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September 6, 2019
Aretha Franklin had it right. R-E-S-P-E-C-T When it comes down to it, being respected is more important than being liked.  Being respected is a long term play for somebody’s betterment. Being liked is a short term play of avoiding the difficult situations.  It may not be what you want to hear, but the most important lessons in life most often come from those that everybody respects, but not everybody seems to like.  Steve Jobs. Elon Musk. Jeff Bezos.  Pleasing others is easy, but respect is difficult.  What kind of leader do you want to be? One that is respected? Or one that is liked?
September 5, 2019
Today, we’re continuing our series on enterprise ABM, where we're digging deep into what account-based marketing looks like in some really large, complex, distributed organizations. Over the course of the series, we've had some fantastic conversations with some really interesting sales and marketing leaders in these large organizations. So, today, we’re excited to welcome our guest, Nick Panayi from DXC Technology. Here’s what we talked about: Why you can’t solve ABM with a tool Why marketers need to be embedded with sales...just like journalists are embedded with troops in a war zone Why every marketing tactic can be tailored for ABM And why you might want to consider ungating your content
September 4, 2019
It can feel like an eternal struggle to harmonize sales and marketing. That’s why we asked a couple of industry titans about their take on sales and marketing alignment. Jillian Gartner, Director of Account-Based Marketing at Thomson Reuters Jake Dunlap, CEO of Skaled In this episode, we cover: Finding alignment organically Practical tips to get marketing and sales on the same page Tailoring ABM outreach To listen to this episode and more like it, subscribe to #FlipMyFunnel on Apple podcasts or listen on our website.
September 3, 2019
Starting a B2B business with your life partner is bound to create some interesting company culture. One couple who’s crushing it at B2B business and company culture is the founders of Mojo Media Labs, Nikole Rose (President/COO) and Michael Rose (CEO).  In the first episode of this four-part series, Culture Eats ABM for Breakfast, Nikole and Michael give us the lowdown on the ups and downs of building a great company culture. They cover: Realizing your company culture is crumbling Establishing core values Finding a team that supports your values Resources mentioned in this episode include: Net Promoter Score The People Analyzer To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.
September 2, 2019
After over 100 reviews, Acceleration Partners has a 100% approval rating on Glassdoor. And not just the company, but also the leadership. We wanted to find out why, so we went straight to the CEO, Bob Glazer.  In this episode we discuss: How Bob defines performance Why the worst thing an employee can do is “quit and stay” at a company The importance of transparency with employees How to have “mindful transitions” with your employees Checkout these resources we mentioned during the podcast: LinkedIn post from Bob: The Most Toxic Employees at Your Company Aren’t the Ones Who Quit  Bob’s Mindful Transitions TED Talk Bob’s CEO award from Glassdoor Book mentioned: Extreme Ownership, by Jocko WIllink Friday Forward — Bob’s weekly newsletter Elevate — upcoming book by Bob This post is based on a podcast with Bob Glazer. If you’d like to listen to the full episode, you can check it out on Apple Podcasts, Spotify, or here.
August 30, 2019
Happy employees will go the extra mile to serve their customers because they feel valued, respected, and cared for by their organization. One of the best ways to show both employees and customers that they’re valued is to listen to them. Each group has something to teach the other, and a company becomes stronger when they listen to the people they serve and share that information between themselves. Make regular opportunities to understand what your customers and employees want and need and communicate with both groups: Launch a “customer in the office program.” Tell customers’ stories as part of your weekly company update. Tell customers’ stories as part of your weekly company update. Have different members on the team share a customer win (not just sales). Create an “In the customer’s office” program, the reverse of the “Customer in the office” program.  Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?  
August 29, 2019
The script has flipped. Embracing the competition? Aren’t we supposed to hate each other? Not according to #FlipMyFunnel founder and host, our very own Sangram Vajre. He emphasizes the power of bringing competitors together to cultivate growth.  FMF guest-host John Rougeux swaps spots with Sangram in this topsy-turvy #TakeoverTuesday episode. We learn about category creation versus category leadership, the advantage in building a community, having passion for the problem instead of the product, and more. John Rougeux is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?  
August 28, 2019
We recently launched a webinar series through Terminus titled “Make a Splash With ABM This Summer.” In part two of the series, we invited Justin Keller, VP of Marketing at Sigstr, and Samantha Stone, Founder and CMO of the Marketing Advisory Network, to join us for a discussion about the best strategies for engaging the buying committees in your target accounts.  So, on this episode of the #FlipMyFunnel podcast, we’re sharing that discussion with you, too. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?
August 27, 2019
Bigger is not always better. Especially if you want to be CEO. Whether you’ve always had your mind set on being the leader or not, joining a small startup has numerous benefits for those interested in a variety of functions. FMF guest-host Katie Bullard sits down with Green Revolution Cooling CEO Peter Poulin to discuss the transition from functional to enterprise leader on this #TakeoverTuesday. In this episode, we cover everything from the advantages of joining a startup to finding more growth opportunities and more. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?  
August 26, 2019
If Tony Robbins asks to share the stage with someone, you want to hear what that individual has to say. Especially if it’s the guy who coined the modern usage of the term newsjacking. That’s right, we’re talking about David Meerman Scott, New York Times Best-selling author and speaker.  His speaking engagement have brought David all around the world. His 6-month best-seller “The New Rules of Marketing & PR” has been translated into 29 languages. He’s used his marketing prowess to accurately predict presidential elections.  Oh, yeah, and Tony Robbins says we should listen to him. So when the chance came to do a live podcast at the Inbound conference in Boston, we jumped on it. Hear what Tony has to say about newsjacking, being an agile seller, and marketing in today’s age. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?
August 23, 2019
When was the last time you really grew? Did you grow when you were happy and lucky? Did you grow when everything was going your way? Or did you grow when there was a struggle?  Being the youngest in a house of five kids, I know a thing or two about struggle.  But struggle is so very important to create change. And with change, there are endless opportunities for growth - both personally and professionally. So my big challenge for all of you is to list the change that you know you must have, and have been making excuses for. Say it out loud. Find an accountability partner, and start working on it one day at a time. Start today! And then see yourself grow exponentially! You will smile at struggle because you know, right around the corner, growth is waiting for you. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?  
August 22, 2019
The times, they are a-changin’. In the old days, you might have gotten away with promoting the best feature of your product, making a transaction, and sending the customer on their merry way. Try that today and you’ll go out of business. Why don’t consumers care as much about the product as they used to? FMF guest-host John Rougeux asks CEO of Drift and Entrepreneur-in-Residence at Harvard Business, David Cancel, what he thinks about the current SaaS market disruption. This #TakeoverTuesday explores effective branding, category design, and more. John Rougeux is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?
