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April 8, 2020
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.  ------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
April 7, 2020
Have you ever been to one of those delis with the signed pictures of celebrities all over the wall? Maybe they had a sandwich named after the most prestigious A-lister to dine there? Those delis would have trouble surviving if they only catered to celebrities, right? But you certainly don’t get a sandwich named after you for a visit. Well, one of the beauties of ABM is it can be used to treat everyone you do business with — big or small — like a sandwich-worthy VIP.  On today’s #FlipMyFunnel, special guest host Steve Watt catches up with Eric Martin, VP of Account-Based Marketing at SAP, to find out how a giant like SAP is extending their brand of exclusivity to smaller companies.  This #TakeoverTuesday post is based on a podcast with special host Steve Watt and guest Eric Martin. If you’d like to listen to the full episode, you can check it out here. ------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
April 6, 2020
How well do you know your customer experience?  Have any of your friends, family, neighbors, enemies or old middle school teachers ever tried to buy your product? Where were the sticking points? If you don’t know, you should. If you want to be as successful as Amazon, you need a frictionless customer experience. So says Steve Anderson, Author of “The Bezos Letters,” who came on the show today to go some of the 14 principles for Amazon’s success he uncovered going through Bezos’ letters to shareholders. -------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
April 3, 2020
These days answering a call from a number you don’t recognize seems as outdated as driving without a seatbelt.  It would be just as reckless to not send it to voicemail: At worst, it’s a scammer. At best, it’s an unsolicited sales call.  But if it’s the latter and you somehow forget what year it is and actually answer the call, the person on the other end better show you they know you.  If they don’t, their marketing philosophy is another relic of a bygone era.  That’s some of the marketing wisdom Jill Rowley shared when she came on the podcast.  Jill was Chief Growth Officer at Marketo at the time, but these days, Jill sits on the Board of Directors at Affinio and is an advisor to LoopVOC and Stage 2 Capital. Jill shared tons of meaty MarTech tips and some personal stories about her life, career and some pushy sellers who knew next to nothing about her.  ------------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
April 1, 2020
Marketers love trying to close the deal after the first meeting, and oftentimes, they're more focused on conversions than conversations. This is what we call a one night stand marketer.  ------ Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 31, 2020
On today's episode, we sat down with Guy Kawasaki, one of the OG Chief Evangelists (and arguably the most notable). Guy was Chief Evangelist at Apple, and is currently a Chief Evangelist for Canva as well as a Brand Ambassador for Mercedes-Benz. Guy talked to us today about how to think of evangelism as the purest form of sales.  We also talked with Guy about what makes a great evangelist, how education broadens your perspective, and why you should have high standards.  ---------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 30, 2020
For most of my career, I didn’t block out times on my calendar. I thought being the best servant leader I could be meant my time was my team’s time.  Then a couple of years ago, I went into a meeting as drained as I could be. And it was infectious — I could feel the whole leadership team’s energy levels just dissipate.  By not managing my energy, all I did was suck all the energy out of the room. At that point, I promised myself I wouldn’t show up like that again.  Being a leader means managing your energy.  And… I get it. Sometimes it’s hard to do. Luckily, Molly Fletcher came on the show with some amazing tips on how we can better manage our energy. Molly took lessons learned about energy management throughout her long career as a sports agent and, later, CEO of The Molly Fletcher Company and turned them into the awesome new book The Energy Clock.  --------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 27, 2020
Our #WomenInMartech community is constantly growing and evolving and we are honored to celebrate them every chance we get. The game changer for this month is Munchbach, VP of Marketing at BlueConic. Cory is truly paving the pathway for successful women in business! In the interview we discuss how the martech industry is shifting, leadership style and philosophy, being a woman in the workplace, and more. ---------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 26, 2020
Think always of your prospect’s challenges, not your solution. If you want to see a company that’s learned how to put their prospects’ challenges first, listen to today’s episode of the Flip My Funnel podcast. We spoke with Michael McCunney, Vice President, Marketing at Revenue Analytics.  Michael and I talked about why marketers need to speak their prospect’s pain and sometimes tell them no. ----------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 25, 2020
Stop selling as if you’re a perfect 5.0. Products with a 4.2 - 4.5 out of 5 star review sell better than those with a perfect 5.0. Why? Because vulnerability fosters trust. A product with a perfect review sounds like a salesperson’s dream, but modern consumers are wary of products that sound too good to be true (because they almost always are!), assuming an authenticity and transparency from a slightly lower rating. We recently had the chance to sit down with Todd Caponi, author and sales researcher, whose passion and curiosity about sales growth has led him to dig deep into the neuroscience behind this vulnerability “phenomenon”. During our chat, Todd explained why being upfront about your products’ vulnerabilities can not only earn the trust and business of potential customers, but can shorten your sales cycles. ---------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 24, 2020
As you know, on Tuesdays we have been doing our Takeover series. For this series, Ethan Beute has been hosting awesome interviews, all focused on this idea of evangelism.  Well, for today’s episode of the Flip My Funnel podcast, we thought we’d shake things up a bit. Our guest's host today is... me, Sangram. That’s right. Today, I’m a guest on my own podcast! On today’s show, Ethan and I talked about what makes a great evangelist.  -------------------------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 23, 2020
In the past few years, it seems like more companies have exploded onto the scene with great big missions. And older companies are making waves for their causes, too. You have companies like TOMS, with their B1G1 model for giving away free shoes, or Patagonia donating a $10M tax-break to climate causes.  On the surface, it may seem like these companies are just doing a better business strategy, but there is more to it than just a pricing strategy. There’s a soul to it. There’s storytelling. There’s an evolution happening in business. Our guest today, Yanik Silver, is the leading expert on this evolution. Founder of Maverick1000 and two-time Oscar Meyer shootout champion, Yanik is the author of “Evolved Enterprise,” a book that delves into why this evolution — and revolution — is taking over.  I’ve learned so much from Yanik’s book, so I’m super excited for you all to hear some of his great ideas.  Here’s what we’re unpacking today: What makes an enterprise evolved Why evolved enterprises are taking over How you can evolve your company Why sharing your story matters This post is based on a podcast with Yanik Silver. If you’d like to listen to the full episode, you can check it out here and below. ----- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 20, 2020
