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May 17, 2019
355: Flashback - Moments matter. Experiences gather. Everything else scatters.
Moments matter, experience gathers, everything else scatters. This episode of the #FlipMyFunnel podcast, Sangram dives into how you can create meaningful moments for your B2B customers. He uses examples from hospitality to show how the B2C world often really gets it right, and we could all learn a thing or two from magical moments and experiences (like Magic Castle’s poolside popsicle delivery service!).
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7 min
May 16, 2019
354: How to Build a Strong ABM Program That Scales Successfully w/ Shellie Smith
In this #TakeoverTuesday episode of the #FlipMyFunnel podcast, I (Steve Watt) interviewed Shellie Smith, America's lead for account based marketing at Autodesk, to find out how she and her team were able to build and scale their AMB program, quickly and successfully.
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33 min
May 15, 2019
353: Flashback - Why Every Person Needs a Big Rock to Move
Awhile ago, we did an episode about forcing functions. The LinkedIn messages, emails, and comments just kept rolling in, so we had to revisit this topic. Co-hosted by both Sangram and James Carbary, this episode tackles “big rocks, rolling thunder, and small wins.” Sangram shares his secrets on what it takes to continually motivate your team with the right amount of challenge, tempered by celebrating milestones along the way. Sangram pulled out some lessons from NFL player Reggie Rivers as well and shared what he’s learned about comparing your business environment to an athletic event. Don’t miss this second take on forcing function, and how it creates the team mentality that delivers results. (If you missed the first episode on forcing functions you can find it here.) This was a power-packed episode, so let’s dive into Sangram’s three ways you as a leader can motivate yourself and your team.
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12 min
May 14, 2019
352: Get Your ABM Program Unstuck & Moving w/ Lisa Ames
“Where do we go from here?!” Maybe you’re still on the starting blocks. Maybe you’ve passed up ABM 101, and you need to level up. (Or maybe you don’t even know where you’re at on the ABM scale?) No matter where your ABM program is currently, you’ll want to to tune into this episode of the #FlipMyFunnel podcast. Here’s what we’re unpacking today: Lisa’s crawl, walk, run stages of ABM The simplest definition of ABM Pitfalls ABMers can avoid Starting an ABM program on a low or no budget
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28 min
May 13, 2019
351: How to 10X Yourself with Virtual Assistants w/ Bryan Miles
How do you become more than just yourself? How do you scale up your ambitions? How do you summit real mountains and giant business obstacles with equal ease? To get inspiration for such challenges, I spoke with Bryan Miles, CEO and Co-Founder of BELAY, which provides virtual assistants, bookkeepers, and web specialists, and that’s what we tackled on this episode of the #FlipMyFunnel podcast. Here’s what we’re unpacking today: Fun Fact What Is a Virtual Culture? How Did BELAY Start? How Did He Get the Idea of Doing It? What Makes a Great Virtual Assistant?
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31 min
May 10, 2019
350: Flashback - To Serve Your Customers Best, Serve Your Employees First
Happy employees will go the extra mile to serve their customers because they feel valued, respected, and cared for by their organization. One of the best ways to show both employees and customers that they’re valued is to listen to them. Each group has something to teach the other, and a company becomes stronger when they listen to the people they serve and share that information between themselves. Make regular opportunities to understand what your customers and employees want and need and communicate with both groups: Launch a “customer in the office program.” Tell customers’ stories as part of your weekly company update. Tell customers’ stories as part of your weekly company update. Have different members on the team share a customer win (not just sales). Create an “In the customer’s office” program, the reverse of the “Customer in the office” program.
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8 min
May 9, 2019
349: Good to Great - Taking ABM to the Next Level w/ Meredith Fuller
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
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35 min
May 8, 2019
348: Flashback - 6 Quotes From John Wooden That Will Change Your Life
He wasn’t good at coaching basketball. He was legendary. In 12 years, John Wooden won 10 D1 titles, 7 of which were back-to-back. (No other coach has won 5 in a row.) In 1973, his team became the only one to ever have back-to-back undefeated seasons. In total, he coached his team to over 600 victories, Oh, he also played himself. He became the first basketball player to be named All-American three times, winning him a spot in the Hall of Fame as a player, and as a coach (another first). There’s a reason they called him the “Wizard of Westwood.” On this episode of the #FlipMyFunnel podcast, Sangram breaks down his 6 favorite quotes from the legendary coach, and what we can all learn from his fascinating success and life.
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18 min
May 7, 2019
347: Sales Development - The Unsung Heroes of ABM w/ Sarah Tosh & Mavis Norwich
In another Takeover Tuesday episode of the Flip My Funnel podcast I (Justin Keller) had the opportunity to talk with two amazing Sales Development leaders, Sarah Tosh and Mavis Norwich. Sarah is Sigstr's Senior Director of Sales Development and Enablement. And Mavis is Senior Manager of Sales Development at Zipwhip. On this show we talked about why SDRs drive alignment between marketing and sales, how you can help younger SDRs step up to the plate, and what marketers can do to support their SDRs.
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15 min
May 6, 2019
346: Stop Leading With Your Product & Start Talking About the Problem w/ Keenan
Why do we buy a car? Because we have a transportation problem. Why do we take medicine? Because we have a pain problem. Why do we buy software? Because we have a technical problem. But far too often when we pitch a client, we lead with the product, not the problem … and that’s what we tackled on this episode of the #FlipMyFunnel podcast. Keenan joined us for an action-packed 20-minute episode all about his sales methodology called Gap Selling. He literally wrote the book on it, and it’s still a best-seller on Amazon, 3 months running.
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22 min
May 3, 2019
345: Flashback - Struggle Creates Change. Change Creates Growth.
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.
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6 min
May 2, 2019
344: What Makes a Good ABM Company Great w/ Matt Senatore & Steve Casey
In this episode, my guest host (Steve Watt) had the opportunity to interview two true leaders in the ABM space, Matt Senatore and Steve Casey. Matt is the Service Director for Account Based Marketing at SiriusDecisions and Steve is Principle Analyst of B2B Marketing at Forrester. These guys are experts on what it takes to go from good to great in the AMB space. We talked about setting a great foundation with your pilot program, 5 keys you need to scale, and how to avoid common pitfalls that get in the way of being great.
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39 min
May 1, 2019
343: Flashback - 5 Ways You Know You Are A One Night Stand Marketer
Are you a one-night-stand marketer? Are you constantly trying to close the deal after only the first encounter? Here’s how you know I’m describing you: You Focus on Leads, Not Engagements When you use number of leads as a metric of success, you miss the point. Instead of spending your time chasing leads, ask yourself, “Are the RIGHT people getting engaged?” You Value Conversions Over Conversations Marketers love getting alerts every time someone fills out a form. But what happens next? Take every conversion, and turn it into a conversation. Ask For Registrations Over Focusing on Pipeline Your pipeline is incredibly important, obviously. But few marketers are looking at the pipeline. If nobody from your marketing team is paying attention to your pipeline, you’re missing the point entirely. You Love Customers, But Hate Prospects who Ignore Your Ebook Imagine you’re the buyer. Your executive team isn’t downloading an ebook. You are. And who’s fielding all the emails and follow ups? You are. Not all content has to be gated. Ungated content brings brand and authority and trust building. You Send Emails to Everyone ALL THE TIMEEmail is easy to send, but they’re not the only way to engage. Get creative, and cut down on the emails. Want to learn more? Listen to this episode. 
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24 min
April 30, 2019
342: A Tale of Two ABM Programs w/ Jess Engel & Bre Gaul
As it turns out, the size of your ABM program doesn’t really matter. Whether you’re a team of two or 1,000, the tactics of successful ABM are mostly the same. In today’s #TakeoverTuesday episode of the FlipMyFunnel podcast, Justin Keller interviewed Jess Engel, Demand Gen Manager at Sigstr, and Bre Gaul, ABM Manager at Snowflake. Here’s what you can expect to learn about: Two award-winning ABM programs of very different sizes The most important data for an ABM program How to do sales/marketing alignment right How the two programs have scaled in 18 months Tweetable ABM wisdom
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24 min
April 29, 2019
341: Multiply Your Sales with the Go-Giver Mindset w/ Bob Burg
If you’re like most salespeople, you like to think of yourself as a Go-Getter. What if I told you, you’ve got it exactly the opposite?   You need to reverse the polarity of how you approach your entire sales process. How? By giving stuff away. I know this may sound insane, but I’ve just met the man who has totally convinced me. In a recent podcast, I spoke with Bob Burg, speaker, and author of the best-selling Go-Giver series of books. Burg believes that giving means constantly and consistently providing value to others. That's not only a pleasant way of conducting business, but it’s also the most financially profitable way of all. If you want the sale, place the customer's interest first because they're only buying for that reason.  
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24 min
April 26, 2019
340: Flashback - Passion Trumps Resume
Is it better to hire people who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition? Sangram knows the answer. “Passion trumps resume. Every day and twice on Sunday.” “Passion is something that can cut through fear and create love for who we are and what we do. It’s an important idea for anyone who’s in any kind of leadership role that requires cross-functional support or buy-in. It’s about making our customers heroes in their own organization.”    
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4 min
April 25, 2019
339: An Inside Look at Oracle’s Account-Based Strategy w/ Steve Watt and Kelvin Gee
Ready for an account-based strategy treat? This week I'm so excited to have another #TakeoverTuesday guest but on Thursdays for the next few weeks with Steve Watt.  In this episode, he interviewed Kelvin Gee, Sr. Director of Modern Marketing Business Transformation. With a title like that, you know this interview is going to be packed with insights into revolutionary account-based strategy and tactics. Kelvin talks about accentuating your strengths, and hiding your weaknesses with your account-based strategy. (And, we even got him to share some of his tech stack secrets with us!)
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41 min
April 24, 2019
338: Flashback - The Last Career Guide You'll Ever Need
What if the best career advice you could get came from a comic book? If you haven’t read Daniel Pink’s The Adventures of Johnny Bunko: The Last Career Guide You'll Ever Need, go pick it up right now, and instill these lessons into your life. There is no plan Focus on being the best at what you’re doing today. Think strengths not weakness Instead of focusing on what you’re not good at, focus on the things that you excel at doing. It's not about you It’s not about you, it’s about your customer. Persistence trumps talent If you give up at the first roadblock, you won't’ make it. Make excellent mistakes If you can’t be brave enough to make mistakes, you’ll never get where you want to go. Leave an imprint Change someone’s life by helping them learn. What are you doing to make yourself the best that you can be?
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15 min
April 23, 2019
337: Breaking Through the Digital Noise to Create Magic w/ Justin Keller and Sruthi Kumar
Every month we’re pelted with 600,000 brand impressions. Does that make you feel exhausted? Me too. Sruthi Kumar works for Sendoso is the world’s first ever sending platform. Want to send a Brave’s jersey to a prospect who’s a big fan? They’ll help you do it. And they’ve had success helping SDRs and others break through the noise by creating real connections. Sruthi shared some great thoughts about how to break through the digital noise as a marketer. This is a #TakeoverTuesday episode, where we invite a guest host to come on the podcast and host. This week we had Justin Keller, the VP of Marketing at Sigstr.
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16 min
April 22, 2019
336: How Do You Become a Sensational Leader w/ Duane Cummings
In a recent podcast I spoke with Duane Cummings, speaker, author, former CEO of Leadercast. and host of the Leadercast podcast. Here are just a few highlights of our discussion: Leaders make other people leaders. Communication is vitally important. Leadership is about serving. Use “wow!” instead of “how?” whenever you hear an idea. "What an opportunity" is another way to get people to think not solely about problems, but ways to solve them. Everybody wants to be valued. Create an environment that brings everybody together, no matter what level they are. Leaders are inclusive, they bring people into the fold to solve a problem. Leaders are empathetic. You cannot be a sensational leader unless you are amazingly self-aware.
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20 min
April 19, 2019
335: Flashback - Joy Is Forever; Happiness Is Temporary
  Most of us chase temporary happiness, when we should be chasing everlasting joy. What does that really mean? Sangram unpacks the entire concept on this #OneBigIdea episode of the #FlipMyFunnel podcast. Using examples from everyday life, like an individual’s career, school, relationships, and yes, even pets, Sangram shows how we can shift our focus from temporary happiness to a feeling that can’t be taken away.
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5 min
April 18, 2019
334: How to Practice ABM Using the TEAM Framework
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 Guerra 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 Guerra, the Technology Content Strategist for HG DATA and Justin Kitagawa, Sr. Director of Product Marketing & Operations at HG DATA.  
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62 min
April 17, 2019
333: Flashback - Using the 7x7 Framework for Communicating Change
Have you ever been super excited about change at work? Have you ever been confused, or frustrated, as to why not everyone is on the same page as you? Transition can be overwhelming. Simply announcing the launch of a new platform or core value isn’t going to cut it. That seems like common sense right? Right. But in practice, it’s not uncommon to want to move at a faster pace. Some people can feel ready from the get go. Others need to take time to process and understand what is expected before they are fully on board. What’s the best way to effectively communicate change so your team isn’t left frustrated and frantically trying to keep up? Glad you asked. Enter the 7x7 Framework.
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17 min
April 16, 2019
332: ABM for Humans: Relationship-Based Marketing w/ Justin Keller
Marketing departments think in terms of accounts, not the humans in the target department of the target company. We need to start thinking about relationship-based marketing. That’s why for the next three Tuesdays of the Flip My Funnel podcast, Justin Keller, Vice President of Marketing at Sigstr. is taking over to talk about ABM for Humans.
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17 min
April 15, 2019
331: Running an Agency With Your Wife and Crushing It w/ Mike and Nikole Rose
Most people don't have their profit and loss statements sitting around the office blown up to a 4x6 foot size. But Nikole and Mike Rose do. The founders of Mojo Media Labs, Nikole and Mike are committed to a culture of trust and transparency. And they’re crushing it. On today’s episode of the Flip My Funnel podcast, Nikole and Mike talked about how they created a culture of open-book management in their business.
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22 min
April 12, 2019
330: Flashback - How Consistency Creates Massive Outcomes
When you exercise or start learning a new skill or a new language, there’s one major element that determines the outcome of that endeavor: Consistency. If you only work toward your goal once or twice a year, or every now and then, the action is random and it’s unlikely anything will come of it. It becomes a hobby you don’t really care about, rather than a goal you want to achieve. But if you work on it daily, weekly, or monthly, on whatever consistent schedule works for you, then you can create a massive impact. In this episode, we take a quick, concise look at how consistency creates massive outcomes.
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5 min
April 11, 2019
329: Insights From the 2018 State of ABM Survey w/ Derek and Matt Heinz
A few months ago, 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 months 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.)