August 21, 2019
We talk a lot about the ideology of ABM on the #FlipMyFunnel podcast. What we don’t always touch on is the methodology. How do you actually start targeting accounts? Better yet, how do you start targeting the right accounts? We get the pleasure to sit down with three B2B industry titans as they reveal their proven methods of targeting the right accounts: Hermi Ruiz, Account-Based Marketing Manager at Snowflake Derek Slayton, CMO at Terminus Daniel Englebretson, Director of Integrated Marketing at Phononic In this episode, we cover search intent analysis, testing new account groups, and more. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?
August 20, 2019
There are several steadfast qualities that make a great leader. Are those traits inherent in a leader, or are they learned? The answer: both. FMF guest-host for #TakeoverTuesday, Katie Bullard, had the chance to discuss the qualities of a great leader with NAVEX Global’s CEO Bob Conlin. In this episode, we cover the top qualities of a great CEO, aligning with the long-term goals of your company, and more. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?
August 19, 2019
We were born happy. Then what happened? When we were infants, all we needed was our basic needs met. Food. Sleep. Warmth. A dry diaper. We grew a little older and started seeing things other kids had. We started seeing advertisements telling us what would make us happy. Weren’t we already happy? Mo Gawdat, an IBM, Microsoft, and Google veteran, is the founder of #OneBillionHappy and author of Solve for Happy. He lent us some of his time to discuss the idea of happiness. In this episode, we cover the secret to happiness, humanity’s lack of awareness, and more. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?  
August 16, 2019
Is it better to hire or choose partners who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition? Sangram Vajre, chief evangelist and co-founder of Terminus, knows the answer. “Passion trumps resume. Every day and twice on Sunday.” “Passion is something that can cut through fear and create love for who we are and what we do. It’s an important idea for anyone who’s in any kind of leadership role that requires cross-functional support or buy-in. It’s about making our customers heros in their own organization.” Listen to the Passion Trumps Resume podcast and find out what else makes Vajre and Terminus so successful. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?  
August 15, 2019
Inspiration can hit us anywhere. Most times, it’s not when we’re forcing it. It tends to reveal itself in the most mundane of activities. But, when it shows up, it’s a beautiful thing. This is what happened to the president and co-founder at WebPT, Heidi Jannenga. As a physical therapist, she saw the need for a more sophisticated method of documenting patient visits. Pen and paper was the protocol. In this #TakeoverTuesday episode, Heidi fills in FMF co-host John Rougeux on her story through category creation, gaining 40% of the market share, and more. John Rougeux is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?  
August 14, 2019
What’s better than low-effort, high-impact strategies? Low-effort, high-impact strategies that work. Chris Engman, co-author of the forthcoming Mega Deals: How Multi-Billion Dollar Deals Are Done and What the Rest of Us Can Learn From It and mega-deal guru, fills us in on scaling his proven strategies down to mid-level sales.  In the second part of this two-part series, guest-host Steve Watt gets the lowdown on everything from researching key initiatives to B2B sales myths to generating waves of demand. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?
August 13, 2019
Were you destined to become a CEO? Perhaps you’ve known since you were little that you were meant to lead. Maybe throughout your whole career, you’ve been working up the ranks to at last reach the long-awaited CEO office. This dream was not Elisa Steele’s. Strangely enough, she’s now the CEO of Namely. Elisa was happy and successful as CMO, however, obviously had the CEO chops. #TakeoverTuesday host Katie Bullard asks Elisa how she made the transition from CMO to CEO and if she has any advice for others looking to do the same. In this episode, we cover team collaboration, brand authenticity, and more. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?
August 12, 2019
Medium or large? Stranger Things or The Office? Standard or premium? Although we may not see it, we’re negotiating all the time in life. Whether it be with other people or internally, momentous and minuscule negotiations happen every day. When it comes to the big negotiations of the sports world, Molly Fletcher is a champion. A titan of sports marketing, Molly is also CEO of The Molly Fletcher Company and Game Changing Negotiation Training, an author, and a renowned keynote speaker. In this episode, we cover negotiation styles, key tools for negotiating, and more. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?
August 9, 2019
Most of us chase temporary happiness, when we should be chasing everlasting joy.  What does that really mean? Sangram unpacks the entire concept on this #OneBigIdea episode of the #FlipMyFunnel podcast.  Using examples from everyday life, like an individual’s career, school, relationships, and yes, even pets, Sangram shows how we can shift our focus from temporary happiness to a feeling that can’t be taken away. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?
August 8, 2019
Select the best approach to entering the marketplace: A) Category creation B) Building a better mousetrap The answer? Both. We sat down to discuss market strategies with one of HubSpot’s co-founders and current CEO of Lola.com, Mike Volpe. Mike has been involved in both ends of the spectrum: category creation and building a better tool to serve an existing category. He gives FMF co-host John Rougeux the lowdown in the first of four #TakeoverTuesday episodes focused on category creation. *More about John Rougeux*John is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets.
August 7, 2019
There are two major differences between an average B2B sale and a megadeal: The size of the audience The amount of risk How can we break down these gargantuan details of a megadeal into digestible pieces? By asking a megadeal sales champion, of course. Co-author of the forthcoming Megadeals: How Multi-Billion Dollar Deals Are Done and What the Rest of Us Can Learn From It, Chris Engman, answers all of our billion-dollar questions about the biggest business transactions in the world. In the first episode of this two-part series, guest-host Steve Watt and Chris cover transparency in megadeals, risk mitigation, and more.
August 6, 2019
Feeling replaceable is tough. Unless you’re moving up. That’s what Katie Bullard, president of DiscoverOrg, did. Throughout her career, she has been shrewd enough to actually hire her replacements so she can move on to bigger roles. That’s pretty boss. In this episode - kicking off a new series of #TakeoverTuesday - we cover transitioning up, the definition of a high-performing marketing team, and more.
August 5, 2019
Passion and a paycheck. Oftentimes, these two things don’t go hand-in-hand in our lives. Why not? We had the chance to contemplate this idea with Jess Ekstrom, founder of Headbands of Hope and creator of Mic Drop Workshop. Currently, Jess is operating her business out of a pimped-out Airstream. If that’s not living the dream, I don’t know what is. In this episode, we cover social entrepreneurship, living on the road, and more. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?