Design has a huge impact on sales and marketing. Brand logos  help make a connection between the buyer and the brand by recognizing its design. Consider brands like Nike, or Adidas. Both recognizable for their logo. Shannel Wheeler, author of two best sellers, gave me three main reasons why design is so important to sales and marketing.  ------------ Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 19, 2020
“It’s isn’t always the biggest, baddest, or fastest mouse trap that gets the mice. It’s the one with the stinkiest cheese.” This translates directly to marketing. So says Soon Yu, author of Iconic Advantage: Don't Chase the New, Innovate the Old.   Soon helps companies realize that they don’t have to be the fastest, biggest or have the best technology in order to be successful.  But they do have to connect with their audience, and the best way to do that is through meaningful marketing. If there is no emotional connection created with customers, they’re just competing on price.  There aren’t many winners in that game. In this episode of the #FlipMyFunnel Podcast, we chat with Soon about B2B storytelling, chasing the new versus innovating the old, and three qualities behind the most successfully innovative and iconic companies. ----- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 18, 2020
Account-based marketing is a pretty limiting (and even misleading) term.   The truth is, marketing is only a portion if the story. The real goal is account-based everything.   Sales. Exec team. Product. And of course, marketing.  The whole organization should be aligned to go after the same high-value targets, otherwise those beautiful ABM campaigns won’t succeed. The most important alignment for orchestrating a killer campaign is, naturally, sales and marketing. There are 4 keys to orchestrating a marketing-SDR campaign, but it all starts with getting the whole organization to collaborate successfully. In this episode, we talked with Craig Rosenberg to discuss how to do just that. ------ Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 17, 2020
Tech evangelists have been with us since the beginning of the Macintosh operating system.  While the evangelist title is undeniably cool, when is it necessary for your company to deploy one and whom should it be?  We sat down with Dan Steinman, co-author of the book Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue and Chief Evangelist for Gainsight, a customer success company which helps businesses secure and surpass their customers' desired outcomes and deliver consistently amazing experiences. Here’s what we’re unpacking today: Stepping stones to becoming an evangelist What you should evangelize What is the ROI on evangelism? Who on your team should be an evangelist? Why you should write a book Sangram's Summary Dan's Challenge ------ Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 16, 2020
It always amazes me when old things make a comeback.  Whether it’s the music you liked when you were a kid, questionable fashion choices (how many times are bell-bottoms coming back?) or 80’s-nostalgia-fueled Netflix shows. And it’s happening in marketing, too, where the next big thing in B2B goes all the way back to the beginning of online marketing: the email newsletter. In today’s episode, Ryan Deiss, CEO of DigitalMarketer and competent juggler, explains why the email newsletter is having a renaissance right now — and how we can add it to our toolset.  Here’s what we’re unpacking today: How email is making a comeback How cool new strategies can get stale fast Why inbound is better than outbound for newsletters Why is the newsletter coming back now? Why you should treat your members like part of the family This post is based on a podcast with Ryan Deiss. If you’d like to listen to the full episode, you can check it out here and below. ----- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 13, 2020
If you only had to sell to one account, what would that account look like? In a world where account based marketing is key, Matt Amundson, VP of sales and marketing at EverString, has developed a way for businesses to find the best accounts​ for them with even greater precision. Matt presented the acronym FIRE, which ​encompasses four dimensions of account selection: F: Fit (is the company a good fit?)I: Intent (are they active in your market?)R: Relationship (do you already have a relationship with individuals at the company?)E: Engagement (what interactions are you having with them?) ------ Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 12, 2020
For today’s episode of the Flip My Funnel podcast, we spoke with Daniel Englebretson, Director of Integrated Marketing at Phononic. In this show, Daniel and I talked about how Phononic used Terminus to reap ABM success. Here’s what we’re unpacking today: Can Your Demand Generation Be Too Successful? Account Based Marketing Proves Its Worth How They Did It Blogging Strategy Changed Selling the Sales Department on ABM Keeping It Fresh Too Much Success --------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn. 
March 12, 2020
What if you didn’t have to wait until you were “in charge” to lead those around you? Authority doesn’t always equal leadership. Regardless of your position, you can start leading now. Reggie Rivers is a former running back for the Denver Broncos and currently a keynote speaker for his company Corporate Kickoff. In this episode of the #FlipMyFunnel podcast, Reggie joined us to talk about leadership, trust, and celebrating small wins. ------ Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 10, 2020
For today’s episode of the Flip My Funnel podcast, we spoke with JD Prater, Quora Evangelist at Quora.    JD and I talked about why Quora needs to be part of any marketer’s arsenal. Here’s what we’re unpacking today: From Quora Believer to Quora Evangelist How an Evangelist Measures Success Why Marketers Need to Quora Seriously Sangram’s Summary JD’s Challenge
March 9, 2020
Everyone gets their start somewhere, but very few end up making it to the CEO level.   Even fewer climb that far up the ladder at the very company that gave them their first job.   But that’s exactly what today’s guest managed. Kalpit Jain is CEO of Netcore, a position he grew into after initially being hired as a programmer, and he came on today to share his amazing journey.  What is so remarkable about Kalpit is he advanced so far while uplifting those around him.  When he saw people performing better in the roles he was in, instead of getting jealous or tearing them down, he saw it as an opportunity to find a way he could provide more value to the company. And he did something bigger and better every time. Here’s what we’re unpacking today: How something as simple as a schoolyard argument can change your life’s trajectory How a willingness to try new things leads to opportunity How a good leader uplifts their team (and a good team supports its leader) This post is based on a podcast with Kalpit Jain. If you’d like to listen to the full episode, you can check it out here and below.