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50 min
April 10, 2019
328: Flashback - Are You a Manager or a Leader? 5 Areas to Examine
Are you a manager or a leader? You don’t have to be one or the other. Neither is better. Leadership needs no title. But to be effective, you need to know where you are on the spectrum. These five assessments can help you figure out where you land. 1) Focus A manager’s job is to focus on the “now” and be obsessed with short-term plans. Leaders think long term—and they usually focus on only 3-5 priorities at a time. 2) Creativity Creativity isn’t about being a great graphic designer. For managers, creativity is overseeing what’s already in place. For leaders it’s going beyond what everyone else is thinking. Leaders create incredible partnerships that aren’t even on the radar of a manager. 3) Skillset Managers need to make sure they’re extremely effective with details. Leaders need to take a step back and look at the big picture. That means you’re no longer the smartest person in the room for solving specific problems. 4) Personal Qualities What gets you excited about every day? If it’s making sure things are running smoothly, you’re in a perfect management role. Leaders typically aren’t the happiest people around, because they live for the future. 5) Knowledge Managers know everything about something. Leaders know something about everything. What about you? Are you a leader or a manager? One-line description: Are you a manager or a leader? These five assessments will tell you.
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14 min
April 9, 2019
327: How to Build the World’s Best Team w/ Jeff Perkins
Retention and talent acquisition take up a lot of bandwidth in conversations today. So Sangram sat down with a real pro, Jeff Perkins, to ask him how he constantly adds to his rockstar marketing team. Jeff is the CMO at ParkMobile in Atlanta. Before that, he was CMO at QASymphony, VP of Marketing & Inbound Sales at PGi, a director at AutoTrader.com, … and the list goes on. He’s hired a lot of people, he always seems to be in the know about who to hire. (Sangram even gets consistent emails from him about recruitment.) So, how does he constantly have such a solid talent pool, even in today’s market? Let’s find out.
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28 min
April 8, 2019
326: Sales 3.0 - How to Survive and Thrive in the New Landscape w/ Barbara Weaver Smith
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 episode of the Flip My Funnel podcast. We spoke with Barbara Weaver Smith, Founder and CEO The Whale Hunters.
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18 min
April 5, 2019
325: What Oprah’s Wisdom Has Taught Me
Are you ready to live the life of your dreams? You have to be ready to make a hard choice and gamble on the unknown. That’s my life lesson from today’s Big Idea. It is a quote from Oprah: “you can have everything in life but not all at once." You need to see where this quote has taken me as it weaves in and out of the choices I’ve made in my life. On paper, two of these choices were dumb, idiotic and very risky. Did they pay off? Listen to the podcast and decide if this approach will work for you too. Try it and let me know your results.
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9 min
April 4, 2019
324: How Do You Earn the Right to Do Business with Your Prospects? w/ Michael McCunney
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, we can’t help you. Also join us for Michael’s challenge, on Twitter @Sangram with the hashtag #DistillMarketing and give us your distilled value proposition in less than 100 characters. To learn more about it, listen to this episode. 
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19 min
April 3, 2019
323: Cultural Mastery: How to Lead and Sell in the 21st Century w/ Ricardo Gonzalez
You need to communicate and motivate your colleagues and customers. Culture is the invisible water in which we swim, but if you’re not aware of its currents, you can drown. Cultural mastery is a 21st-century skill that leaders and salespeople need to thrive. To discover the six steps to cultural mastery, listen to today’s episode of the Flip My Funnel podcast. We spoke with Ricardo Gonzalez, CEO of Bilingual America and author of The 6 Stages of Cultural Mastery.  
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24 min
April 2, 2019
322: Why Quora’s High-Intent Audience Is Gold w/ JD Prater
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
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20 min
April 1, 2019
321: What You Can Learn from Non-Profits w/ Trent Ricker
For today’s episode of the Flip My Funnel podcast, we spoke with Trent Ricker, CEO and President of Pursuant Group. Trent and I talked about how to Flip the Funnel on nonprofit fundraising. While nonprofits have passion, they often lack expertise in modern best practices such as data-driven strategies, integrated fundraising, donor analytics, insights, and experience. Your experience creating and tracking buyer personas through your sales funnel could help a nonprofit get more small donations from individual donors (B2C) or big donations from large entities (B2B). Here’s what we’re unpacking today: Fun Fact: Fairways to Heaven Storytelling Lessons from Pixar What Pursuant Does The Two Types of Nonprofits Flipping the Funnel on Nonprofits Sangram’s Summary Trent’s Challenge
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31 min
March 29, 2019
320: Stand for Something. (Or Stand for Nothing)
Not everyone agrees with Guy Kawasaki. But no one ignores him. He uses his social influence to speak out about politics. Many told him to stay out of those issues — that he would lose followers. Indeed, when he began to use his social influence to get involved with the political process, many began to feel strongly about his inclinations. But actually gained followers by taking a firm stance. On this week’s #One Big Idea episode, Sangram dives into why every person should stand for something.
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7 min
March 28, 2019
319: How Phononic Used Terminus To Reap Huge ABM Success
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
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34 min
March 27, 2019
318: Flashback - How to Deliver a TED Talk (or Any Important Talk) w/ James Carbary & Sangram
Delivering a talk is a critical skill whether you are speaking to an intimate gathering in the boardroom or a crowd of thousands for a keynote. The advent of TED Talks has helped shape the public's expectations for what a meaningful address actually sounds like. Many business professionals, however, struggle with this new style of public speaking. On the #FlipMyFunnel podcast, Sangram Vajre and James Carbary discuss the book How to Deliver a TED Talk: Secrets of the World's Most Inspiring Presentations by Jeremy Donovan. They consider Donovan's five major major components to delivering a top-shelf speech: how to open, how not to open, the use of the pause and "you," making someone else the hero, and how to close.
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23 min
March 26, 2019
317: What Makes A Great Evangelist w/ Ethan Beute & Sangram
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 guests 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.
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20 min
March 25, 2019
316: Is Seth Godin’s 5 Step Marketing Framework Right For You w/ Seth Godin
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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20 min
March 22, 2019
315: Rewriting History By Reframing The Problem
It’s another episode of Sangram’s Big Idea Friday. In this episode of the Flip My Funnel podcast Sangram talks about how to rewrite history. You can rewrite history if you can reframe the problem. We’re all really good at excuses. We constantly come up with lies that we tell ourselves for why we can't do something. But there's an alternative: reframe the problem.
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7 min
March 21, 2019
314: Flashback - Creating Meaningful Marketing in the B2B World w/ Soon Yu
“It’s isn’t always the biggest, baddest, or fastest mouse trap that gets the mice. It’s the one with the stinkiest cheese.” And this translates directly to marketing. So says Soon Yu, author of the new book, 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.
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25 min
March 20, 2019
313: Flashback - To Sell is Human
If we are human, why is it so hard to act like one? What does being human in the corporate world look like? In Daniel Pink’s book, To Sell is Human, Pink really tried to figure out what it means to be human. It’s a really good book to read if you think that selling is only the job of a salesperson. Using loads of data and multiple studies, he argues that 99% of us are selling something every day. This something could be a product, a service, an idea, or a plan to get your spouse to take you on vacation. If you haven’t read it yet, it’s a must.
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18 min
March 19, 2019
312: When Do you Need a Chief Evangelist w/ Dan Steinman
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.
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25 min
March 18, 2019
311: How to Operationalize a Word-of-Mouth Strategy w/ Jay Baer
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.
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24 min
March 15, 2019
310: Do You Have an Outcome Versus Activity Based Mindset?
My goal outcomes determine my daily tasks. Not my inbox. Who's determining your goals? Is it you? Or is it your inbox? That’s what we talked about on today’s Big Idea Friday episode of the #FlipMyFunnel podcast. The secret is having an outcome based mindset. So, what's important to you? Whatever is important to you should be your outcome. Thinking this way forces us to do less, and to focus on just a few things that will help us reach the outcomes we are striving for. Here's a challenge: come up with the top three goals you want to accomplish that will make you proud of whatever you're doing professionally and personally. Then let those goals determine the tasks that take top priority in your day. Check out the link below for the full episode.
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9 min
March 14, 2019
309: Flashback -Engagement: Marketing 2.0 w/ Jill Rowley
Marketing in today’s world is all about engaging with a potential buyer. Or at least it should be. But too often, a seller simply automates the process. There’s no trust, no knowledge and no value to the buyer. How many times have we all received an unsolicited email from someone who clearly sent out that same email to a thousand other buyers?  How did you feel? Probably the same way our latest guest, Jill Rowley, former Chief Growth Officer for Marketo feels about those emails. Jill came on our show to tell us about engagement -- a whole new marketing philosophy.
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31 min
March 13, 2019
308: Flashback - 3 Lessons From Peter Drucker’s “The Effective Executive”
Effective enterprise leaders ask themselves two questions: What needs to be done? What is right for the company? Peter Drucker gives both of these points away in the first page of his book “The Effective Executive.” These may seem simple. They are. And they have amazing returns. Not only does Peter give these away, he gives us a specific plan of attack. On this episode, you’ll get an inside peak from the minds of one of the executive greats. We tell you his plan on how to ask the right questions, communicate effectively with your team, and maximize your productivity.
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21 min
March 12, 2019
307: Evangelism - The Purest Form of Sales w/ Guy Kawasaki
Welcome to another episode of the #FlipMyFunnel podcast. Today, we sat down with Guy Kawasaki, one of the original Chief Evangelists and arguably one of the most notable ones, as well. Guy was Chief Evangelist at Apple, and is currently a chief evangelist for Canva and a Brand Ambassador for Mercedes-Benz. Obviously, he’s an expert on evangelism. On today’s episode, Guy talked with us about what it means to be a great evangelist. One of our biggest takeaways was that evangelizing doesn’t mean bludgeoning people into buying your product. Instead, 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.
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22 min
March 11, 2019
306: How to Understand Branding w/ David Brier
Welcome to another episode of the #FlipMyFunnel podcast. Today, we sit down with author and speaker David Brier. David is an expert on branding, and he wrote a best-selling book entitled Brand Intervention, which talks about 33 steps to transform the brand you have into the brand you need. As marketers, we all have these thoughts around branding, such as “Why is this brand trying that method? Is it working?” Or, “Why exactly is that brand better?” But most of us don't take the time to really understand it. David takes the time. Besides branding, we’re also going to jump into Alexa, because David’s one of the very few people who’s been putting a lot of content on Alexa. Gain access to David's FREE eBook “The Lucky Brand” endorsed by INC magazine here.     
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33 min
March 8, 2019
305: Relationships Don’t Scale - But Build Them Anyway
Relationships don’t scale. But doing unscalable things can build relationships.As a leader, as a marketer, as a salesperson - what are the things you can do to build relationships? That’s what I talked about in the latest Big Idea episode for the #FlipMyFunnel podcast. You can scale businesses but you can’t scale people. You need to think of unscalable things to do to build your relationships. So, think of what you can do for your direct reports that will make them remember that you care, even when you are not there every day with them in the trenches.Think of how to make your customers and future customers special and unique. Scale your business, not your people.
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7 min
March 7, 2019
304: How ABM Breaks Through Noise to Create Awareness w/ Jeremy Middleton
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.  
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40 min
March 6, 2019
303: How & Why to Create Unforgettable Moments for Your Employees w/ James Carbary
It’s not often that you hear a concept that totally blows you away. I was recently speaking with my co-host and podcast producer, James Carbary, Founder of Sweet Fish Media, and he told me about how he’s building an “unscalable culture.” "I think so many leaders think about culture in terms of what they can do for everyone in their organization,” says James. “We think about having a stocked fridge, company picnics, a pool table in the center of the room, things that everyone in the organization can benefit from. I'm not vilifying that at all, but I think that it would be much more powerful if we as leaders started to create unforgettable experiences for individuals on our teams.”
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18 min
March 5, 2019
302: How to Do Tech Evangelism The Right Way w/ Dave Isbitski
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
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31 min
March 4, 2019
301: Building a Culture That Can Take You Public w/ Godard Abel
A lot of entrepreneurs dream of ringing the bell. You’ve poured your blood, sweat, and tears into your venture. Finally, it’s going public. But to get to that point, you’ve got to overcome a lot of challenges. In today’s marketplace, you can spin up a new business in minutes. Gone are the days that required raising millions just to get your app up and running. The challenge is no longer about getting started. It’s about breaking through the noise. And one of the keys to doing that is building a fantastic culture. That’s what Godard Abel came on the latest #FlipMyFunnel podcast to talk about. Godard is currently Co-Founder and CEO at G2 Crowd, a leading B2B review platform. We talked about leveraging your brand to scale, connecting your employees to your mission, and defining your culture in a way that’s memorable, repeatable, and portable. Check it out.
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34 min
March 1, 2019
300: Sangram Answering Audience Questions
In my 300th episode of the Flip My Funnel podcast, I’m answering questions. Here’s a sample: Steven Loudermilk wants to start a podcast on real estate and asks how to do it. Mike asks, “How effective has your podcast been as a channel for your content marketing plan?” Salvador Stabler asks, “What is a technology evangelist? How do you become one, measure it, and know you're on the right track?” To find my answers to these and other questions, listen to this episode.
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9 min
February 28, 2019
299: Flashback - How to Never Lose a Customer EVER Again w/ Joey Coleman
In our pursuit of conversion rates, we’ve often missed customer retention. Our thrill of the chase has left many of our prospects dissatisfied with their level of service once they become buyers. It’s an unnecessary evil, says Joey Coleman. He came on our #FlipMyFunnel Podcast to share some mind-blowing thoughts on customer service and how to never lose another customer. You’ll love this guy. He’s the Chief Experience Composer (real title) at Design Symphony, which is a customer experience branding firm. He wrote a book called Never Lose a Customer Again, he speaks around the world, loves the mountains, oh, and here’s something fascinating: He sang in front of the pope.   Trust us, this will be an experience.
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29 min
February 27, 2019
298: Flashback - The 22 Immutable Laws of Marketing
Despite being a mere two hour read, The 22 Immutable Laws of Marketing provides immense clarity. Detailed amongst the 22 immutable laws, reside lifelong lessons that are extremely relevant to people in Marketing and Sales; as well as if you’re someone who's building a leadership team, a company and you’re grappling with associated challenges. While most people and organizations are focused on pursuing the trends and changes occurring throughout the world’s markets, this book instead makes a brilliant case as to why we should stay grounded in what’s not changing. In other words, the 22 immutable laws. In this interview, Sangram chooses to focus on his three favorite laws of the 22. One of the biggest realizations one could make through the explanation of the laws of leadership, category and focus is that Marketing is a battle of perceptions. When it comes down to it, in order to gain a competitive advantage in order to win the hearts and minds of your target market, the first step is to change the way you think about Marketing … you need to change your perceptions. Then after applying the “22 Immutable Laws”, the rest will fall into place.