August 2, 2019
We need to get back to our families. If we’re working long hours, but not connecting with our families, what’s it all for? It can be extremely hard for busy professionals to pause for a moment to think about what really matters.  In this episode, you’ll get my 3rd and 4th tips of 10 on how to reconnect with your loved ones on a deeper level. Yep, we’re going deep. We cover non-awkward conversation starters, meaning what you say, and more.
August 1, 2019
If you're a marketer today, you are a revenue marketer. But you probably already know that.  Many of you have held marketing ops roles or sales ops roles, but we’re starting to see those functions roll up together into a revenue ops role, into one true revenue team. We’re seeing this whole category of revenue operations emerge. All with the purpose of  guiding revenue planning and execution around your go-to-market strategy. At the B2B Marketing Exchange conference four stellar speaks — Yun Fan, Karen Steele, Laura Patterson, and Jocelyn Brown — joined forces to talk us through what revenue ops means in their organizations. On today’s episode of the #FlipMyFunnel podcast, we’re sharing that discussion with you.
July 31, 2019
How are you changing the game? Is your team playing to its strengths? Or, is it simply sticking to tradition? Account-based marketing has stormed the B2B industry. Countless companies have found success with the flipped funnel. We can see that ABM is becoming the new normal. In light of that, your business cannot depend on solely switching to an account-based model. Your team needs to play to its strengths. Kelvin Gee, Senior Director of Modern Marketing Business Transformation at Oracle, shares with the audience at the B2B Sales & Marketing Exchange how he prepared his team to implement an account-based model. Interested in attending the upcoming B2B Sales & Marketing Exchange in August? Find tickets here.
July 30, 2019
You’ve aimlessly chased those little guppies for too long now Why continue trying to corral little tiny leads when you could be putting your resources towards bigger clients you know will pay off? Guest host Meagan French, Founder of Lotus Growth, sat down for a  discussion about account-based models more with Account-Based Strategist and partner at Winning By Design, Shari Johnston. In this episode, we cover changes you need to make for an ABM, Women in Revenue, and more.
July 29, 2019
What do customers expect from your company? Are you owning your spot in the market? Or are you trying to be everything for everyone? When it comes to leading a successful business, it’s best to be honest and upfront with potential customers. The Transparency Sale author, keynote speaker, and Sales Melon LLC founder, Todd Caponi, gave us some crucial advice on excelling in any chosen niche. In this episode, we hit on transparency in sales, creating a clear position in the market, and more.
July 26, 2019
We need to get back to our families. If we’re working long hours, but not connecting with our families, what’s it all for? It can be extremely hard for busy professionals to pause for a moment to think about what really matters.  In this episode, you’ll get my first 2 tips of 10 on how to reconnect with your loved ones on a deeper level. Yep, we’re going deep. We cover non-awkward conversation starters, meaning what you say, and more.
July 25, 2019
It’s been 27 years since the movie Glengarry Glen Ross came out. The one with Alec Baldwin’s famous “Coffee is for closers” scene. Ever seen it? It’s in just about every sales kickoff.  In case you’ve only seen the one scene, the rest of the movie is all about finding leads. Back then, marketing was a gut job. Today, marketing is a “whole other bag.” In this episode Dave Bruno, Marketing Director at Aptos, talks about how marketers today seem to measure everything—except maybe the most important metric of all.  Be sure to grab tickets to the upcoming B2B Sales and Marketing Exchange here.
July 24, 2019
On Office Hours we talk about all things marketing, sales, and customer success. I’m doing office hours on LinkedIn Live every Friday, or you can catch the recording right here! Do you need MQL, SQL when you are actually trying to be an #accountbased organization? Join the FlipMyFunnel Community group for more information, a pre-order link, and exciting giveaways: https://lnkd.in/e63TC4J
July 23, 2019
What if you could put all those years of collecting data right to work? (And what would you do if it told you to take an account-based strategy for your entire department?) That’s what guest Nicola Frazer-Reid, Vice President of Marketing at Spigit, is here to explain today--how to really understand what the data is telling you and how to convert that into sales.
July 22, 2019
  How far back was the funnel invented? Go ahead, give your best guess. 1920s? 30s? 2000? What’s the answer? Give up?  The funnel has been around since the 1890s. Which means that the way that we think about the funnel hopefully has changed in the 100+ years it's been around. But for a lot of organizations, they’re still looking at the funnel in the same tired way.  Shove as much as you can in the top and hope that you get some good stuff at the bottom.  Tiffani Bova, Customer Growth and Innovation Evangelist at Salesforce, was on the show recently to talk about her new book GrowthIQ, and why she can’t stand the funnel in the first place. ----- P.S. -  We've released a book!  Check it out: ABM is B2B. And the best part, profits benefit New Story Charity!
July 19, 2019
When was the last time you felt like you had everything you could ever want? Like you had it, like you made it? Most of us have experienced that high in one way or another. It’s an amazing feeling, isn’t it? But here’s the thing: chances are, sooner or later you're going to be climbing another mountain because there’s always another one to climb right around the corner. There are more mountains in your future, more than you can even see right now.  But the important thing to remember is that it's not about the number of mountains you climb. What matters is the legacy you leave behind on those journeys, who goes with you on those journeys, and celebrating every win on those journeys. I learned this the hard way. That’s why today I have two challenges for you that will encourage you to develop two of the best qualities you can have no matter the industry you work in: patience and a great attitude.
July 18, 2019
Marty once launched his own ad agency that he named Two Bananas. Today, he’s the CMO at Clear Software in Indiana. I knew he was the perfect person to join me today to discuss a day in the life of a CMO. Someone who has truly been there and done that. Especially when it comes to getting his sales team to buy into trying something totally new and different: ABM. On today’s episode, we unpack challenges you might face when starting ABM, overcoming the fear of trying something new, getting buy in from your sales team, why ABM isn’t for marketers, and so much more.  Finally, Marty will challenge you to think of ABM differently than how you probably have been thinking about it. Because it’s a lot simpler than you think. 
July 17, 2019
On Office Hours we talk about all things marketing, sales, and customer success. I’m doing office hours on LinkedIn Live every Friday, or you can catch the recording right here! Do you need MQL, SQL when you are actually trying to be an #accountbased organization? Join the FlipMyFunnel Community group for more information, a pre-order link, and exciting giveaways: https://lnkd.in/e63TC4J
July 16, 2019
ABM takes both a strategic approach and an operational approach to be successful.  But a lot of companies run into roadblocks at some point along the way. And the limitations their programs encounter are not strategic — they're operational.  So, how can you tighten up the operations behind your ABM program to make it run more successfully? Leah Allan, Vice President of Marketing at Model N, came on this episode of the #FlipMyFunnel podcast to give us some pointers on the matter.