March 6, 2020
AI is more than just predictive marketing or marketing automation because it helps you see patterns that would otherwise be invisible. ----- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 5, 2020
Newer isn’t always better. Take your flashy new car which is like 90% computer at this point. It’s great...  Until it breaks down and you need to hire Bill Gates to fix it. Anyone with a little skill could maintain an old car and fix it when there was a problem.  Yet, in our pursuit of flashy new prospects, too many of us neglect to maintain our existing buyers, leaving them unhappy with their service and chasing them away. Joey Coleman says this is unnecessary and easy to avoid — and he should know, he literally wrote the book on the subject, Never Lose a Customer Again. He’s also the Chief Experience Composer at Design Symphony, a customer experience branding firm. And he came on the #FlipMyFunnel Podcast to let us know how we can stop hemorrhaging customers.  Here’s what we’re unpacking today: Why VCs care about retention (and you should too) Why retention is just as important as acquisition The difference between customer experience and customer service Why retention is about performing for an audience 46 examples you can learn from This post is based on a podcast with Joey Coleman. If you’d like to listen to the full episode, you can check it out here and below. ----------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 4, 2020
What if the most exciting part of your day was being marketed to? It’s not as crazy as it sounds. Tyler Lessard, CMO of Vidyard, spoke at a #FlipMyFunnel event about how to make your accounts love the fact that you’re targeting them. He tells the story of how Vidyard's first ABM efforts flopped—until they discovered a simple, amazing way to customize their targeting. ----------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 4, 2020
Does your company need an evangelist? The title is bandied about quite a lot but who is doing it right? We spoke with Dave Isbitski Chief Evangelist for Alexa and Echo at Amazon. Previously he was a tech evangelist at Microsoft.  Topics we covered: Technology evangelism is about relationships. Evangelists help a company’s bottom line. Evangelists’ top three priorities Helping people inside the company Evangelizing small companies Dave’s Challenge  ----------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
March 2, 2020
Admit it: There’s a book you’ve always wanted to write bouncing around your head somewhere. It’s revolutionary; it'll change the world! But you have no idea where to begin.  Well, you’re not alone.  When people find out I’ve written books, they always have a ton of questions. It seems like everyone has a great idea for a book, but just getting started seems so daunting, let alone actually finishing one or getting people to read it.  So, where do you begin? To answer this, I brought on someone onto the show who knows more than a thing or two about writing: Allen Gannett, author of “The Creative Curve.”  He shared some great tips for anyone hoping to take on the difficult, but rewarding, challenge of writing a book.  Here’s what we’re unpacking today: The questions you need to answer before anything else The difference between self-publishing and a publisher Getting an agent Writing a proposal How to market your book Why you need to find your niche
March 2, 2020
For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some sort of schedule to be exceptional. ------ Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 27, 2020
Have you struggled to measure ABM success with your sales and marketing teams? Have you struggled to understand the concept of ABM? Both of those are very different questions. In this episode, Masha and Sangram discuss the solutions to both. ------ Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 27, 2020
Change is in inevitable. And so is communication. On today's throwback episode, we're talking about Lane Jones and Andy Stanley's book, Communicating for a Change. ------ Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 26, 2020
When you work in marketing, whether it is ABM or traditional marketing, you sometimes can get caught up in the latest tools. but for Heidi Melin, the CMO of Workfront, an HR platform company based in Utah, the more important assets are the members of your team.  Over a long and varied career, she has learned valuable lessons about risk taking, change, listening to your gut, leadership, and what it's like to be a highly successful career woman and mom.  ------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 24, 2020
What does being a leader really mean?  Is it the title? Is it the responsibilities? Is it the number of people you’re in charge of? Determining your definition of a leader could help you serve people better and, ultimately, make a bigger impact. In this episode of #FMF, I catch up with my good friend Patrick Lencioni. Patrick is the founder and president of The Table Group, a firm dedicated to helping leaders improve their organizations’ health. He’s also the author of numerous books including The Five Dysfunctions of a Team, The Ideal Team Player, and the forthcoming The Motive.  Here’s what we’re unpacking today: Defining what a leader is and why it matters Seeing your job as a verb instead of a noun Why doing the difficult things sets a leader above the rest To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website. -------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 21, 2020
Are you growing in your career? If not, you’re putting yourself at risk. In this throwback episode, we talked with Autumn Coleman from Oracle, about a possibly unconventional way of looking at career development.  What if moving on from your current organization was the best career move you could possibly make? ------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 20, 2020
Jeremy Middleton is the Senior Director of Digital Marketing at Pramata. This episode of #FlipMyFunnel comes from a recent Terminus Customer of the Month event in which Jeremy was our guest speaker. Jeremy’s company specializes in working with large companies with complex customer relationships who struggle to manage them for a number of reasons related to portfolio size/complexity and a very low operating margin. Companies like this suffer from revenue leakage, an issue that many in the organization don’t know about, are in denial of, or simply don’t care about. Jeremy unpacks the ways in which the company struggled prior to using Terminus and adopting an ABM model, and how and why his business growth is accelerating now.   ------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 19, 2020
We have some “contrarian” advice for all B2B Marketers, and it comes straight from LinkedIn: First piece of advice: The only advantage you can gain is in going against the crowd (be contrarian). Second piece of advice: Listen to Peter Weinberg, Global Lead, B2B Institute.  You may not agree with everything he has to say, but you need to listen anyways: He’s one of the people who’s working behind the scenes, changing the landscape for LinkedIn, where a growing amount of B2B marketing and advertising is taking place. (Oh, that contrarian thing came from Peter, by the way.) He joined us at #FlipMyFunnel 2018, and it’s all right here. ------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 18, 2020
A lack of consistency in the marketing community seems to be the only consistency. Change is constantly being thrust upon us and yet we’re still surprised when it shows up at our door.  But Ruth Rowan has a different experience with change. She embraces it; she’s a biologist by academic training, started her career in banking, then wound up in publishing until she fell into marketing. Lots of change, and she welcomes it. She also introduces change as the global CMO at Dimension Data. I guess you could call it a dream job.  Digital transformation and change in general in any organization is difficult. But Ruth has seldom experienced resistance when leading the charge. Why? Well, that’s exactly it. She starts with why.  ----------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 17, 2020
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.  What are you doing to make yourself the best that you can be?  ------ Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 14, 2020