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17 min
February 26, 2019
297: How to Make a Difference at Work and In Your Career
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, a Work Management 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.
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41 min
February 25, 2019
296: Pivoting from a Startup Leader to a Scale-up Leader w/Brian Halligan
A scaling up company leader needs to shed his startup skin and re-emerge as a whole new animal. (S)he needs to: Let the experts you hired make their best decisions Make your major changes in the startup phase Regardless of industry, tech’s holy grail has an enterprise back-end, and consumer-friendly front end The leader sets the tone and makes the big picture decisions Make your product easy to buy and use - no exceptions Make a plan, prioritize, and stick with it
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25 min
February 22, 2019
295: How Commitment Creates Movement
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.
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5 min
February 21, 2019
294: Flashback - How to Measure ABM Success w/ Masha Finkelstein
What if you modeled the way you made friends after account-based marketing? Crazy, right? Maybe not. I recently chatted with Masha Finkelstein and asked her this very question. Her answer was incredibly insightful. Say you just moved to a new town, you don’t know anybody, and are looking to make friends.  You never know if you’re going to be close friends with somebody, so you take the ABM approach. First, you figure out your ideal friend profile. You identify a set of interests, hobbies, or traits that you desire in a friend. Second, you look through your “network” of acquaintances to see which of the people in that group have those traits that you’re looking for. Third, you talk to them. You talk to their friends. You show them that you have those same traits. Instead of talking to 100 people, you zero in on the people who match the traits you desire in a friend. Lastly, you see which of those people have the intent of making new friends, and begin to explore things beyond your initial shared interests. The big question in ABM, as well as life, is really quite simple: Are you creating deeper relationships with the right people? Listen to my conversation with Masha by clicking the link in the first comment.
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20 min
February 20, 2019
293: How to Make Your Customers Feel at Home
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.   This week, 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.
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12 min
February 19, 2019
292: How to Bring About Change and Get Everyone on Board
How can a leader bring about change in their organization and get everyone on board? It's Take Over Tuesday and today my host David Lewis is speaking with Ruth Rowan who handles the Group Executive Marketing at Dimension Data.  Learn how to paint the picture of the future and get your team to understand why change is important, why taking time to explain and creating a journey for your team to join you on is important, how simplifying can create more purpose and more by listening to this episode. 
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36 min
February 18, 2019
291: What is Branding and How Iconic Brands Do It w/Hayley Berlent
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.
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25 min
February 15, 2019
290: Why Being Respected is More Important Than Being Liked
When it comes down to it, being respected is more important than being liked. Being respected is a long term play for somebody’s betterment. Being liked is a short term play of avoiding the difficult situations. It may not be what you want to hear, but the most important lessons in life most often come from those that everybody respects, but not everybody seems to like. Steve Jobs. Elon Musk. Jeff Bezos. Pleasing others is easy, but respect is difficult. What kind of leader do you want to be? One that is respected? Or one that is liked?
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6 min
February 14, 2019
289: How This Terminus User is Adopting ABM to Drive Growth
Why do I want to brag about Pramata who’s web traffic has gone down? To be clear, it’s gone down directly because of using Terminus. 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.
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29 min
February 13, 2019
288: The 3 Things Marc Benioff Focused On to Get Results
Everybody knows you can’t be good at everything. You especially can’t be good at everything all at the same time. So, what do you do? Focus on the 20 percent. What 20 percent? Not just any 20 percent. Focus on the 20 percent that makes 80 percent of the difference. This is known as the 80/20 rule. You might have heard about it before. Marc Benioff is a big believer in the 80/20 rule. So, this week, James and Sangram completed another #FlipMyFunnel episode in our series discussing Marc Benioff’s Behind the Cloud book. This book is great for anyone who’s trying to lead, make a change, or challenge the status quo. In this episode, we talked about the 3 things Marc focused on to get incredible results at Salesforce. The 20 percent he focused on to make 80 percent of the difference. What are those three things? We’re glad you asked.
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15 min
February 12, 2019
287: Creating a Frictionless Customer Experience w/ Gene Foca
Today's host is David Lewis, Founder of DemandGen.  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.
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34 min
February 11, 2019
286: How to Lead When You Are Not in Charge w/ Clay Scroggins
Some kids want to be firemen when they grow up. Others want to be doctors or engineers or fitness gurus. Clay Scroggins wanted to be a leader. And he’s been a leader throughout his career. But when you go to his LinkedIn page, you won’t see the titles you typically associate with leadership. That’s because this author, pastor, and speaker doesn’t believe you need to be a CEO, or even have any formal authority, to be a great leader. Clay was our most recent guest on the #FlipMyFunnel podcast. He shared with us principles you can implement to become a great leader, right where you’re at.
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18 min
February 8, 2019
285: Moments Matter, Experience Gathers, Everything Else Scatters
A little poetic spin on this week’s #BigIdeaFriday: Moments matter, experience gathers, everything else scatters. This episode of the #FlipMyFunnel podcast, Sangram dives into how you can create meaningful moments for your B2B customers. He uses examples from hospitality to show how the B2C world often really gets it right, and we could all learn a thing or two from magical moments and experiences (like Magic Castle’s poolside popsicle delivery service!).
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7 min
February 7, 2019
284: Flashback -Methods, Models, and Metrics of Account-Based Revenue w/ Trish Bertuzzi
The marketing game has changed again. And with that, the way we approach business accounts. No longer does it make sense to cast a wide net. Rather, we need to thoughtfully strategize on what accounts to direct our focus on. It’s time to bring together sales and marketing and align our tactics to personalize the experience for our customers. What exactly are we talking about?   This is account-based marketing. And if done right, it can be highly successful. At a #FlipMyFunnel event Trish Bertuzzi, President and Chief Strategist with Bridge Group, Inc. discussed her experience and framework for Account-Based Marketing (ABM). She highlighted the four crucial things she’s learned along the way.
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24 min
February 6, 2019
283: How Salesforce Succeeded Turning Tactics Into Strategy
#FlipMyFunnel host Sangram Vajre and Sweet Fish Media Founder James Carbary discuss the insights from Marc Benioff’s book Behind The Cloud.   They focused on one crucial quotation: "One idea alone is a tactic, but if it is executed in a number of different ways, it becomes a great strategy." --Marc Benioff
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15 min
February 5, 2019
282: A Silicon Valley CMO Shares Her Six Secrets of Success w/ Jennifer Dimas
Being a successful CMO 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 with Jennifer Dimas.  
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39 min
February 4, 2019
281: Why Experimenting is the New Marketing w/ Jim Ewel
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.
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23 min
February 1, 2019
280: To Serve Your Customers Best, Serve Your Employees First
Happy employees will go the extra mile to serve their customers because they feel valued, respected, and cared for by their organization. One of the best ways to show both employees and customers that they’re valued is to listen to them. Each group has something to teach the other, and a company becomes stronger when they listen to the people they serve and share that information between themselves. Make regular opportunities to understand what your customers and employees want and need and communicate with both groups: Launch a “customer in the office program.”  Tell customers’ stories as part of your weekly company update. Have different members on the team share a customer win (not just sales). Create an “In the customer’s office” program, the reverse of the “Customer in the office” program.
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8 min
January 31, 2019
279: Never Stop Loving Your Customers, Even When They Leave w/ Jason Katz & Ryan Vitello
When a customer churns, this is a tremendous opportunity for you to: Get feedback on your company’s good, bad, and ugly Find out what the lost customer really needs Find out their timeline for achieving it Continuing to show them that you care about their business journey with advice, suggestions, contacts, etc., even though you’re no longer their vendor Keep the lines of communication open Work to become the vendor they do need Learn more from our guests Jason Katz and Ryan Vitello in this episode. 
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28 min
January 30, 2019
278: Customer Obsession: Making Patriots Fans Out of Your Customers
Patriot's fans. You either love 'em, hate 'em, or you're one of 'em. But no one can deny their team loyalty and passion for evangelizing. We all want our customers to be like Patriot fans. We want them to run and tell everyone that our company and product is amazing. That's what customer obsession is all about. But how do you create raving fans? What do you do if you realize your customers aren’t raging fans? In today's #FlipMyFunnel podcast we give you an inside look at the program our company has recently implemented to crank up our customer focus and turn our customers into raving fans.  
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14 min
January 29, 2019
277: Flashback - The Creative Curve w/ Allen Gannett
We're bringing it back to another one of our favorite episodes for Flashback Tuesday! What do The Beatles, Elon Musk, JK Rowling, & Steve Jobs have in common? Besides being trailblazers in their respective fields, there is a common thread tying them all together. One that can be summed up in 2 simple words: Creative Genius. Nobody is going to argue that what The Beatles did in their short career was anything short of groundbreaking and genius. Nobody can look at the success of the Harry Potter franchise and arrive at any other conclusion than that JK Rowling is filled with creative genius. But what if you’re not JK Rowling? Or John Lennon? Do you stand any chance at being a creative genius? At being an icon in your respective field? 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.”  
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25 min
January 28, 2019
276: Community Building, Instagram, and Failing Forward w/ Amanda Nelson
Ready for an amazing example of community marketing done right? On this episode of the #FlipMyFunnel podcast, we brought in an expert marketer to explain the ins and outs of community marketing. Amanda Nelson is the Director of Community Marketing at Salesforce. She recently released a set of GIFs that now have almost 8 million views. How did she do it? She took her philosophies of community marketing, listened to her customers, and jumped in on the conversation.
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14 min
January 25, 2019
275: Struggle Creates Change, Change Creates Growth
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.
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6 min
January 24, 2019
274: How to Scale up Your Account-Based Marketing w/ Daniel Day
Daniel G. Day, Director of Account-Based Marketing (ABM) and Market Planning at Snowflake Computing is an ABM rock star.  Snowflake Computing is a cloud-based data-warehousing startup. In this episode of the #FlipMyFunnel podcast, he touches on ABM best practices and how the new version of Terminus is a real game changer.
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32 min
January 23, 2019
273: Part 4 of the Bezos Letters: Why It’s Always Been Day 1 At Amazon
“Day 2 is … followed by death. That’s why It will always be day 1 at Amazon.” — Jeff Bezos Here it is: The final chapter of our 4-part series on Jeff Bezos’ letters to his shareholders. We saved the best for last. In this #FlipMyFunnel podcast, we unpack Bezos’ philosophy of day 1. There’s never been a day 2 at Amazon. Bezos has made sure of that. He knows that to be successful, you have to double down on customer delight and eliminate inefficient processes. There are 3 specific ways that Bezos ensures there will never ever be day 2 at Amazon, and Sangram and James unpacked them all right here.
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12 min
January 22, 2019
272: 4 Simple Tweaks That Will Radically Increase Your Daily Productivity w/ Bryan Wish
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 this #TakeoverTuesday episode of the #FlipMyFunnel podcast. On this episode, Bryan gives 4 super easy, super practical tips that can have dramatic impact on your day-to-day, and your workweek.
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16 min
January 21, 2019
271: How to Be Humble and Run Amazing Social Media Campaigns w/ Caitlin Angeloff
Most companies are using social media, but that doesn’t mean they are using it correctly. There’s no single secret formula to having successful social media campaigns, but there are some methods you can use to increase your likelihood of success. We spoke with Caitlin Angeloff in this episode of the #FlipMyFunnel podcast about modern companies embracing social media, a solid social media framework, and the types of social media that work best for B2B companies.
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41 min
January 18, 2019
270: Passion Trumps Resume
Is it better to hire or choose partners who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition? Sangram Vajre, chief evangelist and co-founder of Terminus, knows the answer. “Passion trumps resume. Every day and twice on Sunday.” “Passion is something that can cut through fear and create love for who we are and what we do. It’s an important idea for anyone who’s in any kind of leadership role that requires cross-functional support or buy-in. It’s about making our customers heros in their own organization.” Listen to the Passion Trumps Resume podcast and find out what else makes Vajre and Terminus so successful.  
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4 min
January 17, 2019
269: Flashback - How to Double Your Win Rate with ABM w/ Daniel Oxenburgh
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.”
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17 min
January 16, 2019
268: Jeff Bezos & His Philosophy on the Employee as an Owner
  Mission, People, & Culture: They form what Sangram calls the magic triangle. Every company has to address these 3 issues, and few address them quite like Amazon. Dive into our third installment of a 4-part series on Jeff Bezos’ shareholder letters. Co-hosts James Carbary and Sangram discuss how Jeff Bezos thinks and acts differently within Amazon. Sangram spent the holidays pouring over a mound of letters Jeff has sent to his shareholders every year, and this week Sangram continues to deliver insights he’s discovered from those letters. (You can find them all here.) If you missed part 1 or part 2, go check those out as well!
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14 min
January 15, 2019
267: How to Instantly Connect with Your Future Customers w/ Logan Lyles
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.
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22 min
January 14, 2019
266: What An NFL Pro Thinks About Leadership, Trust, and Small Wins w/ Reggie Rivers
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.
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21 min
January 11, 2019
265: Joy Is Forever; Happiness Is Temporary
  Most of us chase temporary happiness, when we should be chasing everlasting joy. What does that really mean? Sangram unpacks the entire concept on this #OneBigIdea episode of the #FlipMyFunnel podcast. Using examples from everyday life, like an individual’s career, school, relationships, and yes, even pets, Sangram shows how we can shift our focus from temporary happiness to a feeling that can’t be taken away.
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5 min
January 10, 2019
264: Flashback - 3 Things B2B Marketers Can Learn From The B2C Sphere w/ Bryan Brown
In this 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.
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15 min
January 9, 2019
263: Jeff Bezos’ Philosophies on Customer Obsession - Part 2
  Welcome to part 2 of our 4-part series on the philosophies of Jeff Bezos. These episodes are based on Jeff’s letters to his shareholders over the last 21 years (you can find all of the letters here.) This week, it’s all about Jeff’s customer obsession. In business, we constantly hear that we must be “customer-centric, customer-focused, customer-first …” the list goes on. But no one’s obsessed with their customers like Jeff Bezos is — he’s been talking about it since 1997, and not on a hip social media post. He wrote about it in his first letter to his shareholders, cementing the idea deep within the roots of Amazon’s conscience. (If you missed the first episode in this series, you can find it here.)
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12 min
January 8, 2019
262: 3 Specific Ways to Make Your Organization More Productive w/ Andrew Hurley
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. James and Andrew describe Sweet Fish before Andrew came along as a messy bedroom. Everything everywhere, nothing had a designated place. The business was experiencing rapid sales growth and it was like throwing more things into that messy bedroom. It seemed like at the time nothing was being done the same way twice. A lot of Andrews work at the beginning was figuring out where everything goes and what processes needed to be put in place. Andrew revolutionized the operations of Sweet Fish and James brought him on my podcast to share his top 3 tips for productivity.