July 15, 2019
We have been interviewing some incredible guests in the last few months. We had Seth Godin. We had Daniel Pane. We had Kim Scott. And all in all, I think there's been a lot of great feedback.  One of my good friends recently told me about a company and a person that I had never heard of before. But as soon as I learned a little bit more, I realized this person would be an incredible guest to have on the #FlipMyFunnel podcast.  So, invited Rick Smith to join me on this episode of the show. Rick is Founder and CEO at Axon, formerly TASER. What began as a company run out of Rick’s garage has become a publicly traded company that has saved over 100,000 people's lives. Rick has also authored the book, The End of Killing. In this episode Rick talked about his startup story, the challenges he overcame along the way, and a practical step you can take to work through your own entrepreneurial challenges.
July 12, 2019
When it comes to having bigger teams, more resources is what creates more opportunities to get more done. Right?  On today’s episode, Sangram talks us through why he feels the complete opposite is true. #FlipMyFunnel might be a daily podcast, but you’d be surprised to know that not a single person (besides Sangram as the host) at Terminus is involved in producing the show… ever.  That’s because success comes from being resourceful, not from having more resources.  Today’s big question is: what are your resources, the people you hire, doing for you?    If you want to be strategic, if you want to do BIG things, you have to find a way to allocate your current resources to specific initiatives, ideas, programs, campaigns, etc. And everything else, all the mundane things, hire an agency, a contractor, someone who is part-time or even an intern to do it!    You have to start becoming more resourceful as opposed to being constrained by your resources.
July 11, 2019
A lot of us know that now. But we get stuck when it comes to implementing that alignment on a daily basis. I mean, they’re such different functions. One is filling up a funnel and one is emptying a funnel. But you need that alignment. So, how do you do that? That's the challenge. 00 At B2BMX, Shahid Javed, Director of Enterprise Marketing at Hughes Network Systems, shared the three step process he followed to successfully achieve sales and marketing alignment in his organization. His three steps will help drive sales and marketing alignment in 60 days or less.
July 10, 2019
On Office Hours we talk about all things marketing, sales, and customer success. I’m doing office hours on LinkedIn Live every Friday, or you can catch the recording right here!
July 9, 2019
In the end, B2B marketing is all about driving leads and turning those leads into opportunities and net new revenue. To make that happen, you must work closely with sales. (You’ve probably figured that out by now.) But sometimes we struggle with how to work with sales.  If you’re looking for tactical ways to increase your alignment with sales, then you’re in luck. On this episode of the #FlipMyFunnel podcast, David Tam, Director of Marketing at OneLogin, talked about living out alignment on a daily basis.
July 8, 2019
Describe your idea of a modern CMO. Now ask someone else. Now ask another person. See all the different ideas that come together? If one person were able to meet all those requirements of a CMO, they’d be about as rare as a unicorn. We’re not sure anyone can live up to expectations, but we know one CMO who gets pretty close! Meet Meagen Eisenberg, CMO at TripActions. She came on our #FlipMyFunnel podcast to share all about the role of a modern CMO. Here’s what we’re unpacking today: The incredibly vast challenges of being a CMO Why building relationships with every other department is vital to a CMO’s role How to prioritize your resources as a marketing leader Getting promoted to marketing leadership What to look for, and how to hire, a marketing team
July 5, 2019
This week, Sangram’s preaching to himself — Because this week’s big idea, is an issue many of us still wrestle with. Maybe you’re the lady or the guy who likes to say yes to everything.  Often, we see something new and interesting, and our brains go "squirrel!" We run around from idea to idea, and it can drive everyone around us crazy. Our heads are constantly exploding with ideas that all sound good! (Until we hear another one pop in our heads!) Sound familiar? On this #OneBigIdea episode, Sangram discusses why we have to say no to small things, so we can say yes to that one big thing we are trying to accomplish.
July 4, 2019
Trying to support sales as a marketer can be . . . painful. Everything is always last minute. They don't know where things are. That’s the perception. Unfortunately it's also the reality. People left supporting are left needing all kinds of therapy: aromatherapy, massage therapy, drinking therapy . . . whatever it takes.  Don’t worry: Pam Didner is here to help.  Be sure to grab tickets for the B2B Sales & Marketing Exchange in August.
July 3, 2019
We’ve all heard that we should hustle. We read it on t-shirts, speakers shout it to us at conferences, and podcasts blare it in our ears. But when is too much too much? Carlos Hidalgo joined us on this episode of the #FlipMyFunnel podcast to share his life’s story from entrepreneur and TEDx speaker, to loneliness from everyone (including his family), to redefining success and writing The UnAmerican Dream.
July 2, 2019
Culture is one of the hottest topics in business today. But don’t worry: for those of you who aren’t into buzzwords or generalities, there’s still plenty of meat on the “culture bone.”  Our guest host today is Joe Kerner, international speaker and Partner and COO at Prestige Leadership Advisors, once again interviewing Joe Yazbeck. In Joe Kerner’s words: “I believe culture determines the success or failure of any business or any type of organization for that matter.”  There are winning cultures, there are losing cultures and there are mediocre cultures—and how you design your culture from the beginning makes all the difference.
July 1, 2019
Everybody struggles with radical candor.  To care personally about everyone you work with, but also to challenge them directly, is something we all constantly fail at. Kim Scott literally wrote the book on radical candor, so if she hasn’t perfected it, neither will you. Kim led a team of 700 people at Google, and it was like watching a slow-motion train wreck happening day after day. She admits that many times, she caused the wreck herself. “The reluctance to solicit feedback,” Kim told us in this episode, “to offer both praise and criticism, and to create an environment in which everybody is doing the same is one of the biggest problems in business.”  Three Big Ideas from this interview 1) Buy the book. Seriously, just do it. 2) As you go through this process, it’s OK to fail. Don’t judge yourself too harshly. 3) Ask for feedback before you share it.
June 27, 2019
One of the highlights for us at B2BMX was a panel discussion where four experts talked about ABM strategies they’ve deployed at their companies. The panel featured Som Puangladda, VP of Global Marketing at GumGum, Adam Goyette, VP of Marketing at G2 Crowd, Eric Martin, Senior Director of Demand Gen at SalesLoft, and Justin Gray, the well-known founder of LeadMD. Som, Adam, Eric, and Justin joined forces to address topics like deployment, personalization, scalability, measurement, and alignment. On this episode of #FlipMyFunnel, we’re sharing that discussion with you.