Not all accounts are created equal. If you really want to scale content marketing, you have to start treating your accounts differently. In this episode, Sangram and Kaitlin discuss a blog post from B2B marketing leader Cynthia Stephens about how to scale content marketing for an ABM strategy. ----- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 13, 2020
Trish Bertuzzi with Bridge Group, Inc. discusses why account types matters and techniques to make the most out of your account-based marketing strategy. ------ Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 12, 2020
If there is one person synonymous with marketing excellence, it is Seth Godin.   Godin has written 18 bestselling books including Permission Marketing and Purple Cow. I had the exciting opportunity to discuss his recent book This is Marketing. “It's very easy for us to think we live in this mass market world, but we don't. We live in a micro market world,” says Godin.  For Godin, marketing is the art of hitting the smallest viable audience. Like developers who attempt to create the minimal viable product to ship, targeting the smallest viable audience forces a marketer to sharpen their messaging to attract just those customers. Here’s what we’re unpacking today: The origin of flipping the funnel Positioning as a service Marketing isn’t about marketing spend This is Marketing: The Five-Step Marketing Framework Sangram's Summary Seth’s Challenge
February 11, 2020
What do coaching soccer and being a CMO have in common? Well, actually, a lot. Gene Foca is currently the CMO of Getty Images. Before that he was the SVP of Marketing at FreshDirect. Before that he was Senior Director of Marketing at Amazon. And way before that he was a paid soccer coach at the club and high school levels for nearly 20 years. Gene came on the #FlipMyFunnel podcast to talk about the lessons he learned as a soccer coach that he has applied as CMO. We talked about creating successful teams and working to ensure a frictionless customer experience. He also gave us an inside look at what Getty Images is focusing on next to raise their customer experience to the next level. Check it out.  ---- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 10, 2020
It seems like entrepreneurs are a special breed of people. Where do they get their energy? Their time-management skills? Their focus?  Is it the freedom their job gives them? No! Entrepreneurship is mindset, not a job description — and one every leader can and should adopt.  That’s what Dragon Army CEO Jeff Hilimire’s book, The 5-Day Turnaround, is all about: improving leadership by thinking like an entrepreneur.  In the latest FlipMyFunnel, Jeff shares some of his secrets for adopting an entrepreneurial mindset and why they matter — whether you’re an entrepreneur or not.  Here’s what we talked about: Entrepreneurship as a mindset Why your fallback plan is holding you back How you can avoid a dysfunctional team To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website. -------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 7, 2020
Businesses go under for a lot of reasons. When you don’t prioritize the customer, there are consequences. And they’re not pretty. In a blog post on our site, Cori Pearce, Director of Marketing at ChurnZero, wrote about how to get back on track if you have a churn problem. Listen in to hear us cover the highlights of Cori’s post. ------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 6, 2020
When a customer churns, this is a tremendous opportunity for you to: Get feedback on your company’s good, bad and ugly Assess what the lost customer really needs Listen to their timeline for achieving it Show them that you care about their business journey with advice, suggestions and contacts, even though you’re no longer their vendor Keep the lines of communication open Work to become the vendor they do need ----- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 6, 2020
Account based marketing is an extremely popular way of doing business - and for good reason. This method of honing in on specific personas and providing value and solutions to their company through your services is incredibly effective.  The process of transitioning to ABM can have unexpected challenges. Despite these, it is a worthwhile change that can often bring about greater success if implemented properly. Learning from others who are well-versed in this area can be a great resource and help in your own company’s transition.  Julia Stead, head of marketing at Invoca, Bassem Hamdy, CEO of Brickschain, and Avi Bhatnagar, senior director at  OPSWAT, joined us at the Revenue Summit 2017 to share their valuable knowledge on the topic of ABM. ---- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 4, 2020
Being a successful chief marketing officer requires several characteristics and skills: Surround yourself with mentors/advisors Do your on boarding homework Understand your brand Know what you don’t know Assemble your dream team and tools Aspiring marketing executives will want to join us as we get into the weeds of discovering if you have what it takes to be a successful CMO. ----- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
February 3, 2020
How to be a good CMO: Think like a CFO. Act like a CRO. Talk like a CMO. Of course, there’s a little more to it than that. But you get the picture. In this episode of #FMF, I catch up with the CMO at BlackBox Consulting & Advisory, Denmark Fransisco. We discuss the key attributes any prolific CMO needs in their toolbelt. Here’s what we’re unpacking today: What keeps effective CMOs up at night. How and why to manage your team according to KPIs. Key ABM findings for CMOs to consider. To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website. ----- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 31, 2020
Sue Duris, Director of Marketing and Customer Experience at M4 Communications, wrote about three things C-suite Execs must do in order to NOT be lying when they say “customer experience is everyone’s job.” We talk about those three things (and more) in this throwback episode. ----- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 31, 2020
Q: How do you know when you’re an ABM ROCK STAR? A: When the lawyers are afraid to stop you because you’re making the company too much money. This is exactly what happened to Daniel G. Day, Director of Account-Based Marketing (ABM) and Market Planning at Snowflake Computing. Snowflake Computing is a cloud-based data-warehousing startup.  In this episode of the #FlipMyFunnel podcast, he touches on ABM best practices, legal woes, and how the new version of Terminus is a real game changer. ------ Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 29, 2020
There's no right or wrong answer! Leadership needs no title. However, to be effective, you do need to know where you are on the spectrum. These five assessments can help you figure out where you land. ----- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 28, 2020
Often, it’s not the small things, but the big things that truly determine our daily productivity. The smallest tweaks can have the largest impact. Bryan Wish is the kind of guy who knows exactly what we’re talking about. He’s a pro at efficiencies, helping executives get the most out of the day. James Carbary interviewed him on a #TakeoverTuesday episode of the #FlipMyFunnel podcast. On the show, Bryan gave 4 super easy, practical tips that can have dramatic impact on your day-to-day, and your workweek. ---- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 27, 2020
You know a good storyteller when you hear one. They’re usually engaging, relatable, and very likable. Some storytellers, like my last guest on FMF, just have that X factor. The thing you can’t quite put your finger on. Luckily for us, Bob Goff shares how he remembers and delivers meaningful stories via speaking events and his New York Times Bestseller, Love Does. Here’s what we’re unpacking today: Why taking notes of your ideas will make you a better storyteller. How using images as speaking prompts are way more effective than text. Why being honest with the audience means being honest with yourself first. To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.