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19 min
January 7, 2019
261: How to Build World Class Teams w/ Corinne Sklar - CMO Bluewolf, An IBM Company
Everybody company wants it, but not every company gets it. In fact, of the tens of thousands of companies out there, few ever quite get to say that they’ve truly got a world class team. Anybody can hire world class talent, but it takes a special organization to ensure all of that world class talent seamlessly and cohesively forms into a world class team. So what does it take? Humans are the users of all of the technology that your company puts out there. They’re the ones that are making emotional, and not always rational decisions around every part of a business. We forget about the human needs of our customers. It’s been said time and time again that people respond to people. People respond to emotion, which is why your marketing campaigns should be focused on the humanity of your customers. The heart of your customers.
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26 min
January 4, 2019
260: How Consistency Creates Massive Outcomes
When you exercise or start learning a new skill or a new language, there’s one major element that determines the outcome of that endeavor: Consistency. If you only work toward your goal once or twice a year, or every now and then, the action is random and it’s unlikely anything will come of it. It becomes a hobby you don’t really care about, rather than a goal you want to achieve. But if you work on it daily, weekly, or monthly, on whatever consistent schedule works for you, then you can create a massive impact. In this episode, we take a quick, concise look at how consistency creates massive outcomes.
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5 min
January 3, 2019
259: How Thomson Reuters Runs Their ABM Program at Scale With These 5 Strategies w/Jillian Gartner
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.
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24 min
January 2, 2019
258: Jeff Bezos & His Philosophy on Growth – Part 1
This is part one of a four-part series reviewing the Amazon shareholder letter written by Jeff Bezos in 1997 and his big idea around Day 1.   Take a look at all of his letters here: http://www.zachpfeffer.com/single-post/2017/10/21/Links-to-all-of-Jeff-Bezos-Letters-to-Shareholders-1997---2017   Amazon started in 1994 and by 1997, it went public with $147 Million in revenue growth and 1.5 Million customers. Today, Jeff Bezos is the richest man in the world having sold 100 million products in one Amazon PRIME day, 600,000+ employees, $177 Billion in revenue and recently, Amazon reached the $1 trillion market cap, the only other company that has done so besides Apple. When it came to growth, Bezos understood early on what mattered most.  Learn the top 2 things he mentioned in his first shareholder letter and hear Sangram discuss why thinking big and for the long game can help your business grow too.
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11 min
January 1, 2019
257: The 4-Part SEO Framework That Helped This Marketer Outrank Wikipedia w/ Gaetano DiNardi
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.
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33 min
December 31, 2018
256: Building a Moat, Finding Your Fit’s Source, and Playing the Long Game for Yourself w/ Rand Fishkin
Companies are hard to build and hard to sustain. They require protection from competition in the form of a moat. They require intelligence data on their ideal clients. It’s important to know who your ideal client is and what they like, but you also need to know where they go to consume it and how to engage with them there. In addition to that, founders face extreme pressure that comes from a number of sources most often generated by the ideas of the culture in which their company operates. These pressures can be very difficult emotionally for founders of companies constantly being compared with or comparing themselves to the fellow participants of their space. If anyone is able to relate with and speak to these challenges it’s Rand Fishkin. Rand is the founder of Moz, Inbound, and Sparktoro, and author of the book Lost and Founder, a painfully honest field guide to the startup world. He joined me on this episode of #FlipMyFunnel to unpack the practical needs of marketers as well as the emotional and mental needs of anyone in a leadership role of a company.
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22 min
December 21, 2018
255: Best of 2018 - 3 Things to Know About Pitching ABM to Your Board w/ Megan Lueders
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.
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23 min
December 20, 2018
254: Best of 2018 - Glass Balls vs Rubber Balls w/ Meg Zelman
Meg Zelman is one of our rockstars at Terminus. As a new mom, Meg has a lot on her plate. She likes to think of everything on her to-do list as either a glass ball or a rubber ball. Glass balls will break if they’re dropped. Rubber balls will bounce for a little while. At the end of the day, far more things are rubber balls than glass ones. Give yourself some grace once in a while.
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17 min
December 19, 2018
253: Best of 2018 - The Importance of Journaling
Sangram argues the benefit of journaling as a tool for self-reflection and the achievement of goals.
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10 min
December 18, 2018
252: All-Time Most Downloaded Episode on Customer Success vs. Customer Happiness w/ Lincoln Murphy
In this one, we're replaying our most downloaded podcast episode, an interview with Lincoln Murphy in which he discusses the difference between customer success and customer happiness.
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22 min
December 17, 2018
251: Flashback - ABM Success: Invoca's Journey from Implementation to Optimization w/ Julia Stead
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.
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36 min
December 14, 2018
250: The Top 3 Priorities of a CMO Who Just Happened to Raise $103M with $1.6B In Valuation w/ Jen Grant
Do you have a Department of Customer Love? Maybe that should be one of your marketing priorities heading into the new year. In this episode of the #FlipMyFunnel Podcast, we spoke to Jen Grant about the culture at Looker, her top priorities as the Chief Marketing Officer, and how Account Based Marketing is related to these priorities.
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30 min
December 13, 2018
249: Flashback - How to Get Started With ABM Content w/ Shauna Ward
A lot of people seem to think that Inbound and ABM have opposite strategies when it comes to content.  That’s not true! With ABM, it is a similar mindset, but a different approach. Shauna Ward is a Content Marketing Manager at Terminus, and she spends a lot of time thinking about how to use content in an increasingly ABM world. Here are three tips she has for getting started with ABM content! Set expectations for measurement and set new KPI’s.  Filling out lead forms may mean a lot in the inbound world, but engagement means more when you’re thinking along ABM lines. Get personalized with your content.  Show that you care about your targeted accounts. Know when to use gated vs. ungated content.  Balance giving away your content with keeping your targeted accounts engaged.
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12 min
December 12, 2018
248: A 5-Part Formula to Effective Communication
Here comes part 2 of the book review of “Communicating for a Change” by Andy Stanley and Lane Jones. Andy lays out a 5-part formula to communicate more effectively in his book, and Sangram breaks it all down here on this episode of the #FlipMyFunnel podcast. Sangram zeroes in on Andy’s proven technique of “Me, We, God (or Source), You, We.” After a quick recap of last week’s episode, we dive in and unpack each of these key steps. The formulas helps us all communicate a message more effectively to our entire organizations, so our listeners are not only carry the the message, but communicate it to others.
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16 min
December 11, 2018
247: Why Companies Like HubSpot Are Tripling Down on Podcasting w/ Sam Balter
Many companies are wondering about podcasting. Should they get in the game?  The truth is if you’re not active in podcasting, it's like not having a blog — potentially worse. So, why is podcasting the best content creation flywheel?  And why is a large content brand like HubSpot tripling down on the medium? There’s no one better to answer those questions than Sam Balter. Sam is the senior marketing manager of podcasts at HubSpot, a large, publicly traded content machine, and the host of the Weird Work podcast. His company recently tripled down on podcasting, producing not one, but three very different shows from the niche to the mass appeal. If you’ve flirted with the idea of podcasting or are curious about using it as a marketing, content creation, or networking tool, this episode is for you.
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23 min
December 10, 2018
246: 8 Video Tips for B2B Sales Pros w/ Jason Price
By now, you’ve probably heard you should be using videos somewhere in your B2B sales cycle. But … how do you do it? Where does video fit in the sales cycle? Should you always use video? Good news — we have answers from Jason Price, President and Co-Founder of Covideo, an email video platform for sales and marketing. He delivered a powerful message at a #FlipMyFunnel conference on using video for B2B sales. We caught it all right here on our #FlipMyFunnel podcast.
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11 min
December 6, 2018
244: Flashback - Think and Grow Rich Company Culture w/ Katie Burke
In order to cultivate exceptional company culture, you need to “Think and Grow Rich.” Sangram sits down with Katie Burke, Chief People Officer of Hubspot, to talk about the importance of company culture.
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14 min
December 5, 2018
243: Want to Be a Better Communicator? Do These 3 Things
In this one, Sangram does a book review of Communicating for a Changeby Andy Stanley and Lane Jones.
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14 min
December 4, 2018
242: How to Never Lose a Customer EVER Again w/ Joey Coleman
In our pursuit of conversion rates, we’ve often missed customer retention. Our thrill of the chase has left many of our prospects disasatisfited with their level of service once they become buyers. It’s an unnecessary evil, says Joey Coleman. He came on our #FlipMyFunnel Podcast to share some mind-blowing thoughts on customer service and how to never lose another customer. You’ll love this guy. He’s the Chief Experience Composer (real title) at Design Symphony, which is a customer experience branding firm. He wrote a book called Never Lose a Customer Again, he speaks around the world, loves the mountains, oh, and here’s something fascinating: He sang in front of the pope. Trust us, this will be an experience.
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29 min
December 3, 2018
241: Transforming ABM at Terminus w/ Todd McCormick
Though a leader in helping others implement Account Based Marketing (ABM), Terminus struggled to implement ABM principles itself until two years ago. Todd McCormick and Lucas Ulloque, Chief Revenue Officer and VP of Sales Development, joined #FlipMyFunnel to talk about Terminus' transformational journey to ABM.
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22 min
November 30, 2018
240: How Optymyze Defines TAM and Measures ABM w/ Renny and Sarah
The idea of ABM is really about alignment. It's about focusing. It's about concentrating on the group of accounts that are going to provide the highest value to your business. To flesh out the concept of ABM, we brought Renny Fidlon and Sarah McGlinchey from Optymyze to discuss the pillars of ABM success.
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31 min
November 29, 2018
239: How to Report on Rev Ops at the Board Level w/ Brad Smith
Revenue Ops has a tough job already. But reporting at the board level adds an extra layer of complexity. On this episode of the #FlipMyFunnel podcast, we discuss how to crush your next rev ops report with the board. We brought in Brad Smith, our very own Terminator (what we call our rock stars!). He’s the Director of Revenue Operations here at Terminus, and besides his daily duties, he’s tasked with reporting all of revenue operations every quarter to the board.  Whether you are a marketing leader, a sales leader, or in rev ops, check out these 7 tips on rev ops reporting at the board level.
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12 min
November 28, 2018
238: How to Conduct Effective 1 on 1’s with the CARE Format
The 1 on 1 meeting. A lot of us have them on a regular basis. They may be useful meetings to check in with managers or direct reports. They may be time to catch up on workloads, responsibilities, or even just a chance to connect. For as many of us that have meaningful 1 on 1 meetings though, an equal number of us are frustrated, indifferent, or even hesitant to establish any sort of regular, consistent, individual check in meetings with our managers or direct reports. But why? Why does the 1 on 1 meeting elicit such a strong response from so many of us?
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14 min
November 27, 2018
237: Why a 1.5x Pipeline Is Actually More Valuable than 5x Pipeline w/ Andy Paul
Like radical ideas? Here’s one: You don’t need a bigger pipeline. You just need to create more value for your current prospects. Radical, right? That’s just one of the many radical sales ideas from Andy Paul. On this episode of the #FlipMyFunnel podcast, Andy pulls from his experience spanning through four decades of sales. This guy’s a sales genius: He graduated from Stanford before he authored best-selling sales books, such as Amp Up Your Sales, and Zero-Time Selling. His newest project is The Sales House, which he calls the go-to educational storehouse for all things sales. (The best part is, some of his best stuff is free.) Let’s jump in.
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19 min
November 26, 2018
236: “Stop Giving So Many CTAs” & 2 Other B2B Hacks You Can’t Live Without w/ Randy Frisch, Katie Cantwell, and Tyler Lessard
We talk a lot about using marketing and sales tactics that re-humanize B2B and make it personal. This episode isn’t just a one scoop of B2B sales and marketing tactics. It’s the full ice cream sundae. Three phenomenal guest speakers gave a fast-fire panel from our #FlipMyFunnel Conference, and we have it all right here. They offered simple, down-to-Earth, best sales and marketing practices you can use today, at the office, right now. They each unpacked their version of re-humanizing B2B, talked about video, AI, and how to equip your entry-level employees. Don’t miss this buffet of thought leadership. Katie Cantwell — Director of Sales at Showpad. Previously, Director of Sales at Oracle, and Owner of Loyalty at Audi. Tyler Lessard — Fearless 50 Marketer and VP of Marketing at Vidyard. Randy Frisch — Co-founder, CMO, and president of Uberflip. The moderator for this panel was the rockstar Bob Perkins, founder and chairman of the AA-ISP (American Association of Inside Sales Professionals).
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20 min
November 22, 2018
234: Do your SDRs talk to your Customer Success team? w/ Ryan Vitello
Can you name the only two customer-facing roles in your business? Your sales development team and your customer success team. But how often do they intentionally work together to better serve your clientele? While both teams are constantly in communication with your customers, they’re rarely in communication with one another. This is something our team at Terminus noticed and wanted to change. Ryan Vitello is a sales development manager at Terminus who is constantly looking for new ways to bring the two customer-facing roles together. He’s seen the harmony and magic that can happen firsthand. Sales development reps are the first interaction your potential customers will have with your brand. While your customer success team are those who are maintaining, nurturing, and growing those relationships. Together, SD and CS have such a wealth of knowledge of what customers care about, what’s working for them, and what doesn’t work for them… imagine what could happen if they shared that?
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15 min
November 21, 2018
233: 6 John Wooden Quotes that will change your life
Who is John Wooden? John Robert Wooden (October 14, 1910 – June 4, 2010) was an American basketball player and head coach at the University of California at Los Angeles. Nicknamed the "Wizard of Westwood," he won ten NCAA national championships in a 12-year period as head coach at UCLA, including a record seven in a row. No other team has won more than four in a row in Division 1 college men's or women's basketball. Within this period, his teams won an NCAA men's basketball record 88 consecutive games. Wooden won the prestigious Henry Iba Award as national coach of the year a record seven times and won the AP award five times. He also won a Helms national championship (which was decided by a poll) at Purdue as a player 1931–1932 for a total of 11 national titles.
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18 min
November 20, 2018
232: 5 Skills Every ABMer Must Have w/ Brittney Overstreet
“Not all accounts are the same — often, they each need a personal, detailed approach.” It’s not every day you meet an account based marketer like Brittney Overstreet. She doesn’t compete with sales. Instead, she believes marketing’s role is to support sales while they pursue revenue growth. She gets it. She hopped on the #FlipMyFunnel podcast to share the 5 skills every ABMer must have. Brittney has an MBA from Howard Payne University, with a Bachelor’s in Digital & Photographic Imaging. She started out crushing creative production for The Greater New Braunfels Chamber of Commerce, before she took the leap into marketing in 2015. Currently, she leads ABM strategy at Signify Health as the Manager of Account Marketing. Don’t miss these 5 skills — plus, she shares her stellar techstack with us.
