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July 2, 2020
In a small company, it’s easy to know what to do next. The approval process is small -- your boss has a desk right next to you and you ask them, “Hey, here’s my idea, what do you think?” Two days later, you’re up and going. That’s the attitude we should always have -- the beginner’s mindset. Sometimes as our company grows or we grow personally, we can get up in the routine. Today we talk about how to keep that beginner’s mindset, let the ideas flow, and don’t paralyze yourself with considering all the problems.  So dive in to the podcast to hear why we think a beginner’s mindset is the key to your next success. -------------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
July 2, 2020
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. -------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 29, 2020
One thing about a pandemic: It’s a great time for trying new things.  And it’s never been a better time to start on your ABM strategy. But where do you begin? The TEAM approach.  Today I’m fielding your questions on LinkedIn Live and going over why the TEAM approach is the best way to get started with ABM. -------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 29, 2020
The B2B and SaaS worlds aren’t known for being brand centric. Why not? Because most people associate brand building and brand marketing with fluff. According to Edward Ford, they couldn’t be more wrong.  ----------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 29, 2020
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. --------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 24, 2020
In this throwback episode, Alex Gobbi, CMO at Secureworks, and Kira Mondrus, CMO of QASymphony, discuss their important role at their respective companies. They share their expertise on what it means to be a modern chief marketing officer, and how others can implement their tips in their own companies.  ------------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 24, 2020
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. ------------------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 22, 2020
Since the COVID crisis began, social isolation is on everyone’s mind. But for those with social anxiety, it doesn’t take a crisis to feel the harmful effects of social isolation. How do you lead and succeed when mental health concerns feel like a constant weight holding you down? To answer that question, I caught up with Mark Metry, Host of the Humans 2.0 Podcast and Author of Screw Being Shy.  Mark has overcome mental health issues himself and has some sound, scientific ways to take charge of your mental wellbeing. ----------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 22, 2020
It can be hard to hire people in marketing because the skill sets requirements are so different. It’s not like hiring in sales where the skill sets are a bit more straightforward. So how do you go about hiring in a marketing organization? In a conversation with Justin Keller , VP of Marketing at Sigstr, and Kyle Lacy ,VP of Marketing at Lessonly, they both revealed surprising skill sets they look for when hiring for their marketing team. Justin and Kyle also shared the technology they have found to be most important in their respective marketing agencies. ---------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 18, 2020
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." ---------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 18, 2020
Jumping into a new marketing position, or taking marketing leadership in a new industry? What should you focus on in the first few days in your new position? Thankfully, we have Robby Gulri. Robby is within his 45 days as the CMO at Engage Talent.He left his previous position as CMO in an entirely different industry -- marketing and sales optimization. His new position? Talent acquisition.  This jump provided Robby with a huge learning curve, and gave us a giant opportunity to hear from a marketing guru about how to tackle a new marketing or sales position and make an impact early on. -------------  
June 18, 2020
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 15, 2020
First, COVID-19 altered the world, perhaps forever. Now waves of understandable protest and anger engulf the country.  The only good news is it seems like we may have skipped the murder hornets... And those crises give leaders a time to prove themselves.  Today, I’m joined by Patrick Lencioni, who has already proven himself as a leader as Founder & President of The Table Group and author of The Five Dysfunctions of a Team.    Here’s what we’re unpacking today: How to be exceedingly human Why you should be persistent and transparent Why creativity is so important right now -------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 15, 2020
Megan Lueders has led the marketing team at Zenoss into a new phase of account-based marketing. She shares how to successfully look at this new approach and layer it on top of the historical responsibilities of brand awareness, demand generation and acquisition. By aligning with Sales and Customer Success, she has been able to help their board and executive team see the value and progress of their ABM efforts. A unique, collaborative dashboard in Salesforce helps everyone stay in alignment with consistent visibility. ----- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 15, 2020
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. ------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 11, 2020
In order to cultivate exceptional company culture, you need to think and grow rich. In this throwback episode, Sangram sits down with Katie Burke, Chief People Officer of Hubspot, to talk about the importance of company culture. ------ Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 9, 2020
Marketing automation platforms can be complex.  There is a specific process to follow for set up, and then once the technology is set up it’s time to dig in!  But what happens when the training period is over, and your team is left to actually utilize the thing? Teams are tapping into only 30% or less of their platform's capabilities, and Casey Cheshire, Founder & CMO of Cheshire Impact really wants to help change that.  What we talked about: Marketing automation implementation  Tapping into the platforms full potential Utilizing the information and streamlining that automation brings -------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 8, 2020
How do you want to leave quarantine? Lazy? In pajamas? Convinced ice cream is a breakfast food? Personally, I’d prefer to be healthier and more productive.  That’s why I turned to Dean Rosson for this Fitness Friday edition of #FlipMyFunnel.Dean is the Owner of Fit2win Corporate Wellness and has some great — and possibly counterintuitive — tips on how you can maintain your energy, be more productive and stay healthy, even through a quarantine. ---------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 8, 2020
Modern CMOs wear a bunch of different hats.  And that involves being an expert in several different fields. They have to be obsessed with the entire customer journey from prospect to up sell.  They have to balance lead generation and brand management. And they have to measure results when they can, but simultaneously be comfortable investing in marketing activities that can’t be measured. -------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 4, 2020
On this episode, we’ll unpack Jillian Gartner's 3-tiered ABM approach, how she ensures marketing & sales are always working in tandem, and the different tactics and strategies for each tier. -------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 4, 2020
Knowing yourself is important.   In a throwback interview with Cory Munchbach, the Senior VP of Strategy at Blueconic, we asked her what she believes is most important to be successful both as a leader and as a woman in a tech field work space where women are often the minority.