January 23, 2020
What one area in B2B Marketing should you focus on for the greatest impact, that by focusing on in it for the next 6 months, your win rate will double? Meet Daniel Oxenburgh. He’s the Co-Founder & Managing Director at Ox Consulting, who’s one focus is to help tech companies strike a balance between foundation & growth using ABM.  Most people’s immediate hunch when switching to ABM is to run a demand generation campaign and go from there. But that won’t have the greatest impact; pipeline acceleration will! “Work back from your customer. Figure out what ABM campaign / tactic to start with and just start there,” said Daniel, “Start hyper focusing on solving that one challenge.”  ----- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 23, 2020
On today's throwback episode of the FlipMyFunnel Podcast, Lincoln Murphy discusses the difference between customer success and customer happiness. ---- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 21, 2020
Deals don’t come easily.  The days of cold-calling and spray-and-pray emails are quickly fading. What’s a salesperson to do in today’s climate of increased noise, and decreased acceptance?  Collaborate. Logan Lyles came on a #TakeoverTuesday episode of the #FlipMyFunnel podcast to discuss selling in today’s climate.  He’s the director of partnerships at Sweet Fish Media and has over a decade of experience in B2B sales. Since hopping on board at Sweet Fish, he’s been crushing deals, and he doesn’t do cold outreach. He gave his 3-step process to stand above the noise, build customer relationships, and close deals.  We captured it all right here. ----- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 20, 2020
The fastest email experience ever made — who wouldn’t want that? Well, actually, when Superhuman was first finding its footing, there weren’t too many people who’d be sad to see it go. Fortunately, Superhuman’s fearless leader, Rahul Vohra, had a feeling it wasn’t the right time to launch then. They hadn’t quite nailed down the product-market fit. A year later, Superhuman had nearly tripled its product-market fit. Hear Rahul share about: Superhuman’s journey to true product-market fit Defining product-market fit Measuring and increasing product-market fit To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website. ---- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 17, 2020
How could something as low-tech as direct mail possibly be effective in the digital age? Sudhir Kumar, Marketing Director at BPI ROK, wrote a great article on the subject, and we took a lot away from it. ----- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 16, 2020
In this throwback episode, we brought in our very own Bryan Brown, Chief Product Officer at Terminus, to chat about the difference between B2B and B2C marketing and what we, as B2B, can learn from the B2C sphere. Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 15, 2020
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. ---- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 14, 2020
For summer reading what sounds better? Inching along on 16 unfinished books? Or reading 3 great ones cover to cover? Obviously the second. So why are we so tempted to run our business operations the other way? In this episode of #FlipMyFunnel James Carbary of Sweet Fish Media takes over to talk with Andrew Hurley, the Director of Operations, about 3 specific ways to make your organization more productive. --- Join Sangram's "Becoming Intentional" newsletter for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.
January 13, 2020
There’s not much better than grandma’s homemade apple pie. The problem is she never writes it down! Mixing up that scrumptious pie is nearly impossible without some written instructions. The same goes for ABM strategies, believe it or not. That’s why our content team at Terminus has created a step-by-step ABM cookbook, detailing 13 of our favorite concoctions. And, in this episode of #FMF, two contributors to the cookbook, Joel Garcia and Bailie Ward, outline 4 of our famous ABM recipes. Here’s what we’re unpacking today: The reasons why our content team chose the cookbook layout The best ways to stay at the top of your customers’ minds How to creatively use direct mail in your ABM strategy Tips on retaining top-tier customers To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.
January 13, 2020
Think of five brands off the top of your head that have a mega fan base. It’s likely that the brands you listed had something to do with entertainment, sports, music, food/beverage, social media, books, or art. But, did you know, even B2B brands can benefit from immense fandom? In this episode of #FMF, I catch up with David Meerman Scott, bestselling author of The New Rules of Marketing and PR and the newly released Fanocracy. He gives us the lowdown on how he and his daughter came up with fanocracy and how businesses can leverage it. Here’s what we’re unpacking today: The origins of fanocracy and its definition. Why any brand can tap into fandom — even yours! 3 ways to generate more fans Want more from David? Listen to episode 426, Everything You Need to Know to Start Newsjacking w/ David Meerman Scott. To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.