June 26, 2019
It started with the occasional missed dinner. A few late emails here and there. But it didn’t stop. Workaholism isn’t always obvious; it’s an insidious force. And Carlos Hidalgo was no exception. In this episode, Carlos interviews his wife Susanne Justice-Hidalgo, Co-Founder and CFO/COO at VisumCx, about what it felt like to view the 90-hour work weeks from the other side of the glass—and what the toll was on their family. Be sure to check out Carlos’s book about their story at www.theunamericandream.com.
June 25, 2019
The point of leadership is to produce some desired and intended end result. To actually get something done. Think about the word “executive”. The word “execute” is right there at the heart of it. Leadership is all about taking action — and getting your team to take action, too. So, what are the keys to getting it done? How can you encourage your team to be productive and efficient? That’s exactly what we talked about on the latest #FlipMyFunnel episode. We’ve been doing a mini-series on leadership and for the past two episodes we’ve been focused on how important communication is to being a great leader. But now we’re switching gears. We’re taking a look at what it means to be a leader who takes action. And Joe Kerner, Partner and COO at Prestige Leadership Advisors, is here to share his expertise on the matter
June 24, 2019
We at #FlipMyFunnel are huge fans of LinkedIn--it’s evident in how much we post and engage with others on the platform. Recently, our Co-Founder even launched a course on account-based marketing on LinkedIn. It was such a great experience for our team that we thought it’d be so beneficial to have an expert come on the show and walk you through the (long) process. Joshua Mitchell is the head of marketing learning strategy at LinkedIn. He’s basically a headhunter who’s constantly on the prowl for trending thought leaders who have a heart to teach, and also happen to be great on camera. Could you be one of them? Well, it involves a long list of qualifications and experience. But, with consistency and some new habits, we believe you can get there. Tune in to find out how.
June 21, 2019
You’ve heard the advice: Wake up at 5 am and get your routine right Take cold showers to spark up your creative brain Have a routine to gain maximum productivity Eat like a tadpole and not like a frog (what does that even mean?) These types of advice are not about doing the things themselves. Instead, the underlying truth is when you’re stuck, you should break your routine and try something new.
June 20, 2019
The closing session at the B2B Marketing Exchange was really fantastic. It was all about ABM — specifically how Oracle brought their ABM strategy to life. During the session Jungah Lee, Senior Digital Marketing Manager, Oracle Cloud for Finance, and Lynn Barnhart, Senior Director, Demand Generation for Human Capital Management Cloud Solutions at Oracle, talked about how they successfully deployed their ABM strategy through two very different campaigns. The campaigns focused on two different audience groups with two different sets of goals and objectives, two different orchestrations, and two very different timelines. Even though these campaigns were vastly different, the ABM framework they used allowed them to achieve success in each campaign. So, on this episode of the #FlipMyFunnel podcast, I’m sharing our biggest takeaways from this session on how to implement a great ABM strategy.
June 19, 2019
Jill Rowley has been exceptionally vulnerable on social media about her work/life balance. Work is her great passion in life, and her career has taken a high percentage of her time and energy. But now, stepping into a new space as a Partner at Stage 2 Capital, she’s working on changing her lifestyle to achieve more balance in her life. One major way she’s doing it is becoming allergic to the word “hustle,” the idea of the never-stopping, never-slowing grind that can easily become an addiction for professionals. She’s got an amazingly vulnerable story of how she’s learning what actually matters in life and work, and she was kind enough to share it on the podcast in an interview with guest host Carlos Hidalgo.
June 18, 2019
Communication is the single most important activity for any leader, professional, or executive, but why is that? How does effective communication lead to more success? According to Joe Yazbeck, the best-selling author of No Fear Speaking, it’s because communication is the tool that connects people, creates agreement with ideals and ideas and projects, and makes for a productive function within an organization. Listen in as Joe Kerner interviews Joe Yazbeck in part 2 of why communication is so important to leadership success. Be sure to check out NoFearSpeaking.com for more of Yazbeck’s work.
June 17, 2019
Fear can be devastating. On the other hand, as Erik Seversen discovered, it can be one of the most energizing forces around. On today’s episode of the FlipMyFunnel podcast, Erik, the author of Ordinary to Extraordinary, shared how the lesson he learned while a gun was pointed straight at his head has helped him in business.
June 14, 2019
A lot of people have trouble differentiating whether they’re a leader or a manager. It’s not good or bad to be one or the other. They both are equally important. Here’s why: -Without good managers, we’d all just be daydreaming because leaders are dreamers. -Without good leaders, we wouldn’t know where we’re going. Personally, I think we put too much emphasis on leadership and not enough on management. In other words, there is too much emphasis on thinkers and not enough on do-ers. This was emphasized over and over again at the leadership conference I attended: Leadercast. Andy Stanley, one of the best communicators of our time, defined a high-performance team like this: High-performance teams are comprised of people with extraordinary clarity around the what, why, and how along with a predisposition towards execution. That definition literally screams that a high-performance team is a combination of leaders and managers.So how do you know if you are a leader or a manager? Tune in to hear the three questions you should ask yourself to find out.
June 13, 2019
I gave a talk about this topic of taking your marketing from good to great at several different events, but one of the events in Phoenix, Arizona, B2BMX, sent me a recording of it and I thought it'd be a really cool idea to play it on our podcast. In this talk, I explain why it’s so important to reevaluate what you’re focusing on as a company, how to cut marketing efforts that aren’t working, why you need to stop buying more marketing tools, and so many more tips to help you take your marketing to the next level. I based this talk on two books that I highly recommend every marketing, sales leader read: "Good to Great" and "Twenty-Two Immutable Laws of Marketing."
June 12, 2019
You know how to “hustle.” Everyone’s talking about it — TV, the internet, books … content everywhere is reminding us to take part of the “rise, grind, and make it happen” mentality. But is there a difference between hard work and hustle, and is this “hustle mindset” really helping business leaders and employees achieve their goals? On this episode the #FlipMyFunnel podcast, our #TakeoverTuesday host Carlos Hidalgo interviews Bryan Kramer. Bryan is an author, a speaker, a coach, and President and CEO of PureMatter, an #H2H company. Bryan takes us through his life’s journey, which led him to a 30-person agency, before he purposely toppled everything and started over, with just his wife. He tossed out the “hustle” mindset, and started approaching everyday with his true goals in mind. The result? He got his health back, his family back, and he actually makes more money.