June 2, 2020
When you hear the words “conversational marketing,” what comes to mind? Do you embrace the idea of a chatbot to interact with visitors to your website, or does the idea turn you off in some way?  There is a lot of data in support of utilizing this new approach, and Maura Rivera, VP of Marketing at Qualified.com joins guest host Casey Cheshire for an eye opening view on conversational marketing.  Maura Rivera spent some serious time knee deep in a few key roles at Salesforce, and her trajectory as an influential marketer just keeps on going. As the VP of Marketing at Qualified.com, Maura takes her know-how and process to the Conversational Marketing space.  What we talked about: How Conversational Marketing works "Sales people can't scale, but bots can't sell." How can you engage with targeted accounts when they come to your website? The "5 Minute Rule” ----------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 1, 2020
We live in an era of infinite media. We create 500x more data and there are 100x more mobile connections than 2007. It’s a radically different environment. The game has changed. So why is your marketing team still playing by the old rules? Today, I’m joined by someone whose new book is the definitive ruleset for this new game, Mathew Sweezey, Director of Market Strategy at Salesforce and author of “The Context Marketing Revolution.” If you want to beat the new game, context marketing is how you do it. And in today’s episode, Mathew shares all you need to know to play like a pro.  ------------ Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
June 1, 2020
There's a myth out in the universe that small teams cannot excel at ABM. Well, Charles Kollo of MessageGears is here to break that myth. As Terminus' Customer of the Month, Charles shares his team's best insights regarding their ABM program. ------------ Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 28, 2020
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.  ---------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 28, 2020
Businesses go under for a lot of reasons. But there’s one that stands out more than others: Churn. When you don’t prioritize the customer, there are consequences. And they’re not pretty. ------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 26, 2020
Wharton School of Business Professor Peter Fader schools us on the idea of customer centricity. The idea of getting to know them in order to predict their behaviors.  We also take a look back to the birth of direct marketing and bring some of those founding principles into modern day methods.  It’s a wild ride throughout the history of marketing with an Ivy League twist and quite a few $10 words! Peter Fader, Professor of Marketing, the Wharton School of the University of Pennsylvania What we talked about: The origins of direct marketing and how those principles still apply How to get to know your customer well enough to put that knowledge to work Expanding your views to consider customer retention a long term goal   This post is based on a takeover episode of the #Flip My Funnel podcast! Guest Host, Casey Cheshire of The Hard Corps Marketing Show talks shop with Peter Fader, Professor of Marketing, the Wharton School of the University of Pennsylvania  -------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 25, 2020
Think about the most famous leaders in history. Were any of them known for leading through easy times? Responding to crises is what defines a leader. How will you respond? On the latest episode, I am joined by 2 incredible CMOs who have a ton of great tips for how you can better lead your marketing teams through this unprecedented time.  And those battle-hardened guests are Meagen Eisenberg of TripActions and Ryan Bonnici of G2.  --------------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 22, 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. In this episode, we'll share some of our best tips on how to schedule your day to be not only successful, but exceptional. --------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 22, 2020
What if one day your newly appointed CEO announced to Wall Street that your company was going to become account based? You’d probably set up some teams and start some pilot programs to figure it out. But then, what if you learned that, you’re not just going to be focusing on a couple hundred accounts anymore — you’re going to be focusing on 8,000 accounts? How do you even begin to form a program that can be scaled quickly and successfully? That’s exactly what happened to Shellie Smith, Americas lead for account based marketing at Autodesk. In a recent #TakeoverTuesday episode of the #FlipMyFunnel podcast, I (Steve Watt) interviewed Shellie to find out how she and her team accomplished this daunting feat so well. ------------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 21, 2020
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! ----------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 19, 2020
Science and marketing come together, as Conversion Optimization “Evangelist,” Brian Massey joins our special guest host, Casey Cheshire to preach all things conversion!  Brian and his team at Conversion Sciences are churning out some impressive conversion testing techniques! So what’s their formula? Well, it could be:  - 1 part respect for the data - 2 dashes of taking the time to focus on getting creative - It’s 1 overflowing cup of tapping into the creative and fearless child we all once were. - Sprinkle in some hardcore experience in the marketing trenches And voila! Conversions, optimized! Don your lab coat and join Brian and Casey as they dissect conversions! Have a question? Join the discussion on Instagram! This special takeover episode of Flip My Funnel  was hosted by Casey Chesire -Marine, Author, Adventurer, Founder of Cheshire Impact and Host of The Hard Corps Marketing Show. -------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 18, 2020