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15 min
November 19, 2018
231: 3 Ways to Challenge Your Marketing Team to Drive the Only Metric That Matters w/ Karen Steele
Everyone owns revenue. It’s not sales job, it’s our job. The silos of organizations have to be destroyed in order for us all to get back to the one thing that drives our business: revenue growth. Partnering with the entire organization to create #OneTeam driven toward one goal, regardless of your department, is every leader’s responsibility, says Karen Steele, CMO at LeanData. Karen’s seen it all in her incredibly B2B marketing career: she’s rallied marketing teams to drive company growth as a senior executive at Marketo, VMware, Informatica, and Xactly. Before these, she worked at Next. (Yeah, that Next, with that guy, Steve Jobs.) Karen delivered a powerful message at the #FlipMyFunnel conference, and we captured the entire thing on our #FlipMyFunnel podcast.
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15 min
November 16, 2018
230: Flashback - How to Build a Killer B2B Brand w/ Edward Ford
What do you think of when you think about brand marketing? Most people probably think about fluff. And this couldn’t more true than in the B2B and SaaS world. But according to Edward Ford, there are 3 drivers that are bringing brand to the forefront in the SaaS world. A shift from commodity to experiences A shift in power from those that own the supply to those that own the demand. A shift from building products to building brands Is your company focused on building a brand?
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15 min
November 15, 2018
229: From Peer to Coach- Being a Young Leader in a Rapidly Growing Company w/Christina Simms
Leadership is difficult. Young leadership is harder. When your peers on Friday become your direct reports on Monday, awkward is often the best-case scenario. Imposter syndrome and doubt often come with the title; this young leader fought back with radical candor, trust, and empathy. If you’ve ever found yourself in a peer-turned-leadership position, especially as a young person or first-time manager, you’ll want to hear from Christina Simms. She’s a Customer Service Manager here at Terminus, and she’s a rockstar with her team, many of whom she worked alongside as peers just days before her promotion. She came on our #FlipMyFunnel podcast and was radically candid about what she’s learned as a young leader in her role.
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17 min
November 14, 2018
228: Why Every Person Needs a Big Rock to Move w/ Sangram & James Carbary
A few weeks ago, we did an episode about forcing functions. The LinkedIn messages, emails, and comments just keep rolling in, so we had to revisit this topic. Co-hosted by both Sangram and James Carbary, this episode tackles “big rocks, rolling thunder, and small wins.” Sangram shares his secrets what it takes to continually motivate your team with the right amount of challenge, tempered by celebrating milestones along the way. Sangram pulled out some lessons from NFL player Reggie Rivers as well and shared what he’s learned about comparing your business environment to an athletic event. Don’t miss this second take on forcing function, and how it creates the team mentality that delivers results. (If you missed the first episode on forcing functions you can find it here.) This was a power-packed episode, so let’s dive into Sangram’s three ways you as a leader can motivate yourself and your team.
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12 min
November 13, 2018
227: How Your Business and Brand Become the Most Trusted Voice w/ Marcus Sheridan
Sales teams make more money than marketers for one crazy simple reason: They speak the same language as the business owners. Marketers are great at describing their value in marketing terms, such as positioning, value prop, and image. Meanwhile, the entire sales team shrugs their shoulders and says things like “driving revenue” and “ROI.” This sales language is the same bottom-line language of the CFO & CEO. Marcus thinks it’s time marketers made some communication changes, and started communicating effectively within our organizations, and to our customers. You’ve probably heard of Marcus Sheridan. Besides being featured in numerous magazines, blogs, and conferences, he turned a drowning pool company into a million-dollar business, founded 3 successful companies, and authored They Ask, You Answer, Mashable’s #1 Marketing book for 2017. Oh, and in his spare time, Marcus is a keynote speaker, which is how I got to know him. He ran as fast as he could, but I caught up to him for our #FlipMyFunnel podcast. Check out what he had to say. (You’ll see why I ran so fast.)
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25 min
November 12, 2018
226: 3 ABM Truths and a Lie w/ Katie Bullard
“When we first decided to get serious about ABM, we were amazing at it.” “That’s the one lie I will tell you.” Everything else, was action-packed truth. For this episode, We listened in on Katie Bullard’s presentation at the #FlipMyFunnel Conference, and have the breakdown here. In 6 powerful minutes she threw out 3 fundamental truths every marketer needs to understand ( and she even gave an easy math formula to determine the ideal mix of ABM vs. Inbound strategy). Katie is the Chief Growth Officer at DiscoverOrg, where they’re delivering dynamic data that connects B2B sellers with their ideal buyers. Get ready for 3 truths and a lie (ABM style).
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9 min
November 9, 2018
225: How a 4-Time CMO Says You Should Create Your Ideal Customer Profile w/ Kirby Wadsworth
ABM is easy as soon as soon as you define your original ideal customer profile. But that’s just like the old Steve Martin answer on how to be a millionaire: “First step: Get a million dollars.” So how do you get that million dollars? Or, in this case, how do you define your ideal customer profile? Our advice, listen to this guy: Kirby Wadsworth. If that name is familiar to you, it’s because he’s an author of an Amazon 5-Star book, he was featured in Forbes’ Most Influential CMOs on Social Media, and he’s won tons of awards in the B2B space, including the Webby and W3 Awards and SiriusDecisions Return on Marketing & Sales Integration Award, to name a few. Currently, Kirby’s the CMO at Illusive Networks, where he and his team are on a tremendous growth trajectory, while Kirby is helping define their ICP. He came on #FlipMyFunnel to share what he’s learned. Don’t miss it.
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17 min
November 8, 2018
224: How an SDR Created a Makeshift ABM Playbook and Landed at Our Door w/ Kenny Brady
“Funny story: I was going through your open positions to pitch you on our staffing services. Instead, I think you have a position that was written just for me.” Those were the opening lines Kenny Brady sent our VP of Customer Success. Now, Kenny is one of our Terminators, crushing it as a Customer Service Manager. It’s easy to love this guy: He’s a volunteer with Habitat for Humanity, and he was working for Hire Heroes USA, when he found us at Terminus. Before coming on board, Kenny worked in sales with a variety of SaaS companies who all had similar approaches: “Take this list of random contacts. Call everyone. Bring in some results.” Kenny knew there had to be a better way. In fact, without knowing it, he created his own makeshift ABM from his experiences along the way, even before he knew what ABM was. You gotta hear his story.
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14 min
November 7, 2018
223: 5 Ways to Be Productive as a Travel Warrior
Here are five ideas for maximizing your time and energy on the road: 1) Don’t drink 2) Eat salads 3) Work out in the morning 4) Sleep early 5) Read more on flights with no WiFi
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12 min
November 6, 2018
222: Creating Video Content: 4 Reasons You've Probably Never Considered w/ Ethan Beute
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. Honestly, he blew me away.
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25 min
November 5, 2018
221: The Perfect Marriage of Automation & Personalization w/ Kyle Porter
Empathetic listening, one-on-one conversations, and building amazing, personal touches are vital to your customer experience. Creating scalable, repeatable, and automated sales strategies is crucial to your company’s growth. Personal v. Scalable Most companies struggle to be personal or to scale.  A few companies may accomplish one. But the truly successful companies have learned to do both. That’s what differentiates the best companies from all the others, according to SalesLoft CEO, Kyle Porter. This guy needs no introduction. In this episode of #FlipMyFunnel, we explore the insights Kyle Porter shared with us at #FlipMyFunnel in 2018. His team at SalesLoft ran a study where they reviewed 200 million sales interactions, and they uncovered which ones were working, why they were working, and how your B2B brand can repeat them. Don’t miss his power-packed delivery.
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19 min
November 2, 2018
220: How To Practice Fearlessness In Marketing w/ Madison Bennett
Fearlessness is taking the keys to the Ferrari. That’s one of our core values at Terminus. But what does it look like to be fearless in marketing? Marketing Operations Coordinator at Terminus, Madison Bennett, says it’s about being unafraid to challenge people and processes at any turn. When it comes to marketing operations, you want the best accounts to be your customer. Period. When you find the best accounts for your sales team, that customer is going to flow through your deal cycle so much faster because you know they’re ready to buy. They’re also going to be better accounts for your customer success team to work with because they’re engaged and interested in what you’re doing. You have to be fearless in doing what it takes to find those key accounts for sales to go after and for customer success to engage. To find the best process to tee up only the accounts that are going to be most successful. Where the goal used to be “fill that funnel” with as many people as possible… now we know exactly why we sent this account to sales. But how do you sustain fearlessness in marketing operations?
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10 min
November 1, 2018
219: Mindful Leadership: How It Brings Your Life Into Balance w/ Alex Latraverse
We all like honest people. People who can inspire us with their successes, and expose their downfalls. But when those people can communicate what they’ve gained, package it, and redeliver it in way we can benefit? Those aren’t just people we like, they’re people we want to be like. Someone that I think everyone should be like is Alex Latraverse. He’s one of our Terminators (what we call our star team members here at Terminus). He is full of successes in his leadership role as VP of Enterprise Sales, but what everyone loves most about him isn’t just that he’s a great leader to success. He’s a great leader by example, and he’s willing to admit his own mistakes. He had a turning point in his life when he realized the successes of his career were anything but reflected in his personal life. So he went on o bit of a journey workplace leadership. He discovered mindful leadership — an expression of leadership that puts you in control of your own thoughts and emotions. It’s been a game-changer in his life — You have to hear what he has to say.
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15 min
October 31, 2018
218: Forcing Functions: Why Every Organization Needs Them
Forcing function are the greatest reason why innovation happens in companies at a rapid scale. Think annual conferences like salesforce - the teams know that they have to a whole new messaging, product, acquisitions, and many other things to make the event stay relevant. Can u imagine salesforce not launching anything new at Dreamforce? Think steve jobs unveiling the new new iPhone as the world watches him. But there a forcing functions that can help you do just that in in your role and company: At Terminus - we rolled our weekly all hands where product or a team will showcase what they are doing each week Think local events that will create urgency Bringing customer in the office will drive attention to details and office culture and clean up Sending customer success and tech people periodically on visits to customers to learn who the customer is Customer of the month program Boards meetings are a great setup for it too For individual contributors: status update meeting with agenda and action items before you end the meeting Priority list of saying what we will do and what we won’t leading with purpose and results to-date so it sets a clear context and gets everyone on the same page
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12 min
October 30, 2018
217: Flashback - The 5 Factors of Success in Entrepreneurial Leadership w/ Godard Abel
In this one we talk to Godard Abel, Co-founder and Executive Chairman at G2 Crowd and CEO at SteelBrick before he sold it to Salesforce, about how there are many different factors in determining the success or failure of a leader or business.
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16 min
October 29, 2018
216: 4 Controversial B2B Marketing Trends You Need to Start. Yesterday. w/ Peter Weinberg
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, LinkedIn’s Global Brand Strategy Lead. 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.
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23 min
October 26, 2018
215: 3 Mergers And Acquisitions To Watch
News flash! Things are heating up from a mergers and acquisition standpoint in the marketing space. From owning the B2B space to improving personalization in content marketing, these mergers and acquisitions are sure to shakes things up. This week, we’re talking three major moves to watch, plus one piece of surprise news for female entrepreneurs.
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10 min
October 25, 2018
214: Authenticity and Ferraris: One Employee’s Final Thoughts on His Time at Terminus
There comes a time in the life of every founder when they have to say goodbye to a team member. It’s never fun to lose people, but it’s especially bittersweet to lose someone who you not only consider a fantastic team member, but also a member of the family. Unfortunately, that time has come at Terminus as we say goodbye to one of our Senior Customer Success Managers, JJ Atherton. JJ has been with Terminus since 2016, and has done incredible things in the Customer Success space, helping scale the organization to be the well oiled machine that it is today. We wanted to have JJ on the show as he completes his time at Terminus to share some of the things he’s learned, hear what’s next, and hear his final challenge to the #FlipMyFunnel listeners.
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14 min
October 24, 2018
213: 5 Things We Learned From HYPERGROWTH
We love conferences and events at #FlipMyFunnel. They’re incredible places to hear from the best leaders in the industry, network and build lifelong relationships, and get inspired on the next big thing. But, let’s be honest, we can’t attend them all, especially when you’re don’t live in a big, urban city. James and Sangram recently attended HYPERGROWTH in Boston. They brought home so much inspiration on how to take events to the next level and felt compelled to share with those who couldn't attend. James and Sangram see HYPERGROWTH as the new playbook on producing events. Events can be expensive to pull off. It’s hard to make any profit in the first few years and often hard to convince your finance department of the benefits. But we could learn a thing or two from HYPERGROWTH. We talk about the five things you can learn from HYPERGROWTH to take your events to the next level.
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18 min
October 23, 2018
212: How to Be an Amazing Fractional CMO w/ Dave Knox
Fractional CMOs are new in marketing, and it makes sense. A perfect fulltime CMO may not be what the company needs right now, but a proven marketing expert that can solve real time issues? Every business needs that. Enter in Dave Knox. Dave had just finished his stint as CMO at Rockfish after turning it into one of the fastest growing agencies in the country. Simultaneously, Dave co-founded the Brandery, one of the top startup accelerators in the country. In his spare time, Dave combined both his marketing and entrepreneurial expertise and wrote an Award-winning bestseller entitled “Predicting The Turn.” Now, he’s working as a fractional CMO, helping a variety of companies fill the gaps in their marketing strategies. So trust me: There’s no one better to hear from about marketing and entrepreneurship than Dave Knox. He hopped on the #FlipMyFunnel podcast and gave us some phenomenal insight to his unique world of marketing and entrepreneurship.
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22 min
October 22, 2018
211: Turn Your Pitch Into Your REASON w/ Dale Dupree
Surface level stuff is bullcrap. Prospects hear the same stuff everyday. “My product can save you 15% or more.” “This tool could really benefit your business.” Blah blah blah. It’s all the same. To stand out, you need to create a connection. Enter the Copier Warrior aka Dale Dupree, but you can call him the Copier Warrior. At the #FlipMyFunnel conference, Dale gave great insight into how to make an impression with your prospects. How? By turning your pitch into your REASON. Let’s dig in.
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13 min
October 19, 2018
210: Flashback - What It Takes To Be A Modern CMO w/ Kyle Lacy & Justin Keller
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 upsell. 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. When should they invest in their brand? In demand gen? Across different parts of the sales funnel? Today we’re joined by two CMOs who have had to check their traditional views of marketing at the door: Kyle Lacy - Vice President of Marketing at Lessonly Justin Keller - Vice President of Marketing at Sigstr Kyle and Justin have learned three big lessons in their time as CMO’s: The job of a CMO is not like other executives, it’s a combination of many different jobs. Sometimes the most impactful things your marketing team can do are not scalable or even measureable! Your company’s brand is so, so important.