January 10, 2020
Hiring and developing great talent is a real challenge for any organization. When you hire someone great for your organization, it can do great things for you.  But when you make a mistake and hire someone who isn’t a good fit, it weighs the whole organization down.  In this throwback episode of FlipMyFunnel, I sat down with Lucas Ulloque, VP of Sales Development at Terminus, and talked about hiring and investing in great talent as a key to success in building a successful SDR team. 
January 9, 2020
95%. That was her 2018 win rate.  When she used ABM, she won, 95% of the time. Jillian E. Gartner doesn’t leave ABM deals on the table. She’s so good in fact, ABM’s in her title: She’s the Director of Account-Based Marketing at Thomson Reuters. She came on this episode of the #FlipMyFunnel podcast to discuss her incredible 5 step process that led to this amazing win-rate. Jillian works with every part of her company to ensure #OneTeam, pulling from her experience in sales and global marketing at various companies. (Jillian also has an MBA from Findlay.)  Don’t miss this episode.
January 8, 2020
In this throwback episode, Sangram discusses the benefits of journaling and why it should be important to consider adding it to your daily routine. He discusses self reflection, goal achievement and how journaling allows you to hold yourself accountable for your own goals.
January 8, 2020
We all know about the importance of ranking well on Google. A potential customer goes onto the trusted search engine to find a solution to their problem… and you want the honor of being that solution for them. So what do you do?  You build an effective SEO plan for your content to drive more traffic to your site. Welcome to Gaetano DiNardi’s world over at Nextiva where he’s the director of demand generation for the Arizona-based cloud communications company. Gaetano is a seasoned professional when it comes to ranking well on Google; in fact, his 4-part framework helped him outrank Wikipedia.  That’s why we were so pumped when he sat down with us to walk us through his trusted framework. Following these four steps can help any company improve the flow of organic traffic to their site. 
January 6, 2020
If your customers see you’re there for them, they’ll be there for you. In this episode of FMF, I check in with Jeff Henderson, the author of Know What You’re FOR and lead pastor at Gwinnett Church. Jeff shares how he’s learned to find a purpose and stick to it. Plus, we discuss: Why doing good is good for business. The power of what your customers say about you. How to stay true to your purpose through growth. How to get people behind your vision. To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.
December 26, 2019
As marketing and sales pros, we’re at a major pivotal point in SaaS right now. The market is bloated with products that a lot of us don’t fully understand. And we’re faced with one of two choices: To continue working in uncertainty, diminishing the buyer’s experience as we sink deeper into obscurity. Or, to harness the information that’s at our fingertips and foster the best matches between customer and product. Diving deeper into this topic from the stage at B2BSMX 2019 is Jake Dunlap, CEO at Skaled Consulting and revolutionary of modern sales and marketing. He covers: Why the current buyer’s experience is dangerously disconnected Trends every marketer should be aware of How to move marketing and sales into the next generation To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.
December 25, 2019
Where do great ideas come from?  From people who have seen the world from a different point of view. That’s what Hayley Berlent says. And she would know.  Hayley was born in Potchefstroom, a small town in South Africa. So small, in fact, that it only had one stop light.  Later in life, Hayley moved to the United States - New York City, to be specific - where she built a thriving career and became a brand expert. She has worked with organizations like Aetna, Memorial Sloan Kettering, and the YMCA to develop their own brands.  Now, she runs her own brand consultancy agency, The Additive Agency.  Hayley came on the #FlipMyFunnel show to share her expertise on creating an iconic brand.  Check it out. 
December 24, 2019
What’s awkwardly similar to startup investing? Poker. You must have enough on the table, that when your lucky break hits, you hit, big. At least that’s the way Paul Martino sees it. He’s the Founding Partner at Bullpen Capital, a six-time founder, and has a PhD from Princeton University. He came on the Predicting the Turn podcast, hosted by our good friend Dave Knox, and we turned their episode into a #TakeoverTuesday episode for #FlipMyFunnel. Here’s what we’re unpacking today: VC investing How investing in startups and playing poker are actually similar The irony that many VCs are not actually very disruptive This #TakeoverTuesday post is based on an episode by Dave Knox, with special guest Paul Martino. If you’d like to listen to the full episode, you can check it out here and below.
December 23, 2019
Ben did a personal brand exercise with Sangram consulting him on: What he is good at Where he has room to improve All based on the honest feedback he’s gathered, throughout their online friendship.   With Sangram as the anecdote, we learn how the power of storytelling and personal branding can build a community, allowing you to become a leader of your industry and increase sales!
December 19, 2019
We all know that honesty in sales can go a long way. But what if we prefaced our pitch with what we do poorly? How do you think prospects would respond to such radical transparency? Todd Caponi, the author of The Transparency Sale, has tested this method. And if you couldn’t tell by the title of his book, it’s worked boundlessly for him. Todd shares his experiences with radical transparency in sales live from the B2BSMX stage. Plus, he discusses: Why transparency works in sales How to successfully present the entire picture to a B2B buyer How to embrace your flaws and look at your company from the perspective of the buyer To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.
December 18, 2019
In this interview adapted from the B2B Growth Show, Logan Lyles sits down with Matt Heinz, President of Heinz Marketing, who explains the secret of how you can craft truly personalized messages that work in as little as 30 seconds.
