? Anastasia Pavolva has some ideas.

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

Show notes

The B2B and SaaS worlds aren’t known for being brand centric. Why not? Because most people associate brand building and brand marketing with fluff. According to Edward Ford, they couldn’t be more wrong.

129: Changing Your Sales Process to Fit Account-Based Marketing w/ Riley Rogers & Connor Schorr Aug 27, 2019

Show notes

The transformation into account-based marketing can be unclear. I had a chance to speak with Riley Rogers and Connor Schorr, both SDR’s at Terminus who witnessed how their sales process evolved to fit a more account based approach. They share with us their experiences and what makes a successful ABM strategy.

128: The Future of ABM (Part 3): Authenticity-Based Marketing Aug 27, 2019

Show notes

The future of ABM is Authenticity-Based Marketing.

Am I just using that “Authenticity” buzzword again?

No!

At the end of the day authenticity will always create more trust and better relationships. And that is what we as marketers should be chasing every day. At Terminus, we try to put more humanity into our everyday actions both inside and outside of our walls.

We’re big into handwritten notes. We expose our whole organization (including those in operations, finance, etc.) to customer stories. We bring marketers and customer success reps to conferences, not just salespeople. We record personalized videos to send to our clients.

And possibly most importantly, we’re not perfect and don’t pretend to be!

This helps us connect, build empathy, and engage in real conversations. There will always be more tools, technology, and platforms…but people still buy from people.

127: Using AI to Increase Effectiveness in the Buyer Journey w/ Chandar Pattabhiram Aug 27, 2019

Show notes

Chandar Pattabhiram, CMO at Coupa sheds light on the difference between AI and Machine Learning and their future use-cases in marketing departments. He advocates for their use in steps of the buyer’s journey far beyond acquisition (where 87% of B2B marketing spend is focused today). Successful marketing teams are driving higher lifetime value within their existing customer base by leveraging AI and driving alignment in additional areas like Adoption Marketing, Cross-Sell Marketing & Advocacy Marketing.

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