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11 min
October 18, 2018
209: 3 Reasons Why Sales Should Care About ABM w/ Alex Latraverse
In this one, Sangram talks to Alex Latraverse, VP of Enterprise Sales at Terminus, about the relationship between sales and ABM.
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20 min
October 17, 2018
208: 5 Things I Learned From the Conex Conference
I was recently lucky enough to attend Conex, a content experience conference put on by UberFlip. It was 3 days of incredible speakers, life lessons, and even a little axe throwing (if you’ve never done axe throwing, I highly recommend it.) Once I was finally able to come home and decompress, I sat down with one of the show’s producers for a discussion on my biggest takeaways from the event. I learned a ton and wanted to make sure I got it all down. So without further adieu, here are my 5 big takeaways from the Conex conference.
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17 min
October 16, 2018
207: Could a Freelancer Replace Your Full-Time Staff Member?
If current trends in independent contracting continue, 50% of the workforce will be comprised of freelancers by 2027. Is your company ready for this? According to the Freelancing America survey, the freelance workforce grew at a rate 3x faster than the U.S. workforce overall since 2014. And can you guess who’s driving that change? That’s right, Millennials. It’s a modern workforce, and it’s a good one. You can take advantage of this marketplace to make your business more efficient and effective. My guest on the #FlipMyFunnel podcast today is Susan Marshall. She worked at Adobe, Apple, and Salesforce before becoming the CEO of Torchlight. She’s an expert when it comes to connecting businesses with on-demand marketing professionals. So how can we take advantage of this evolving workforce?
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20 min
October 15, 2018
206: The 3 Steps You Need To Launch Your ABM Strategy w/ Elle Woulfe
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.
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10 min
October 12, 2018
205: Executing a Successful ABM Campaign at Scale w/ Heidi Vandermeer
A successful ABM campaign is tough. Doing it at scale is even tougher. So we thought we’d talk to someone who has quite literally won an award for her ABM campaign at scale. Heidi Vandermeer talks about what it takes to run an ABM campaign at scale, and how her company did it.
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16 min
October 11, 2018
204: How to Run a Board Meeting as a Rockstar CMO w/ Tim Kopp
It can be intimidating to go before a board. Especially as a new CMO. But this doesn’t have to be the case. There are strategies and facts that you should be prepared with as you enter a board meeting. Tim Kopp, venture investor at Hyde Park Venture Partners and a start-up advisor, knows these strategies inside and out. He encourages CMO’s to remember that the board is filled with allies who want you to succeed. On a recent episode of #FlipMyFunnel, we caught up with Tim to hear his invaluable advice on speaking in front of a board as a CMO, what to be prepared with, and how to approach the CMO job with the greatest chance for success.
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17 min
October 10, 2018
203: How to Deliver a TED Talk (or Any Important Talk)
Delivering a talk is a critical skill whether you are speaking to an intimate gathering in the boardroom or a crowd of thousands for a keynote. The advent of TED Talks has helped shape the public's expectations for what a meaningful address actually sounds like. Many business professionals, however, struggle with this new style of public speaking. On the #FlipMyFunnel podcast, Sangram Vajre and James Carbary discuss the book How to Deliver a TED Talk: Secrets of the World's Most Inspiring Presentations by Jeremy Donovan. They consider Donovan's five major major components to delivering a top-shelf speech: how to open, how not to open, the use of the pause and "you," making someone else the hero, and how to close.
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23 min
October 9, 2018
202: What for-profit can learn from nonprofit w/ Katie Bisbee
The nonprofit world gets a bad rap. Images of people sitting around in circles talking about being nice, operating without a clear set of goals, using marketing as an afterthought. It can sometimes seem like the nonprofit organizations aren’t on par with for-profit companies, or those in the B2B or B2C worlds. On the other side of the coin, there’s a reason people want to go to work for nonprofits. They want to feel like they’re waking up in the morning to make a difference in the world. Like their lives are being used to make other people’s lives better, not just to make another dollar. So what can the nonprofit and for-profit worlds learn from one another?
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21 min
October 8, 2018
201: Flashback - Insights From 10 Years of Inbound Marketing w/ Kipp Bodnar
Marketers aren’t trusted because more often than not, they don’t take time to develop relationships. Kipp Bodnar, CMO at HubSpot, has over 10 years of experience in the field with results to prove that taking the time to make real connections online leads to real results.
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28 min
October 8, 2018
200: Celebrating 200 Episodes of the #FlipMyFunnel Podcast!
Cue the Rocky theme music, we’ve made it to 200 episodes! We started this journey on January 1st and don't plan on ending anytime soon. A huge thank you goes out to all of the folks who have been on the show and who have listened to the show!
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14 min
October 4, 2018
199: Ensuring ABM Accuracy, How To Ensure Each Cookie Is A Person You Want To Target, Even When There Are Millions of Them! w/ w/ Daniel Hellerman
Let’s face it. Advertising is hard. When you’re trying to market your product or business, you rely on cookies. Those things that follow your online activity, and they tell an awful lot about a you and your customers. But with the surging popularity of account based marketing, and hyper-focused advertising, how do you ensure that your cookies are pointing at the people that you actually want to engage? Even if there are millions of them?
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21 min
October 3, 2018
198: Flashback - Are You a Manager or a Leader? 5 Areas to Examine
Are you a manager or a leader? These five assessments will tell you.
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14 min
October 2, 2018
197: How to do NewsJacking on new rules of PR w/David Meerman Scott
This was a LIVE podcast we did at Inbound conference with NYT best seller David Meeran Scott on new rules of newsjacking, working with Tony Robbins, and agile selling.
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41 min
October 1, 2018
196: Flashback - How to Avoid the Status Quo w/ Joseph Jaffe
In this episode we hear from Joseph Jaffe, Co-Founder & CEO of Evolution.
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50 min
September 28, 2018
195: What It Takes To Write A Book w/ David Lewis
You don’t have to be a writer to write a book. Do you have something to say? Are you knowledgeable on a certain topic that the majority of the world may not be? Then maybe you should write a book. David Lewis (DemandGen) and Sangram Vajre (Terminus) each wrote a book to create credibility in their space, and it was a game changer for their business. They gathered their insight, personal experiences, and all the content they’d already created in the past and built their books. Then they let editors do the rest. Six months of grueling dedication not only allowed them to build credibility for their business, but has given them a solid product to give new employees, potential clients, and even sell at conferences. So what does it take to get your book done? David and Sangram take us through everything you should consider.
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30 min
September 27, 2018
194: Book Review Week - The Last Career Guide You Will Ever Need
What if the best career advice you could get came from a comic book? If you haven’t read Daniel Pink’s The Adventures of Johnny Bunko: The Last Career Guide You'll Ever Need, go pick it up right now, and instill these lessons into your life. There is no plan Focus on being the best at what you’re doing today. Think strengths not weakness Instead of focusing on what you’re not good at, focus on the things that you excel at doing. It's not about you It’s not about you, it’s about your customer. Persistence trumps talent If you give up at the first roadblock, you won't’ make it. Make excellent mistakes If you can’t be brave enough to make mistakes, you’ll never get where you want to go. Leave an imprint Change someone’s life by helping them learn. What are you doing to make yourself the best that you can be?
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15 min
September 26, 2018
193: Book Review Week - The 22 Immutable Laws of Marketing
Despite being a mere two hour read, The 22 Immutable Laws of Marketing provides immense clarity. Detailed amongst the 22 immutable laws, reside lifelong lessons that are extremely relevant to people in Marketing and Sales; as well as if you’re someone who's building a leadership team, a company and you’re grappling with associated challenges. While most people and organizations are focused on pursuing the trends and changes occurring throughout the world’s markets, this book instead makes a brilliant case as to why we should stay grounded in what’s not changing. In other words, the 22 immutable laws. In this interview, Sangram chooses to focus on his three favorite laws of the 22. One of the biggest realizations one could make through the explanation of the laws of leadership, category and focus is that Marketing is a battle of perceptions. When it comes down to it, in order to gain a competitive advantage in order to win the hearts and minds of your target market, the first step is to change the way you think about Marketing … you need to change your perceptions. Then after applying the “22 Immutable Laws”, the rest will fall into place.
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17 min
September 25, 2018
192: Book Review Week - To Sell Is Human
Daniel Pink’s fabulous book “To Sell is Human” is groundbreaking. In this episode, Sangram breaks down five of the key lessons he’s learned from reading Pink’s book.
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18 min
September 24, 2018
191: Book Review Week - 3 Lessons from Peter Drucker's "The Effective Executive"
Effective enterprise leaders ask themselves two questions: What needs to be done? What is right for the company? Peter Drucker gives both of these points away in the first page of his book “The Effective Executive.” These may seem simple. They are. And they have amazing returns. Not only does Peter give these away, he gives us a specific plan of attack. On this episode, you’ll get an inside peak from the minds of one of the executive greats. We tell you his plan on how to ask the right questions, communicate effectively with your team, and maximize your productivity.
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22 min
September 21, 2018
190: Flashback - How To Humanize B2B w/ Andrea Neiman
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.
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18 min
September 20, 2018
189: How Pardot Sold Their Company for Roughly $100M in Five Years w/ David Cummings
David Cummings co-founded Pardot during the heat of the recession. Initially, David wanted to replace the function of the traditional contact forms you find on most websites. Instead of contact forms landing in your inbox for you to use as a lead magnet, what if they went directly into your CRM platform according to your business’ unique rules? In other words, what if they could be inserted into your CRM platform in a structured fashion and monitored for micro web analytics so that you knew exactly what your customers were doing on your site. A year after launching, they were slowly, but steadily, growing and proceeded to add email marketing, automation rules, landing pages, and other modules to their toolkit. The momentum never stopped until they sold the company for over $100M.
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27 min
September 19, 2018
188: Wake Up Earlier and Supercharge your Day
What would your day look like if you were to commit to waking up an hour early? Just one hour earlier than you normally do? What could you get done? The book lays out 6 steps to crafting the Miracle morning.
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18 min
September 18, 2018
187: Community Is the New Book Value Metric for Your Brand (Or Business) w/ Anand Thaker
Community is the new book value metric for your brand (or 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.
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21 min
September 17, 2018
186: Aligning Sales & Marketing on the Same Content Map w/ Ryan O'Hara
More than ever, sales and marketing need to be on the same page and providing content. In this interview Ryan O’Hara, VP of Growth and Marketing at LeadIQ, talks about alignment and content strategies that work for sales teams.
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15 min
September 14, 2018
185: Flashback - How to Schedule Your Day to Be Exceptional w/ Morgan Ingram
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.
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24 min
September 13, 2018
184: Flashback - From Peer to Manager w/ Alex Latraverse
When you’re a manager—especially a new one—it’s easy to forget that leaders are at their best when the people under them are at theirs. Here’s how to get back to the basics of building and developing your team members as people first.
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20 min
September 12, 2018
183: Flashback - The Difference Between Giving Up and Letting Go
Everybody has those days when it feels like the cards are stacked against them. But how do tell the difference between giving up, and simply deciding to let go? What needs to shift in your mindset to make the change? Sangram is here to tell you.
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14 min
September 11, 2018
182: How to double your win rate with ABM - Daniel Oxenburgh
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.”
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17 min
September 10, 2018
181: Humanizing ABM: The Lifeboat for the Perfect Storm w/ Daniel Gaugler
In a world where Netflix and Pandora have set the precedent for ultra personalized content, the job of salesperson and marketer has become harder than ever. The modern B2B buyer abides in what Daniel Gaugler, CMO at PFL, would describe as the “perfect storm”. Let’s be clear. The term “perfect storm” is not positive. It’s super difficult. Once you’re caught in the perfect storm, how do you find your way out? The answer is simple enough: humanize ABM.
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11 min
September 7, 2018
180: Award-Winning Lessons You Need for Your Next Demand Generation Campaign w/ Daniel Englebretson
Stop focusing on one thing at a time! If you focus too much on one thing, you’re actually trapping yourself. This episode I sit down with Daniel Englebretson, the winner of the 2018 ABMie for the Best Demand Generation Campaign. One of the greatest lessons he learned is that instead of focusing on one thing first, you’re better off spreading yourself thin in lots of areas and seeing what sticks. Then you’re ready to crush that one thing! Check out the interview to learn the rest of Daniel’s award-winning lessons.
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16 min
September 6, 2018
179: Flashback - A Day in the Life of an SDR w/ Jim Tocci and Brad Wilkerson
They are organized. They stick to a process. They focus on the wins. They are vital to many organizations. Many times, people within the B2B space do not fully appreciate the role they play. What are “they”? SDRs. Both Jim Tocci and Brad Wilkerson of Terminus joined Sangram on this one to talk about a day in the life of an SDR.
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17 min
September 5, 2018
178: Flashback - 5 Lessons Learned From Doing a Daily Podcast
The first two months that this podcast was live blew our mind. After cracking the iTunes charts and over 800,000 LinkedIn views in 2 months, without spending a dime in ad money, Sangram learned a thing or two from podcasting and posting content based on the episodes. Here are the five biggest lessons he learned.
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23 min
September 4, 2018
177: Flashback - 5 Ways to Build A Winning Company w/ Scott Dorsey
How do you go from a one-person company to being listed on the NYSE? On this #FlipMyFunnel podcast, we spoke with Scott Dorsey, who spent over a decade building a wildly successful business. He laid out five key ideas for anybody looking to build a winning company.
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23 min
September 3, 2018
176: Humanizing Sales Chat in a Bot Filled World w/ Chris Handy
Chris Handy, customer marketing leader at Drift, shares his knowledge about how to conduct sales chat in the world of bots. He wants others to understand how to properly utilize this technology for greater success while allowing room for error and growth.
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13 min
August 31, 2018
175: Personalized Marketing and 1:1 Campaigns in an ABM World w/ Amber Bogie
Amber Bogie, senior marketing manager at Planview, Inc., has an amazing amount of insight on 1:1 personalized marketing campaigns. This insight led her to win an ABMie award for the best 1:1 campaign. She shares this insight in an episode of #FlipMyFunnel, encouraging marketing and sales teams to work together for an incredibly personalized account based experience.
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18 min
August 30, 2018
174: Flashback - How to Use ABM to Upsell and Expand Your Business Offerings w/ Chris Reene
ABM is not about doing using the same tactics over and over again. It’s about using creative means (cross-selling, upselling, and encouraging expansion) to hit revenue goals. Listen in to hear all this and more from Chris Reene, Enterprise Account Executive at Terminus. Also, learn why Chris stopped wearing socks! Weird...