June 11, 2019
What’s your biggest fear? If you’re anything like the rest of the world, public speaking is probably one of your top three. But what if that was one thing holding you back from taking your business to the next level? Would you do something about it? Would you finally lead the staff meeting, write that book or say yes to that speaking engagement? Joe Yazbeck wrote No Fear Speaking to help leaders get over this common fear. As a leadership and public speaking trainer, he helps people master the art of effective communication--in public. He also coined the term leadership-quality communications while writing his book. A practice he now travels the world teaching on because he deeply believes you can’t become an effective leader if you're not a confident, dynamic communicator. On this episode, we talk about how any personality style can become a better communicator, how to build your influence, and so much more.
June 10, 2019
I’m guessing one or two of you have heard of a guy named Daniel Pink. He’s the author of To Sell Is Human: The Surprising Truth About Moving Others and When: The Scientific Secrets of Perfect Timing. He came on the show and shared some amazing insights about how we are “selling” something every day in our jobs, how the explosion of information in the world has radically changed the job of the salesperson today, and how there’s real science to prove you’re not crazy for feeling drained during different parts of the day. Two big ideas: 1) Sales isn’t universally taught in schools, but it’s a skill that every single person needs in life. 2) The nature of expertise has changed from having access to information nobody had to curating the welter of information that everybody has.
June 7, 2019
Relationships don’t scale. But doing unscalable things can build relationships.As a leader, as a marketer, as a salesperson - what are the things you can do to build relationships? That’s what I talked about in the latest Big Idea episode for the #FlipMyFunnel podcast. You can scale businesses but you can’t scale people. You need to think of unscalable things to do to build your relationships. So, think of what you can do for your direct reports that will make them remember that you care, even when you are not there every day with them in the trenches.Think of how to make your customers and future customers special and unique. Scale your business, not your people.
June 6, 2019
Want some inspiration? Want to see if the American dream is alive and well? Just speak with Lyuda Rogers. As an immigrant to the US, she had to create a mindset that would allow her to make her own opportunities. Rogers joined us on the #FlipMyFunnel podcast to talk about how her immigrant experience has helped shape her into one of Terminus’ top Sales Development Representatives.  
June 5, 2019
Sangram’s not only a great leader of the fastest-growing ABM company, but he’s also a thoughtful parent. Recently, he was invited on the Dad the Best I Can Show to discuss parenting and growing up in India, and answer some rapid-fire personal questions. We took that interview and turned it into a #FlipMyFunnel podcast. Sangram dives deep into his childhood, and what it was like growing up in a joint family house with 15 people. He also discusses life lessons he learned from his parents, and what he hopes to pass on. Whether you’re a parent or another leader, this is the podcast for you.
June 4, 2019
Have you had the fantasy of deploying ABM at a global company and getting to play with all the cool tools? (Hey, if these are your fantasies, who are we to judge?) Creating such a seismic shift on a global scale (literally) is a lot harder than it sounds. On the latest FlipMyFunnel podcast, guest host Daniel Rodriguez, Head of Revenue at Alyce, asked Brian Kardon, Chief Marketing Officer at Fuze, a unified cloud based platform that combines voice, chat, and video conferencing, how to launch ABM for a global company and win. He offers solid advice that’s not-to-be-missed.
June 3, 2019
We did something a little different on this episode. It’s not about ABM, or sales, or marketing, or even B2B. This episode is about parenting. (But if you don’t have kids, don’t worry — we still found plenty of ways to relate parenting to leadership within a business setting.) Our guest Mark Greene joined us to talk about his book, The Relational Book for Parenting. In it, Mark explores the power of relationships, and the power between relationships. He shows us how to truly listen. Whether you’re a parent, or a business leader, you don’t want to miss this powerful episode.
May 31, 2019
Here’s a big idea that can change your life and maybe the world around you: Commitment creates movement. Commitment is how you achieve anything meaningful in your life. Let’s say you wanted to lose weight. You have to commit to making it happen. You worked out, you slept, you ate right, all those things happened and you got in better shape. But then you stopped having the same commitment. Guess what came up? Excuses, and excuses don't create movement. Commitment to your purpose will create clarity of focus, which means that if you know where you're going, then it will create clarity, not just for you, but people around you.
May 30, 2019
She’s back. A while ago on episode 259 of #FlipMyFunnel, ABMer Jillian Gartner talked about her 95% win rate with ABM. People had questions about how she did it, so we invited her back! She joined us at our all-hands staff meeting for an overview of her ABM program at Thomson Reuters Legal, where she’s the Growth Marketing Leader & Director of Account-Based Marketing. We turned that meeting into this podcast episode, where she unpacked her insane win rate and how she did it. On this episode, we’ll unpack her 3-tiered ABM approach, how she ensures marketing & sales are always working in tandem, and the different tactics and strategies for each tier.  
May 29, 2019
Mornings. If the hairs on the back of your neck stood up when you read that word, you’re not alone. The snooze button is somehow at the same time the greatest thing to ever be invented and the biggest thief of time and productivity out there today. Everything is battling for your time. There’s a famous quote that came from the leadership team at Netflix. Someone asked them who their biggest competitor was, and their answer was, “sleep.” This is where The Miracle Morning comes in.  
May 28, 2019
When you start an ABM program, the hardest nuts to crack aren’t your target companies, it’s your internal sales team. How do you start an ABM program that wins over sales skeptics? On the latest FlipMyFunnel podcast, guest host Daniel Rodriguez, Head of Revenue at Alyce, asked Lauren Vaccarello, who is an award-winning revenue marketing executive, co-host of the Marketing Trends podcast, and currently VP of customer experience at Box.com, about how to start an ABM program.
May 27, 2019
I haven’t met anyone who’s been doing ABM for as long (and as well) as Anamika Gupta, Head of Account Based Marketing at Fujitsu. She’s been practicing ABM longer than anyone I’ve ever met, which means she knows it inside and out. I invited Anamika onto the #FlipMyFunnel podcast to demystify what account-based marketing really is, especially in large organizations. She came on and shared her expertise on how ABM should truly be accomplished.