As the workplace apocalypse rages on under COVID-19, so many of us are adjusting to the nuances of working from home.  But in between dogs barking on Zoom calls, kids running laps around the house to burn off energy usually reserved for school and the ongoing debate around whether pants are still required, you’d be forgiven for forgetting another huge consideration... Culture. How do we maintain a thriving culture in the era of social distancing? Well, my guest today, Bryan Miles, Chairman and Co-Founder of BELAY, a fully distributed company, has been doing just that for the past decade. And he’s been doing so well BELAY has consistently won accolades for having the best company culture.  ---- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 18, 2020
Today's episode is a throwback to when we were able to celebrate 100 episodes of the FlipMyFunnel Podcast. Now we're well over 600 episodes, and we're not stopping anytime soon! Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE!   Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 14, 2020
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 --------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni,  Seth Godin, Whitney Johnson, Kim Scott LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 14, 2020
You've got a marketing strategy, a content strategy, a social strategy, an ABM strategy. You may also have a crisis strategy, a sales strategy, a hiring and recruiting strategy .… You probably have an entire desk full of strategies.  But few businesses have a word-of-mouth strategy. Jay’s on a mission to change that.  He’s the author 6 best-selling books, including Talk Triggers (as well as the founder of 5 multi-million dollar businesses.) On this episode, Jay shares some of his best secrets about how businesses can operationalize a word-of-mouth strategy that will keep your customers talking. ---------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni,  Seth Godin, Whitney Johnson, Kim Scott LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 13, 2020
Our very special guest host Casey Chesire of The Hard Corps Marketing Show takes over the Flip My Funnel Podcast today!  Casey lives up to his reputation for fun conversations with the smartest, most badass marketers out there while interviewing author and industry expert, Adele Revella about her No BS approach to buyer personas. By throwing out many of things we thought we knew about how to develop a buyer persona, Adele shares her methods for getting the answers you actually need to market to your buyer effectively.  They explored: The 2 biggest myths about knowing your buyers Why it is not enough to simply have a picture and a name for a Buyer Persona How to interview your buyers effectively Why demographics are rarely as important as you think Adele Revella’s new book: Buyer Personas   If you have a question, join the discussion on Instagram. This special takeover episode of Flip My Funnel is hosted by Casey Chesire  Marine, Author, Adventurer, Founder of Cheshire Impact and Host of: Hard Corps Marketing. --------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni,  Seth Godin, Whitney Johnson, Kim Scott LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 11, 2020
Sure, the COVID-19 crisis is unprecedented in modern times. But we’ve had our fair share of crises.  The dot-com bubble, 9/11, the Great Recession — for many, these are recent memories. In every one, leaders found a way to do what they do best: lead.  And one thing they all say about weathering these storms: If you can survive, you can thrive. My guest today is Godard Abel, Co-Founder & CEO at G2 is one such leader. He got his start as an entrepreneur in the dot-com bubble and hung on until after 9/11. He came out of the 2008 recession stronger than ever before.  He thinks you can come out of the current crisis stronger, too.  And he came on today’s episode to share how.  ------------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni,  Seth Godin, Whitney Johnson, Kim Scott LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 8, 2020
Our days are made up of moments, but how many of us stop long enough to really see them?   We sat down with Uberflip Sales Development Rep Seyar Karimi to talk about what it means to chase moments and how that translates to both work and life.  Moments are meant to be chased, not amassed. Where will your next chasable moment lead? ----- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni,  Seth Godin, Whitney Johnson, Kim Scott LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 7, 2020
In this episode, I (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. ------------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni,  Seth Godin, Whitney Johnson, Kim Scott LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 7, 2020
In 2008, Dale Dupree found himself heading back home to help out at the family business. He never would have guessed that selling copiers would lay the foundation of his wildly successful career in B2B sales. Now, as the founder of The Sales Rebellion, Dale shares his and his father’s incredible story of triumph over tribulation and the importance of prioritizing relationships over transactions. ----- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni,  Seth Godin, Whitney Johnson, Kim Scott LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8
May 5, 2020
Sometimes in life, it’s the hard-to-measure things that make the biggest impact. Can you quantify your love for family and friends, your artistic sensibilities, your passions? And maybe you don’t need to. You just know they matter.  But when it comes to marketing, not measuring the hard-to-measure things can lead to some seriously unwise decisions. In this #TakeoverTuesday episode, guest host Steve Watt sits down with Chris Engman, CRO/CMO of Proof Analytics, to learn how marketing mix modeling can help you better understand these hard-to-measures and spend your marketing budget wisely. ------- 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.