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13 min
August 29, 2018
173: Using the 7x7 Framework for Communicating Change
Have you ever been super excited about change at work? Have you ever been confused, or frustrated, as to why not everyone is on the same page as you? Transition can be overwhelming. Simply announcing the launch of a new platform or core value isn’t going to cut it. That seems like common sense right? Right. But in practice, it’s not uncommon to want to move at a faster pace. Some people can feel ready from the get go. Others need to take time to process and understand what is expected before they are fully on board. What’s the best way to effectively communicate change so your team isn’t left frustrated and frantically trying to keep up? Glad you asked. Enter the 7x7 Framework.
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17 min
August 28, 2018
172: What Makes a Great Chief Marketing Officer w/ Alex Gobbi & Kira Mondrus
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.
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29 min
August 27, 2018
171: 3 Tips You Should Use to Master Personalization w/ Matt Heinz
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.
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10 min
August 24, 2018
170: How One ABM Strategist Quadrupled Conversion Rates in 6 Months w/ Jeremy Middleton
What if you could start over with your ABM Strategy? What if you could rethink the whole process, redesign your toolbox, and refresh the screen? That’s exactly what Jeremy Middleton did. Jeremy has worked at Hewlett Packard and HP Enterprise for years in marketing strategy, and he just celebrated his 1 year anniversary as Senior Director of Digital Marketing at Pramata. Last October, he wanted to rethink their whole marketing strategy. He took the drawing board, and erased it. Former tools? He stopped using many of them. Old ideas? He tossed them. Complex strategies? He simplified them. Guess what? It worked. His team quadrupled their conversion from leads to opportunities in just six months. We just had to give him our an ABMie (an award we give out to top ABM strategists every year). The best part? Jeremy came on our FlipMyFunnel Podcast to tell us how he did it. Don’t miss it.
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12 min
August 23, 2018
169: Flashback - 3 Questions to Determine Strategy in Business w/ Brian Brown
Today, we're replaying an interview with Bryan Brown, Chief Product Officer at Terminus, who shares his wisdom on strategy that has served him during his 17 years of success in the marketing tech industry. There are three important questions to consider when determining strategy. First up: where do you compete? Second: how do you differentiate? And third: can you transform your product into a platform? Using these three questions as a guide, a successful strategy can be created to align and propel a company forward in its industry.
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17 min
August 22, 2018
168: MBA vs Startup - How Would You Spend $100K?
On a recent episode of the #FipMyFunnel podcast, we talked about this very topic. How would you spend $100k? Starting a startup, or getting an MBA? Because at the end of the day, once you factor in your time, your energy, and the tuition you’re going to pay to attend a quality institution, you can easily spend north of $100k on an MBA.
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26 min
August 21, 2018
167: Startup Lessons Learned Through the Eyes of My 14-Year-Old Nephew
Sangram's nephew spent 4 days at Terminus. Here's what he learned.
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34 min
August 20, 2018
166: Building an ABM Playbook
Three knowledgeable guests share their experience with account based marketing at the 2017 Revenue Summit. Avi Bhatnagar, Julia Stead, and Bassem Hamdy talk about account based strategies that have worked for them, as well as the hiccups they have encountered using this marketing strategy.
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25 min
August 17, 2018
165: Here's How You Can Build an Award-Winning Pipeline Acceleration Campaign w/ Justin Keller
It’s easier than ever to build a pipeline acceleration campaign, providing you have the right tools and team members in place. In this special FlipMyFunnel, One Hero episode, we sat down with Justin Keller, VP of Marketing at Sigstr to discuss how his latest campaign won the best pipeline acceleration award.
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13 min
August 16, 2018
164: Flashback - How to Hire Great Talent to Build Your SDR Team w/ Lucas Ulloque
Today, we're replaying one of our early episodes, a great interview with Lucas Ulloque that you might have missed if you recently subscribed to the show. Hiring & Investing in great talent is crucial to building a successful SDR team. Listen in to hear Lucas, who is Director of Sales Development at Terminus, talk about four more crucial keys.
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14 min
August 15, 2018
163: Want to Build a World-Changing Movement? You Need 1 of These 4 Skills
Do you have what it takes to build a world-changing movement? You probably do! All you need is 1 of these 4 skills: Futurism Thought Leadership Influence Evangelism
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21 min
August 14, 2018
162: Why Building Community Is The Single Most Important Thing You Can Do For Your Business w/ Judd Borakove
Religion, fitness clubs, and even brands all have followings for the same reason—they create communities that meet a basic human need to belong to something. This need to belong extends to all areas of life, including the workplace. We recently chatted with Judd Borakove, member of the Forbes Coaches Council and strategic consultant extraordinaire, as he shared with us the inherent value of building community in your business and the benefit of employees who feel they are valued beyond their talent.
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17 min
August 13, 2018
161: ABM that Sales Won't Roll Their Eyes At w/ Sonjoy Ganguly, Mike Burton, & Anastasia Pavlova
Account Based Marketing isn’t new. Any sales profession 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 is 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 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. Want to hear more? Click the link in the first comment.
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26 min
August 10, 2018
160: Interview With an Award-Winning Sales Leader w/ Derek Grant
Derek Grant is an incredible sales leader. He is the VP of Sales at SalesLoft and recently won an ABMie for Best Sales Leader. We caught up with Derek at the #FlipMyFunnel Conference and talked all about sales leadership, sales and marketing alignment, ABM, and more!
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16 min
August 9, 2018
159: The Power of Video Outreach w/ Morgan Gillespie
We're off in Boston for the #FlipMyFunnel 2018 event! So please enjoy this episode with Morgan Gillespie from Terminus as she walks us through the lessons every SDR needs to know. What are those lessons? Video! Learn about using video as your initial form of outreach to future customers. She offers tips, tricks, and advice on how to make video work for you.    
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16 min
August 8, 2018
158: A 4-Part Framework to Build World-Changing Movements
It’s easier than ever to build a community. What you do with that community can literally result in changing the world. In this one, Sangram chats about the 4-part framework he used to build one of the biggest ABM communities in the world.
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17 min
August 7, 2018
157: Don’t Be a Commodity. Be a Brand Worth Loving. w/ Ben Baker
Purpose of episode: Without a community, you’re just a commodity. Mission: 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!
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23 min
August 6, 2018
156: How to Break Out of Sales Obscurity by Leveraging Social Selling w/ Koka Sexton
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.
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32 min
August 3, 2018
155: How to Execute ABM on a Small Scale w/ Matt Walsh
In today's episode, Kaitlin interviews Matt Walsh, Founder of Noted Analytics all about how to do account-based marketing and sales at a smaller organization. P.S. If you haven't gotten your tickets to #FlipMyFunnel 2018 yet, you still have a few days! If you're in Boston, register here to grab the $50 practitioner pass: bit.ly/2kbNw95
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15 min
August 2, 2018
154: Making Yourself Essential w/ David Pyrzenski
My friend David Pyrzenski talks about the “Essentialism Scale.” In short, how ingrained into your organization is a product? How vital a role do the power users of that product play in your organization? Think about SalesForce. It’s fully ingrained in the companies that use it, and those “power users” are crucial players. They’re few and far between. They command a pretty penny. On the other side is Excel. It might be fully ingrained, but Excel users are a dime a dozen. So where does your product fall on the Essentialism Scale? Is your product a commodity, or is it ingrained? Are your power users pawns? Or just players?
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13 min
August 1, 2018
153: Netflix Culture code: Giving Your Team Freedom
Most huge companies aren’t generally known for the “freedom” they offer their employees. But Netflix isn’t most huge companies. Most huge companies curtail their freedom as they get bigger and bigger. They tighten down the clamps on their people. But at Netflix, they’ve adopted something entirely different. Instead of a culture of process adherence, they’ve created a culture of freedom and responsibility. One of innovation and self-discipline. Treat your people like people, and they’ll hang around. Treat them like employees, and watch them head for the doors.
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14 min
July 31, 2018
152: How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles w/ Todd Caponi
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.
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19 min
July 30, 2018
151: ABM in the Enterprise
So you’ve decided that ABM might be right for you. Obviously, I think that’s a smart decision, (otherwise I wouldn’t be doing what I’m doing today!) But how do you go about implementing? How do you begin to turn that ship that is your organization towards doing ABM in a sustainable, holistic way? My friends Raianne Reiss & Joe Quinn shared at a recent #FlipMyFunnel event, and I think had some remarkable insight. Joe laid out the first thing that his company did when diving into ABM, which was that they went back through their account tactics, and documented the ones that they knew worked. When all was said and done, they had 17 proven tactics for their ABM toolbox that they knew had proven impact on accounts. From there, they funneled them into 3 buckets, asking themselves 3 questions:   How do we introduce our sales account owners to new buying centers or new managers not in database? How do we ensure that the customers who are using our products are supported? How do we defend against our competition? Have you recently started to implement ABM into your strategy? How has it worked for you? What have been the successes and road blocks? Let me know in the comments! You can also catch Joe & Raianne’s full interview at the link in the first comment.
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22 min
July 27, 2018
150: Why Sales/Marketing Alignment Is Foundational for NI's ABM Strategy w/ Kristen Novak
In this episode Kaitlin interviews Kristen Novak, Account-Based Marketing Manager for Strategic Accounts at National Instruments.
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10 min
July 26, 2018
149: How To Get Everyone Involved In Customer Success w/ David Pyrzenski
Customer success is not the job of one person. It’s the job of your entire organization! Everyone has a role to play. Even for those departments who define themselves as “Professional Services” instead of “Customer Success.” The specifics of the role might be different, but the goal is the same: Happy customers. David Pyrzenski recently started as the VP of Professional Services at Terminus, and he had to work across his entire organization to find out what his customers wanted. What was customer success defined as? Which KPIs correlated to success? What checkpoints did the most successful customers hit and how could David & his team replicate those steps? David recognized in this new role, that his team’s role was not on an island, he needed to bring in as many groups as possible in his organization to serve customers the right way. So, here’s a specific challenge for marketers this week: Invite your sales counterparts into your plan. “Look what we have and give us your feedback.” They’ll be more connected. The next time you’re thinking about going to an event that has a marketing focus, invite your salespeople!  Because at the end of the day, your marketing efforts are there to help them make more sales.
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13 min
July 25, 2018
148: Netflix Culture Code: Highly Aligned, Loosely Coupled
Having issues coordinating your organization’s teams? You’re not alone. Fortunately, Netflix has given us a prime example of how best to tackle the challenge of keeping a rapidly growing business under control. It involves unifying your teams on a strategic nucleus and allowing them to work toward the goal as their unique tactics deem necessary. We talk about that and more on today’s episode.
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14 min
July 24, 2018
147: Creating Meaningful Marketing in the B2B World w/ Soon Yu
“It’s isn’t always the biggest, baddest, or fastest mouse trap that gets the mice. It’s the one with the stinkiest cheese.” And this translates directly to marketing. So says Soon Yu, author of the new book, 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.
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25 min
July 23, 2018
146: A Rockstar ABM Strategy Needs the Right Team w/ Matt Senatore and Joe Quinn
We talk a lot about ABM here at #FlipMyFunnel. Sales, marketing, finding the right accounts -- it’s all part of the show. But what’s most important in driving a powerful ABM strategy? The people. Matt Senatore knows. He’s a thought leader on ABM with over two decades of experience in strategy, accounts, and marketing. At Sirius Decisions, Matt works with clients to build and optimize their ABM. Matt recently spoke at our #FlipMyFunnel conference, where he invited one of his top-performing clients on stage to share what he’s learned about ABM: It’s all about people.
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25 min
July 20, 2018
145: Campaign Based Prospecting w/ Ryan O'Hara
Did you know the average reply rate on a cold email is only 3.5%? To Ryan O'Hara, that number is super depressing and makes him want to cry in the shower.  Luckily, Ryan is able to raise that number significantly through Campain Based Prospecting. We're so excited to have Ryan with us as a speaker at the 2018 #FlipMyFunnel Conference in Boston! Grab your tickets with the promo code PODCAST for $100 off your ticket! (P.S. You can also use the promo code BOGO for buy one get one until the end of today, July 20th)
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12 min
July 19, 2018
144: Storytelling with Your Customers w/ Kyle Hardaway and Ryan Schwartz
Do your customers understand your company's story? Are you able to take them on a journey?  In this episode, we're back with Terminus' Kyle Hardaway and Ryan Schwartz. And today, they're talking all about, you guessed it, storytelling.  ---- P.S. If you wanna learn more about how to use your story alongside ABM, you gotta get to #FlipMyFunnel 2018 at the Boston Convention Center!  Use this link with the promo code PODCAST to get a special discount: http://bit.ly/2kbNw95  
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16 min
July 18, 2018
143: Netflix Culture Code: Giving Employees Context In Their Role
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.
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18 min
July 17, 2018
142: The 6 Triggers Marketers Are Using to Make You Buy w/ David Lewis
Would you believe me if I told you that mind-control is a very real phenomenon? In fact, you’ve subconsciously been influenced in your buying decisions due to this marketing magic I’m alluding to. How is this wizardry possible, you exclaim? Jedi Master-level salesmen have been using 6 simple techniques to ‘control your mind’ via the phenomena of Neuromarketing! Okay, full disclaimer. It’s not Machiavellian in any way, shape or form. And just about anyone can and should be using these powerful techniques in order to blow their presentations out of the water! This week, I’ve had the pleasure of interviewing David Lewis, the CEO at DemandGen, who revealed the six stimuli of Neuromarketing that will as he expressed, “push the mental buy button in the buyer.”.
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34 min
July 16, 2018
141: Content Marketing on the Go w/ Joe Chernov
Audio from Joe Chernov's talk at #FlipMyFunnel's Austin conference. In this one, Joe talks about ABM content marketing.
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31 min
July 13, 2018
140: How To Create Buzz With Your B2B Marketing w/ James Snider
“As B2B Marketers, Our role is to help by creating a huge buzz within our target organizations.” This is exactly what James Snider does every single day with his team at Punch! James started this process by diving into creating personalized videos for prospects with Vidyard. His organization found huge success sending these videos.  For every 20 videos they sent, they booked 1 meeting. They eventually installed 5 mini studios within their offices for sales reps to record videos to send to prospective customers. That’s pretty impressive.  But they didn’t stop their creativity there.  They began to combine video with other experiential and guerilla marketing tactics. For example, Punch! is running a “Fairytale” campaign right now.  They’re combining video with unique hand drawn illustrations sent by direct mail to Tier I clients. And they are getting phenomenal results. If you’re going to use this approach, you first need to identify the core challenges your prospect is facing, not shoot from the hip. Then you can build messaging and a story around your company’s unique solution. But creating buzz is not a one time thing! You have to continue to wow customers even when they are past the prospecting stage.
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23 min
July 12, 2018
139: Intern to Full Time w/ Connor Schorr & Kaitlin Lutz
Everyone either has an intern, needs an intern, or is trying to develop a process through which the internship position funnels. In this episode I get to speak with two former Terminus interns who are now full time at the company about what the process was like for them as they found their place in the midst of the internship setting. Transitioning from intern to full-time employee is a big accomplishment.  Listen as Kaitlin Lutz and Connor Schorr talk about their time as interns and what they learned along the way!