May 24, 2019
Today's big idea is that - Being respected is more important than liked. I have been reading and re-reading the book called Radical Candor by Kim Scott and one of the things that the author talks about is having ruinous empathy. In short, we say good on the face but in our hearts and sometimes unfortunately to others we might confess something else. Confession time: I have done this unconsciously many a times.   So lets' dive into how it actually works: Respect by definition means -- a feeling of deep admiration for someone or something elicited by their abilities, qualities, or achievements Like by definition means -- find agreeable, enjoyable, or satisfactory. If you aspire to be a leader or think you are a leader, listen very carefully to this.  
May 23, 2019
One of the big challenges that I get asked about all the time is, how do I enable my internal teams to do ABM? Well, I recently stumbled upon a couple of folks who are doing this really well. I thought it would be great to invite them on the show to talk about this topic. So, on our most recent episode of the #FlipMyFunnel podcast, I interviewed Jordan Fanelli and Cassie Sperber, the enablement experts. Jordan and Cassie are both Account Based Marketing Associate at iCIMS. In this episode, you’ll learn about their experience with enablement — what’s worked well and how they’ve overcome common roadblocks to success.
May 22, 2019
Imagine Steve Jobs getting up at an Apple event and not announcing a new product. No iPhone, iPad, or laptop. Nothing. Seems crazy doesn't it? Forcing functions are the greatest reason why innovation happens in companies at a rapid scale.
May 21, 2019
Every company aims to achieve marketing and sales alignment. But how to do it? Why not ask a leader at one of the world’s top marketing companies, Marketo? On the latest FlipMyFunnel podcast, guest host Daniel Rodriguez quizzed Dave Rigotti, Head of Enterprise Demand Generation & ABM for Marketo at Adobe, about how to get sales and marketing to work hand-in-glove. This is a topic Rigotti is uniquely suited to talk about. He was VP of Marketing at Bizible. Bizible was then acquired by Marketo, which a month later was acquired by Adobe. In two months, he went from doing ABM for a company of 100 employees to one that had 20,000.
May 20, 2019
Are people laughing at your business? Maybe you want them to. Humor is not only a great selling tool, but a fantastic way to create internal cultural changes. But how do you get started? We spoke with Tom Fishburne, Marketoonist, keynote speaker, and author of Your Ad Ignored Here. In this episode you’ll learn: The Power of Laughing at Ourselves The Trojan Mouse Humor’s Best Target: Yourself The Four-Step Humor Process If you want to learn how to create humor in your business and in your marketing, this is the episode for you.
May 17, 2019
Moments matter, experience gathers, everything else scatters. This episode of the #FlipMyFunnel podcast, Sangram dives into how you can create meaningful moments for your B2B customers. He uses examples from hospitality to show how the B2C world often really gets it right, and we could all learn a thing or two from magical moments and experiences (like Magic Castle’s poolside popsicle delivery service!).
May 16, 2019
In this #TakeoverTuesday episode of the #FlipMyFunnel podcast, I (Steve Watt) interviewed Shellie Smith, America's lead for account based marketing at Autodesk, to find out how she and her team were able to build and scale their AMB program, quickly and successfully.
May 15, 2019
Awhile ago, we did an episode about forcing functions. The LinkedIn messages, emails, and comments just kept 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 on 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.
May 14, 2019
“Where do we go from here?!” Maybe you’re still on the starting blocks. Maybe you’ve passed up ABM 101, and you need to level up. (Or maybe you don’t even know where you’re at on the ABM scale?) No matter where your ABM program is currently, you’ll want to to tune into this episode of the #FlipMyFunnel podcast. Here’s what we’re unpacking today: Lisa’s crawl, walk, run stages of ABM The simplest definition of ABM Pitfalls ABMers can avoid Starting an ABM program on a low or no budget
May 13, 2019
How do you become more than just yourself? How do you scale up your ambitions? How do you summit real mountains and giant business obstacles with equal ease? To get inspiration for such challenges, I spoke with Bryan Miles, CEO and Co-Founder of BELAY, which provides virtual assistants, bookkeepers, and web specialists, and that’s what we tackled on this episode of the #FlipMyFunnel podcast. Here’s what we’re unpacking today: Fun Fact What Is a Virtual Culture? How Did BELAY Start? How Did He Get the Idea of Doing It? What Makes a Great Virtual Assistant?
May 10, 2019
Happy employees will go the extra mile to serve their customers because they feel valued, respected, and cared for by their organization. One of the best ways to show both employees and customers that they’re valued is to listen to them. Each group has something to teach the other, and a company becomes stronger when they listen to the people they serve and share that information between themselves. Make regular opportunities to understand what your customers and employees want and need and communicate with both groups: Launch a “customer in the office program.” Tell customers’ stories as part of your weekly company update. Tell customers’ stories as part of your weekly company update. Have different members on the team share a customer win (not just sales). Create an “In the customer’s office” program, the reverse of the “Customer in the office” program.
May 9, 2019
Sometimes it’s good to take things up a notch. Perhaps your ABM program has some wings, or you have some ABM tech … but you want to take things deeper. This is the #FlipMyFunnel episode for you. This week’s #TakeoverTuesday episode is hosted by Steve Watt, an ABM Strategist. He interviews Meredith Fuller, Managing Director of Buying Engagement at Quarry. Quarry is a B2B agency, that was, once again, named to the top 10 US B2B marketing agencies. And to top that, they were the only one singled out as specialists in ABM. Meredith unpacks: How intent data can go one layer deeper than traditional analytics How behavioral data builds on predictive analytics The difference between table-stakes personalization and depersonalization
May 8, 2019
He wasn’t good at coaching basketball. He was legendary. In 12 years, John Wooden won 10 D1 titles, 7 of which were back-to-back. (No other coach has won 5 in a row.) In 1973, his team became the only one to ever have back-to-back undefeated seasons. In total, he coached his team to over 600 victories, Oh, he also played himself. He became the first basketball player to be named All-American three times, winning him a spot in the Hall of Fame as a player, and as a coach (another first). There’s a reason they called him the “Wizard of Westwood.” On this episode of the #FlipMyFunnel podcast, Sangram breaks down his 6 favorite quotes from the legendary coach, and what we can all learn from his fascinating success and life.
May 7, 2019
In another Takeover Tuesday episode of the Flip My Funnel podcast I (Justin Keller) had the opportunity to talk with two amazing Sales Development leaders, Sarah Tosh and Mavis Norwich. Sarah is Sigstr's Senior Director of Sales Development and Enablement. And Mavis is Senior Manager of Sales Development at Zipwhip. On this show we talked about why SDRs drive alignment between marketing and sales, how you can help younger SDRs step up to the plate, and what marketers can do to support their SDRs.