December 17, 2019
Successful disruption is difficult to spot. Ideas are endless, talk is cheap, and many founders flourish, while others fall to the wayside. How can anyone be sure what will be a truly successful venture, and what’s simply hype (or talk)? We asked Joe Medved, a Partner at Lerer Hippeau, a highly active seed-stage investment firm that funds innovative founders across nearly all industries. He came on the #FlipMyFunnel podcast, where Dave Knox interviewed him as part of Dave’s #TakeoverTuesday series. Here’s what we’re unpacking today:  Venture capital funding How to determine whether a venture will be successful As a VC, what key trends does Joe see on digital disruption? What is at the foundation of disruptive brand creation? Are emerging digitally native vertical brands going to expand, or get acquired by bigger players? How is voice going to impact brands? How can business leaders evaluate new entrepreneurs with ideas they have no experience in? How Twitter helps you keep up with disruption   This #TakeoverTuesday episode of the #FlipMyFunnel podcast is cohosted by Dave Knox, and special guest Joe Medved.
December 16, 2019
Most of your sales team is using LinkedIn wrong. As a marketer, your job is to teach sales how to leverage their social media to get visibility. Visibility creates opportunity. You may have the cure to the world's deadliest disease, but it won’t save anyone if nobody knows about it. Train your sales team how to break out of social media obscurity and promote their visibility online.
December 12, 2019
Imagine you’re preparing to make a delicious loaf of bread. But you have to forage or farm all the ingredients yourself. There’s no supermarket down the street with flour, sugar, or salt. That would make the bread baking process a lot more strenuous, right? It simply wouldn’t be scalable. That’s similar to what it’s like for B2B marketers when proper data orchestration hasn’t been delivered. In this episode of #FlipMyFunnel, Ali Rastielo shares how BigCommerce uses data to fuel action live from B2BSMX 2019. Plus, Ali discusses: What data orchestration is Effective data orchestration tools How data orchestration helps marketers achieve results To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.
December 11, 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.
December 10, 2019
What does it mean to be a true category leader? A few companies rise to the top of a category and dominate it in a way their name becomes synonymous with the category itself: think Google for search, Uber for rideshare, or Dockers for pants. But how do these companies take charge of their category and leave their lasting legacy? On this #TakeoverTuesday episode, Dave Knox interviews Dave Peterson about how modern companies can dominate their category. Here’s what we’re unpacking today: How to create your own category Becoming a category leader/category king The “6-10 law” of IPOs What being a category leader truly means   This #TakeoverTuesday post is based on a podcast with special host Dave Knox and guest Dave Peterson. If you’d like to listen to the full #FlipMyFunnel episode, check us out on Apple Podcasts, Spotify, or here.
December 9, 2019
Any sales professional will tell you that ABM started as account-based sales.  Sales has been doing it for years.  It’s only recently that the marketing teams have picked it up and said: “what if we personalized our marketing strategy to our key accounts?”  Sonjoy Ganguly, Mike Burton, & Anastasia Pavlova like to say that it’s not really about Account Based-Marketing or even Account-Based Sales. What it’s really about is an Account-Based Strategy.  Sonjoy says that the problem with ABM is that it places far too much emphasis on marketing. In order for an account based strategy to be successful, you have to have buy-in from the entire organization. An entire organization has to align with a strategy, which is no small feat.  But before you panic, don’t think that you’ve got to slow yourself down and wait for the entire organization to evolve before starting an ABM approach.  Odds are, Sales has been implementing an account-based method for years. It’s just a matter of taking that model and bringing the marketing team on board as well.  So start small, be realistic, take a multi-channel approach, and you’ll be ready to move your organization into a true account based strategy. 
December 6, 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 the next couple of tips (of 10) on how to reconnect with your loved ones on a deeper level. Yep, we’re going deep. 
December 5, 2019
If you feel overwhelmed (or underwhelmed!) by marketing tech, have non-actionable data slowing down your go-to-market efforts, or are trying to figure out how to meaningfully impact revenue as a marketer, then this session is for you. Paul Green, Director of Marketing Technology at Extreme Networks, will detail how to get you unstuck and share Extreme Networks’ journey of creating a global, cross-functional initiative called “Project Orion” to orchestrate marketing and sales systems into a unified go-to-market engine. Using state-of-the-art tools like Marketo to drive demand, enrich data, identify intent signals and more, the company built a customer data platform capable of driving true organizational alignment, boosting conversion rates and accelerating pipeline and revenue. This episode is taken from an exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange
December 5, 2019
Recently, Sangram’s greatest productivity has come from his business travel, which is great because he’s been on the road a ton this year. He’s traveled for 29 events, and also recorded for 42 podcasts other than our own daily podcast It’s been a whirlwind! And, traveling wasn’t always so productive and energizing for him: At the beginning of this year when his travel really started to get intense, it was putting a fairly large strain on him. Knowing he had several more months of crazy travel, he made some dramatic changes. Now travel energizes him and he’s actually excited for each event. On this episode of the #FlipMyFunnel podcast, Sangram gives you the 5 tactics that have totally changed his travel game, and have made travel one of the most fun and energizing parts of his job.
December 3, 2019
We’re so thrilled about today’s Takeover Tuesday because we’re featuring Dave Knox’s podcast Predicting the Turn. Dave interviewed Jeff Weiser about his journey from Shutterstock to Shopify and how marketing leaders are thinking about change, both as a function but also as an industry. In other words, we’ll be talking about disruption. Jeff is the CMO of Shopify with a background in data analytics. I can’t wait for you to listen to this phenomenal takeover! Check out these resources: Jeff Weiser Dave Knox Predicting the Turn (podcast) Predicting the Turn (book)
December 3, 2019
Learn how modern marketers are using intent data to improve email open rates, launch precision account-based ads, and win better deals before their competition knows what hit ‘em.    Discover the benefits of each type of intent and what you really need to know before launching an intent-fueled ABM program.   In this adapted seminar Millie Resnick, Director of Product Marketing from Bombora, and Josh Lucas, Solutions Architect from Terminus, share the power of combining ABM and intent-based marketing.   Here’s just a taste of what they cover:   Common types of intent data Bombora intent and machine learning Real customer stories Intent-powered ABM use cases Email nurtures Ad nurtures Event planning   To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.