May 4, 2020
These days, it’s no secret that most people hop around multiple jobs in their careers. Gone are the days of having any expectation to retire from the same company you started at.  So, going from intern to VP is almost unheard of in the modern working world.  But my guest today, Melinda Sung, spent about a decade doing exactly that.  After finishing the marketing classes for her major early and needing to fill up some class time, Melinda decided to take some finance classes, which led to an internship. And now she’s a VP. ------ 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.
May 2, 2020
Sam Melnick, VP of Marketing for Marketing Performance Management firm Allocadia, provides a framework for thinking about the best way to allocate budget for Account-Based 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.
May 1, 2020
Ready for an account-based strategy treat? This week Steve Watt continues as a guest host on this takeover 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!) -------- 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 30, 2020
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. ------------ 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 28, 2020
So, you’re an ABM marketer of a little fish in a sea of big fish. A lot of people think that marketing a small to medium-sized B2B company in a market dominated by giants is all about awareness. The problem is companies looking to hire a new player instead of an established one aren’t making that decision based on their awareness of your company. They are asking themselves questions like: “Do I have the confidence that this vendor has the capabilities of delivering what they say?”  “If something goes wrong, will they help me or abuse the situation?” “Are they trying to convince me to adopt something totally new or are they a better version of something I already believe in?” This is especially true for large deals. On this #TakeOverTuesday, guest host Steve Watt speaks with Chris Engman CRO, CMO and lead investor at Proof Analytics joins the show to talk about: 4 big failures in ABM 2 key ways to win Chris Engman is also an author of the amazing book Megadeals, a deep analysis of what goes into landing large, complex B2B deals. -------- 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 27, 2020
Ah, influencers. They seem so modern, right? As though spawned by LinkedIn and Instagram — or at least no further back than Myspace. But influencers must go as far back as communication — the first humans who mastered that probably earned a loyal following and thousands.  Maybe a bunch of supportive handprints under their cave-paintings.  It may have looked different, but I’ll bet they did it the exact same way the greatest influencers do it now — empathy, understanding and knowing when to shut up and listen.  These are the skills Bob Burg says any great influencer always needs. Bestselling co-author of the Go-Giver Book series, Bob came on the show to talk about the latest in the series, “The Go-Giver Influencer,” which looks at what makes the greatest influencers become so influential.  ----------- 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 24, 2020
Email marketing is a huge component of a campaign and when we let replies just drop, we lose the potential of future customers. When we focus on reply marketing, we can essentially help our sales team gain more valuable information on the customer making the customer journey more specific.  --------- 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 24, 2020
We have a surprise for you: Instead of our host, Sangram, interviewing someone, he was actually interviewed for a webinar called the 4 Steps to ABM Success. Sangram, and the webinar hosts, David Garrow and Justin Kitagawa, discussed the 4-step ABM process called TEAM. And we brought you all the highlights right here. The webinar was hosted by David Garrow, the Technology Content Strategist for HG DATA and Justin Kitagawa, Sr. Director of Product Marketing & Operations at HG DATA.  ------ 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 24, 2020
Question: If your company had 40 events per year instead of 1, would you improve as if you had 40 years worth of learning? This question has to do with the benefits of an iterative approach which is one of the pillars of agile marketing. There is a lot of confusion about what agile marketing is, and many dismiss it as just the latest buzzword.  But In this episode of #FlipMyFunnel, we’re joined by Jim Ewel, former Vice President of Marketing at Microsoft. Jim unpacks why iterative, goal-aligned experimentation is a superior strategy to large expensive campaigns. -------- 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 21, 2020
Are you one of those people who just has to have the latest smartphone, even if the one you own is working just fine?  Do you preorder it before you even read the specs only to find out 6 months later you didn’t use a single new feature?  It’s okay; no judgments here... With a smartphone, it’s probably not a big deal. But before you rush out to spend infinitely more on a shiny new tech stack for a transition into ABM, you probably should know what — and, more importantly, why — you’re buying. Don’t worry, our latest #TakeoverTuesday episode of #FlipMyFunnel is going to help you figure it all out.   Guest host Steve Watt speaks with David Chirakal, Senior Director, Marketing Technology & Operations at Quarry, about what you need to think about as you ready your tech stack for ABM success. ------- 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 20, 2020
At what point in life did you realize you really needed to start writing things down?  We all eventually need to keep track of things, otherwise, they slip through the cracks. Writing the little things down helps. What we schedule happens. So why don’t we do that with the big things, too? Our dreams, our goals — our vision.  Our guest today, Michael Hyatt, CEO of Michael Hyatt & Company and New York Times bestselling author of “The Vision-Driven Leader,” says we should.  His book covers all the ways we can shape ourselves into vision-driven leaders. And the first step to accomplishing that vision? Writing it down. In the present tense.