May 6, 2019
Why do we buy a car? Because we have a transportation problem. Why do we take medicine? Because we have a pain problem. Why do we buy software? Because we have a technical problem. But far too often when we pitch a client, we lead with the product, not the problem … and that’s what we tackled on this episode of the #FlipMyFunnel podcast. Keenan joined us for an action-packed 20-minute episode all about his sales methodology called Gap Selling. He literally wrote the book on it, and it’s still a best-seller on Amazon, 3 months running.
May 3, 2019
When was the last time you really grew? Did you grow when you were happy and lucky? Did you grow when everything was going your way? Or did you grow when there was a struggle? Being the youngest in a house of five kids, I know a thing or two about struggle. But struggle is so very important to create change. And with change, there are endless opportunities for growth - both personally and professionally. So my big challenge for all of you is to list the change that you know you must have, and have been making excuses for. Say it out loud. Find an accountability partner, and start working on it one day at a time. Start today! And then see yourself grow exponentially! You will smile at struggle because you know, right around the corner, growth is waiting for you.
May 2, 2019
In this episode, my guest host (Steve Watt) had the opportunity to interview two true leaders in the ABM space, Matt Senatore and Steve Casey. Matt is the Service Director for Account Based Marketing at SiriusDecisions and Steve is Principle Analyst of B2B Marketing at Forrester. These guys are experts on what it takes to go from good to great in the AMB space. We talked about setting a great foundation with your pilot program, 5 keys you need to scale, and how to avoid common pitfalls that get in the way of being great.
May 1, 2019
Are you a one-night-stand marketer? Are you constantly trying to close the deal after only the first encounter? Here’s how you know I’m describing you: You Focus on Leads, Not Engagements When you use number of leads as a metric of success, you miss the point. Instead of spending your time chasing leads, ask yourself, “Are the RIGHT people getting engaged?” You Value Conversions Over Conversations Marketers love getting alerts every time someone fills out a form. But what happens next? Take every conversion, and turn it into a conversation. Ask For Registrations Over Focusing on Pipeline Your pipeline is incredibly important, obviously. But few marketers are looking at the pipeline. If nobody from your marketing team is paying attention to your pipeline, you’re missing the point entirely. You Love Customers, But Hate Prospects who Ignore Your Ebook Imagine you’re the buyer. Your executive team isn’t downloading an ebook. You are. And who’s fielding all the emails and follow ups? You are. Not all content has to be gated. Ungated content brings brand and authority and trust building. You Send Emails to Everyone ALL THE TIMEEmail is easy to send, but they’re not the only way to engage. Get creative, and cut down on the emails. Want to learn more? Listen to this episode. 
April 30, 2019
As it turns out, the size of your ABM program doesn’t really matter. Whether you’re a team of two or 1,000, the tactics of successful ABM are mostly the same. In today’s #TakeoverTuesday episode of the FlipMyFunnel podcast, Justin Keller interviewed Jess Engel, Demand Gen Manager at Sigstr, and Bre Gaul, ABM Manager at Snowflake. Here’s what you can expect to learn about: Two award-winning ABM programs of very different sizes The most important data for an ABM program How to do sales/marketing alignment right How the two programs have scaled in 18 months Tweetable ABM wisdom
April 29, 2019
If you’re like most salespeople, you like to think of yourself as a Go-Getter. What if I told you, you’ve got it exactly the opposite?   You need to reverse the polarity of how you approach your entire sales process. How? By giving stuff away. I know this may sound insane, but I’ve just met the man who has totally convinced me. In a recent podcast, I spoke with Bob Burg, speaker, and author of the best-selling Go-Giver series of books. Burg believes that giving means constantly and consistently providing value to others. That's not only a pleasant way of conducting business, but it’s also the most financially profitable way of all. If you want the sale, place the customer's interest first because they're only buying for that reason.  
April 26, 2019
Is it better to hire people who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition? Sangram knows the answer. “Passion trumps resume. Every day and twice on Sunday.” “Passion is something that can cut through fear and create love for who we are and what we do. It’s an important idea for anyone who’s in any kind of leadership role that requires cross-functional support or buy-in. It’s about making our customers heroes in their own organization.”    
April 25, 2019
Ready for an account-based strategy treat? This week I'm so excited to have another #TakeoverTuesday guest but on Thursdays for the next few weeks with Steve Watt.  In this episode, he interviewed Kelvin Gee, Sr. Director of Modern Marketing Business Transformation. With a title like that, you know this interview is going to be packed with insights into revolutionary account-based strategy and tactics. Kelvin talks about accentuating your strengths, and hiding your weaknesses with your account-based strategy. (And, we even got him to share some of his tech stack secrets with us!)
April 24, 2019
What if the best career advice you could get came from a comic book? If you haven’t read Daniel Pink’s The Adventures of Johnny Bunko: The Last Career Guide You'll Ever Need, go pick it up right now, and instill these lessons into your life. There is no plan Focus on being the best at what you’re doing today. Think strengths not weakness Instead of focusing on what you’re not good at, focus on the things that you excel at doing. It's not about you It’s not about you, it’s about your customer. Persistence trumps talent If you give up at the first roadblock, you won't’ make it. Make excellent mistakes If you can’t be brave enough to make mistakes, you’ll never get where you want to go. Leave an imprint Change someone’s life by helping them learn. What are you doing to make yourself the best that you can be?
April 23, 2019
Every month we’re pelted with 600,000 brand impressions. Does that make you feel exhausted? Me too. Sruthi Kumar works for Sendoso is the world’s first ever sending platform. Want to send a Brave’s jersey to a prospect who’s a big fan? They’ll help you do it. And they’ve had success helping SDRs and others break through the noise by creating real connections. Sruthi shared some great thoughts about how to break through the digital noise as a marketer. This is a #TakeoverTuesday episode, where we invite a guest host to come on the podcast and host. This week we had Justin Keller, the VP of Marketing at Sigstr.
April 22, 2019
In a recent podcast I spoke with Duane Cummings, speaker, author, former CEO of Leadercast. and host of the Leadercast podcast. Here are just a few highlights of our discussion: Leaders make other people leaders. Communication is vitally important. Leadership is about serving. Use “wow!” instead of “how?” whenever you hear an idea. "What an opportunity" is another way to get people to think not solely about problems, but ways to solve them. Everybody wants to be valued. Create an environment that brings everybody together, no matter what level they are. Leaders are inclusive, they bring people into the fold to solve a problem. Leaders are empathetic. You cannot be a sensational leader unless you are amazingly self-aware.
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