December 3, 2019
If you’re selling a big ticket item with a long sale cycle, account based marketing is the smartest  way to go according to Jeremy Middleton, Senior Director of Digital Marketing at Pramata which helps large companies prevent revenue leakage. “The idea of ABM was exactly what we needed because traditional marketing models don't work with these large complex companies,” says Middleton. The company started their ABM journey a year and half ago and (SPOILER ALERT) the results have been spectacular. 
December 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 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.
November 27, 2019
It can be difficult to know where to start with navigating a megadeal. You’re handling billions of dollars and an entire ecosystem of organizations and people. Fortunately, there are sales and marketing pros that have gone before you (even if current literature doesn’t reflect it). Christopher Engman, CRO/CMO of Proof Analytics and author of Megadeals, travels the world to speak about managing huge business agreements. At #B2BSMX 2019, Christopher shared five major mistakes to look out for when operating a megadeal.   Plus, in this exclusive session, he talks about: How to align with an organization’s key initiatives Understanding and leveraging the ecosystem of a megadeal Addressing risk in a megadeal Acting as a guide for your target accounts   To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.
November 27, 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.
November 26, 2019
If you’re starting your ABM strategy with the M in ABM before the A, you’re doing it wrong.   Elle Woulfe is the VP of marketing at PathFactory where she helps marketers optimize the path to purchase. When it came to building their ABM process, she’s quick to admit that her team stumbled into, what is now, an agile approach to ABM. She embarked on the ABM process in the first place when she noticed a bad funnel conversion at PathFactory. While they had lots of people in the funnel and were pretty good at getting them to commit to a meeting, they struggled with moving them down the funnel. People would just fall out.  Thankfully, PathFactory has always been a company that believed in breaking off a little piece at a time to iterate it, rather than jump into big changes. So they took that healthy habit to figure out how to move the company into a 100% target account selling model.   
November 22, 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.
November 21, 2019
In a world where there are apparently too many companies and VCs hold their noses when you mention Martech, how are B2B execs supposed to drive revenue growth? To answer this, we’re going straight to B2BSMX 2019 where Evan Liang (CEO of LeanData) is interviewing a top-tier panel of executive-level B2B leaders. The panel: Joe Chernov, VP of Marketing at Pendo Robin Ritenour, Global Head of Business Development, Partnerships, & Channels at People.ai Jaime Punishill, CMO at Lionbridge In this episode of FMF, we’re discussing: Overcoming challenges in go-to-market strategies The real definition of ABM Dealing with the challenges a complex ecosystem delivers Driving revenue growth in an ever-evolving B2B climate To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.
November 21, 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.
November 19, 2019
Today we’re having our next installment of Takeover Tuesday! This week, we’re joined by Rob Roseman of the The Dad the Best I Can Show. Rob has a conversation with Devon Bandison about how even simply starting a morning routine can make you a more effective leader and more effective father. Devon Bandison is a father of three, business coach, TEDx speaker, and he is the author of a book called Fatherhood is Leadership. Checkout these resources: Devon Bandison Fatherhood is Leadership The Most Important Question a Father Can Ask Himself The Dad the Best I Can Show
November 18, 2019
Building a community will create book value for your business. Anand Thaker joined me for this episode to dive deep into this idea. Besides being a great friend and personal mentor, Anand is the CEO of IntelliPhi.  He founded intelliPhi, and built his own community, with the mission of helping growth executives make smarter go-to-market decisions. His mission can be summarized through this equation: Intelligent Systems + Big Data + Experienced Leaders = Insightful Decisions With that said, Anand said the first step is to determine your own mission. After you figure out a problem you want to solve, build a community around it. And here’s the good news: You can always gather people around a problem.
November 15, 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.  
November 14, 2019
The world isn’t black and white. There are a lot of gray areas whether we like to admit it or not.   The sales and marketing world is the same way. It’s not just inbound or just ABM. It’s a mixture.   Jen Spencer, VP of Sales & Marketing at SmartBug, articulates on this exact topic live from B2BSMX 2019. In her presentation, Jen covers: Reasons why inbound is still valuable How buyer personas affect your ABM strategy How to create content and web experiences that serve the buyer personas within your target accounts How to get started using inbound for ABM   Resources mentioned in this episode: Adele Revella model Buyer Persona Institute HubSpot   To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.
November 13, 2019
My former boss Marc Benioff, the founder of Salesforce, is a genius at turning customers into evangelists. I have learned so much from him that I now use in my own company. In this throwback episode, James and I completed another #FlipMyFunnel episode in our series discussing Marc Benioff’s Behind the Cloud book. Here we talk about the many ways Marc made Salesforce their customers’ home and how you can apply those lessons to your business. 
November 12, 2019
Knowledge is power.   We oftentimes take learning for granted because we literally have a world of information at our fingertips. Just Google it, right?   Even so, it’s crucial for our children to see how their parents continuously learn. If it’s not a priority to you, how can you expect them to prioritize it?   On this #TakeOverTuesday, Rob Roseman, the host of the Dad The Best I Can Show, interviews serial entrepreneur, keynote speaker, and father of four, Jesse Itzler.
November 11, 2019
Julia Stead, Director of Demand Generation for Invoca, discusses the successes and challenges of their implementation and optimization of ABM over a one-year period.
November 8, 2019
It's important to go deep once in a while, and this week Sangram dove right into the deep end with this big idea:   Letting go creates opportunity, and giving up creates grief.   Here’s the deal: Letting go and giving up may lead to the same action. But what’s happening on the inside (opportunity vs. grief) varies dramatically.    In this episode, Sangram discusses:   Why do we keep ourselves in difficult, toxic situations? How letting go keeps can lead to a better situation Why we associate negativity with giving up
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