April 17, 2020
Vulnerability is not a weakness, as you may have been told. Vulnerability and self-awareness are actually keys to great leadership, especially in marketing, where a primary function is connection with people. Getting to the heart of the matter -- a path far too many shy away from. But Not Andrea Neiman. Andrea joined me on the #FlipMyFunnel podcast to tell about how vulnerability and self-awareness are powerful tools in marketing. Andrea is the Senior Manager of Marketing at NetLine Corporation, and has been a Product and/or Channel Marketing Manager at various companies, including Adobe, Logitech ,and others. She came on the show to help us humanize B2B. --------- 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 16, 2020
A few years ago now, we joined with Heinz Marketing to release our annual State of ABM Survey Report.  The report is based on a survey with 470 companies, and their best practices and biggest struggles with ABM, along with the results they’re seeing. A few years ago, our CMO, Derek Slayton, joined with Matt Heinz and hosted a free webinar on the most critical insights from that report. We brought you the entire webinar right here. (Oh, and for a free copy of the full 2018 State of ABM Report, click 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 16, 2020
According to my friend Allen Gannett, the CEO of TrackMaven, and one of the keynote speakers at the very first #FlipMyFunnel conference, anybody can be a genius.  Allen has written a book called The Creative Curve, in which he explores the myth that we are born creative, and how you too can be a creative genius. All it takes is a lot of hard work, a little luck, and what Allen calls “The 4 Laws of the Creative Curve.”  ------ 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 14, 2020
When you buy a new suit, do you throw out all your old suits?  Unless they’re all riddled with holes and covered in stains, why would you? They still work. And the same applies when adopting an ABM strategy: Your demand-gen still works, so why throw it out? On today’s #TakeoverTuesday episode, special host Steve Watt speaks with guest Bob Peterson, VP of ABM for SiriusDecisions, fresh off the stage at B2BMX where he spoke about the power of the demand spectrum. The idea behind the demand spectrum is to marry ABM strategies with your existing demand-gen strategies and striking a balance to get the best of both worlds. --------- 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 13, 2020
Are you struggling to manage your millennial talent?  Millennials are the largest section of the workforce now. Yet, somehow, a lot of leaders seem to think they’re unmanageable. But that’s a myth.  Millennials aren’t the problem. They expose the problem.  That’s the mantra of our guest today, Chris Tuff, author of “The Millennial Whisperer,” a practical guide for how to work with and motivate millennials.  His book is a great read. It’s packed with useful tips on working with millennials and also debunks many of the stigmas clinging to the world’s largest generational cohort. --------- 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 10, 2020
LinkedIn ads are incredibly effective, but they’re spendy, so it’s imperative that you get them right. How do you do that? AJ Wilcox has a strategy.  Bring your “AMO”: Audience, Message, Offer. -------- 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 10, 2020
Sales 3.0 has arrived and could be about to destroy your sales job. When account-based marketing and sales enablement platforms meet artificial intelligence, the salesperson needs to add more value than merely taking the customer’s order. Just as McDonald’s is striving to replace human cashiers with self-order kiosks, Sales 3.0 will eliminate any sales position that doesn’t help the end customer with their business. To prepare for this future, listen to today’s throwback episode of the Flip My Funnel podcast. We spoke with Barbara Weaver Smith, Founder and CEO The Whale Hunters. ------- 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 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
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