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14 min
July 11, 2018
138: How to Make Better Decisions
Everybody is a leader. Leadership should never be defined by a title. But the choice to be a leader is hard. At the end of the day, it comes down to your decisions. Making better decisions comes down to these two things: 1) What’s the best thing to do? Versus 2) What’s the right thing to do?
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15 min
July 10, 2018
137: 7 Steps to Financial Fitness w/ Bob Stammers
Most people do not learn personal finance or investing in school. Why is this a problem? Because, you spend your whole life working to bring in money, but then once you have it, what do you do with it? Do you spend it faster than it comes in? Do you dig a hole and bury it in the ground for safekeeping? Hopefully not. Let’s look at finances this way. If you are running a marathon or training for a marathon, you have to have discipline. You have to learn the skills over time. You don’t become the best marathon runner overnight. So what are the steps necessary to become the best that you can be, and becoming the most financially fit that you can be? Bob Stammers, Investor Education at CFA Institute, recently revealed 7 steps to financial fitness which really break down some complex ideas about money management in order to help you become more fit with your pocketbook. He also ties these 7 core ideas back to marketing, and how a marketer should look at their company’s money as their own. P.S. Speaking of finance, you still have a few days to get our BOGO deal for the #FlipMyFunnel Conference. Just type in the promo code "BOGO" when buying your tickets! Get your tickets here: bit.ly/2MKBf7B
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18 min
July 9, 2018
136: Fireside Chat: Women in Tech
Description: Back in the day, #FlipMyFunnel held an event in good ole' Austin Texas. Though this was a little over a year ago, these women have some incredible insight that holds up today. If you haven't gotten your ticket to #FlipMyFunnel on August 8th in Boston, don't worry. You have until July 20th for our BOGO deal. Just type in the promo code "BOGO" when buying your tickets! Get your tickets here: bit.ly/2MKBf7B
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28 min
July 6, 2018
135: Key Trends in Sales and Marketing for 2018
Kaitlin interviews some of the best B2B marketing and sales professionals in the game. They all answer the question, "What are the trends you're seeing in sales and marketing for 2018?" If you haven't gotten your ticket to #FlipMyFunnel, don't worry. You have until July 20th for our BOGO deal. Just type in the promo code "BOGO" when buying your tickets! Get your tickets here: bit.ly/2MKBf7B
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11 min
July 5, 2018
134: The Importance of Engagement in Lead Scoring w/ Sunny Bradshaw
Think about how your company’s lead scoring.  Is it based on arbitrary customer activities and point scoring values?  There’s a better way to go about it! Sunny Bradshaw is a Product Manager at Terminus, and she has been hard at work on a platform called Visitor ID.  Visitor ID allows companies to focus on the potential customers that are engaging with key pieces of content on their site.  This is possible through an algorithm that produces an “account surge” report. The report indicates which potential customers have both the right fit and are demonstrating intent! It is the perfect balance between cold calling and waiting around all day for a potential customer to fill out a lead form.  You want to engage with people when they want to be engaged with. It’s not about when is convenient for you, it’s about your customer! Sunny wants to challenge companies to think about the metrics they’re using when prioritizing research.
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17 min
July 4, 2018
133: Do You Have A Beginner’s Mindset?
In a small company, it’s easy to know what to do next. The approval process is small -- your boss has a desk right next to you and you ask them, “Hey, here’s my idea, what do you think?” Two days later, you’re oup and going. That’s the attitude we should always have -- the beginner’s mindset. Sometimes as our company grows or we grow personally, we can get up in the routine. Today we talk about how to keep that beginner’s mindset, let the ideas flow, and don’t paralyze yourself with considering all the problems. So dive in to the podcast to hear why we think a beginner’s mindset is the key to your next success.
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19 min
July 3, 2018
132: B2B Marketing: Universities vs. Companies w/ Professor Scott Davis
Sangram interviews marketing Professor Scott Davis and marketing students Kaitlin Lutz on the ins and outs of marketing at universities vs. marketing in the actual business world. Check out Scott Davis' own podcast, Marketing Mixtape! https://www.scottwdavis.com/podcast/ If you haven't gotten your ticket to #FlipMyFunnel, don't worry. You have until July 4th for our BOGO deal. Just type in the promo code "BOGO" when buying your tickets! Get your tickets here: bit.ly/2MKBf7B
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23 min
July 2, 2018
131: Scalable ABM for SMBs: A Marketo Case Study w/ Anastasia Pavlova
As a small to mid-sized company, how do you really create a focus on scalable content creation for ABM? When you can’t spend tens or hundreds of thousands of dollars on content creation, what do you do to stay fresh and relevant? Anastasia Pavolva has some ideas.
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28 min
June 29, 2018
130: How to Build a Killer B2B Brand w/ Edward Ford
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.
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15 min
June 28, 2018
129: Changing Your Sales Process to Fit Account-Based Marketing w/ Riley Rogers & Connor Schorr
The transformation into account-based marketing can be unclear. I had a chance to speak with Riley Rogers and Connor Schorr, both SDR’s at Terminus who witnessed how their sales process evolved to fit a more account based approach. They share with us their experiences and what makes a successful ABM strategy.
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17 min
June 27, 2018
128: The Future of ABM (Part 3): Authenticity-Based Marketing
The future of ABM is Authenticity-Based Marketing. Am I just using that “Authenticity” buzzword again? No! At the end of the day authenticity will always create more trust and better relationships.  And that is what we as marketers should be chasing every day. At Terminus, we try to put more humanity into our everyday actions both inside and outside of our walls. We’re big into handwritten notes.  We expose our whole organization (including those in operations, finance, etc.) to customer stories.  We bring marketers and customer success reps to conferences, not just salespeople. We record personalized videos to send to our clients. And possibly most importantly, we’re not perfect and don’t pretend to be! This helps us connect, build empathy, and engage in real conversations.  There will always be more tools, technology, and platforms…but people still buy from people.
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15 min
June 26, 2018
127: Using AI to Increase Effectiveness in the Buyer Journey w/ Chandar Pattabhiram
Chandar Pattabhiram, CMO at Coupa sheds light on the difference between AI and Machine Learning and their future use-cases in marketing departments.  He advocates for their use in steps of the buyer’s journey far beyond acquisition (where 87% of B2B marketing spend is focused today). Successful marketing teams are driving higher lifetime value within their existing customer base by leveraging AI and driving alignment in additional areas like Adoption Marketing, Cross-Sell Marketing & Advocacy Marketing.
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17 min
June 25, 2018
126: What's Working With ABM Content w/ Bill Kent
You can’t give away a Tesla every time you need response. It’d be great if you could, but that sort of content creation just isn’t scalable for most of us. So what can you do to generate quality content, and get quality response from your customers?
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29 min
June 22, 2018
125: A Peek Into Marketing Skillsets & Tech w/ Kyle Lacy & Justin Keller
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 recent 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.
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13 min
June 21, 2018
124: Life as a Category Builder w/ Tim Kopp
Is the problem that your company is looking to solve big enough? Many companies spend too much time thinking about whether or not they have product/market fit and not enough time on whether or not they have a problem/market fit.  If you are going to be a category leader in an industry you need to be singularly focused on solving a problem, not just building a product. Another requirement for category leadership is a rock solid culture. At Terminus, the fuel to our fire is in our two company values: One Team Mindset Keys to the Ferrari These are two sides of the same coin.  One Team means we are all focused around a singular goal and our employees feel comfortable with the crew around them.  Keys to the Ferrari means our employees also feel empowered to change the world with one idea. There is a healthy tension between these two poles, allowing us to be unified and ambitious at the same time. Tim Kopp, a Venture Investor at Hyde Park Venture Partners, sat down with Sangram in Indianapolis to talk about life as a industry leader.  Solving problems and building culture are a lot easier discussed than executed, but they are two keys to winning in the long run!
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19 min
June 20, 2018
123: The Future of ABM (Part 2): The 3 Stages of Marketing and Sales Evolution
Did you know that less than 1% of leads turn into customers? Sales & Marketing must be doing something wrong. If you are still dead set on increasing the quantity of your leads instead of the quality of your relationships, it’s time to change the way you think! In part II of this three part series called The Future of ABM, we discuss the three different stages to Sales & Marketing Evolution. So… which stage is your team in?  One Night Stands: All about leads and shallow relationships Engagement: Using a combination of inbound and outbound (allbound) efforts to engage potential customers and deepen relationships Customer Centricity: Your entire sales & marketing team is unified around the one goal of serving customers and potential customers above all else
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23 min
June 19, 2018
122: 4 Winning Attributes of a Top Marketer w/ Robby Gulri
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 acquisiont. 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.
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21 min
June 18, 2018
121: How to Align Your MarTech Tools to Fuel Growth w/ Kim Hajec
The sales & marketing world is getting more and more complex. How do you navigate this landscape effectively with your MarTech tools? How do you even know which ones to use, and how can the way you use those tools impact your growth?
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32 min
June 15, 2018
120: 3 Things to Know When Pitching ABM to Your Board w/ Megan Lueders
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. Megan has been able to help their board and executive team see the value and progress of their ABM efforts.  If you're looking to go to an ABM conference in August, we gotcha. Check out the #FlipMyFunnel Conference: http://bit.ly/2HiJ9pS Because you're listening to the podcast, we'll hook you up with a promo code for 15% any ticket. Use the promo code: PODCAST
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23 min
June 14, 2018
119: How to Get Started With ABM Content w/ Shauna Ward
A lot of people seem to think that Inbound and ABM have opposite strategies when it comes to content.  That’s not true! With ABM, it is a similar mindset, but a different approach. Shauna Ward is a Content Marketing Manager at Terminus, and she spends a lot of time thinking about how to use content in an increasingly ABM world. Here are three tips she has for getting started with ABM content! Set expectations for measurement and set new KPI’s.  Filling out lead forms may mean a lot in the inbound world, but engagement means more when you’re thinking along ABM lines. Get personalized with your content.  Show that you care about your targeted accounts. Know when to use gated vs. ungated content.  Balance giving away your content with keeping your targeted accounts engaged. ----------- If you're looking to go to an ABM conference in August, we gotcha. Check out the #FlipMyFunnel Conference: http://bit.ly/2HiJ9pS Because you're listening to the podcast, we'll hook you up with a promo code for 15% any ticket. Use the promo code: PODCAST
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12 min
June 13, 2018
118: The Future of ABM (Part I): The Brutal Truth
Account Based Marketing is B2B Marketing.  That might sound like a bold statement, but it’s true!  If you look at marketing trends over the past 15 years, it’s mostly an evolution of technology tools.  Email marketing evolved from simple email blasts, to automated email campaigns, to predictive technology for lead capture. But since ABM began to gain steam in 2015, we’ve seen an evolution in strategy, not tools. ABM isn’t just an improvement over an existing tool, it’s a whole new ballgame. Over the next few weeks, we’re going to be going over the future of ABM and Part 1 is all about this brutal truth:  The reality is that the value of marketing in totality is defined by sales. -------------- If you're looking to go to an ABM conference in August, we gotcha. Check out the #FlipMyFunnel Conference: http://bit.ly/2HiJ9pS Because you're listening to the podcast, we'll hook you up with a promo code for 15% any ticket. Use the promo code: PODCAST
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13 min
June 12, 2018
117: Transitioning From CMO to CEO w/ Mark Stouse
Making the leap from CMO to CEO takes you from a position requiring deep, specific knowledge to one that needs a broad perspective. How can professionals position themselves to transition and grow throughout their careers? In this one Sangram interviews Mark Stouse, now CEO at Proof Analytics and former CMO at Honeywell. Mark is a marketer through and through, and notably, he's the first State Department speaker we've ever hosted on the podcast. Mark transitioned from his long-time career in marketing to become a CEO. He came on the show to talk about that change and the journey he's been on. Sangram asked him about the roles of CEO and CMO and about how to make a transition like this one happen.
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20 min
June 11, 2018
116: Personalize the B2B Customer Journey to Boost Demand w/ Jason Jue
B2B customers are changing, and it is more important than ever to be customizing the customer journey in order to boost demand. But how do you do that? Jason Jue has some ideas, and we think they’re outstanding.   We're hosting an event! A big event in Boston! Full of speakers like the wonderful Jason Jue! If you're interested in going and are looking for a promo code, look no further.  For $50 any ticket, register with the promo code: PODCAST  Link to event information: https://flipmyfunnel.com/2018-flipmyfunnel-conference/ Link to event registration: https://www.eventbrite.com/e/2018-flipmyfunnel-b2b-marketing-and-sales-conference-tickets-41827436990?ref=ebtn&_ga=2.5873331.1051753625.1522350679-299429322.1502750038
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24 min
June 8, 2018
115: What It Takes To Be A Modern CMO w/ Kyle Lacy & Justin Keller
Modern CMO’s wear a bunch of different hats.  And that involves being an expert in several different fields. Today we’re joined by two CMO’s who have had to check their traditional views of marketing at the door: Kyle Lacy - Vice President of Marketing at Lessonly Justin Keller - Vice President of Marketing at Sigstr Kyle and Justin have learned three big lessons in their time as CMO’s: The job of a CMO is not like other executives, it’s a combination of many different jobs. Sometimes the most impactful things your marketing team can do are not scalable or even measureable! Your company’s brand is so, so important.
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11 min
June 7, 2018
114: When to Bring in a Revenue Operator w/ Brad Smith
Brad Smith is an expert at developing a strong revenue operations team. He encourages companies to evaluate their need for a revenue operations team and be sure that they are properly focusing their energy to ensure revenue growth.  P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.  Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/
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17 min
June 6, 2018
113: Working in Love Vs. Working in Fear
I believe we act out of two different ways to every situation in life: Out of love or out of fear. Let me explain. In fear, you play the short game. You’re focused on very short-term goals to please others, and you’re afraid to take risks.  Self-protection and survival are your priorities that are rooted in insecurity. In love, you play the long game.  You’re not afraid to take risks because you realize the possibility of failure is just part of the journey. Selflessness is your priority because you see that giving to others doesn’t take away from yourself! You have a choice to make today. You can choose fear as you walk into your office and home OR you can choose love and truly give it all you have. I promise you that you will sleep well the night you choose to love. This episode will help you determine if you are responding to your life in fear or in love!
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17 min
June 5, 2018
112: The Creative Curve w/ Allen Gannett
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”.
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25 min
June 4, 2018
111: 4 Keys to Successful Marketing-SDR Orchestration w/ Craig Rosenberg
There are 4 keys to orchestrating a marketing-SDR campaign, but it all starts with getting the whole organization to collaborate successfully. -------------- If you're looking to go to an ABM conference in August, we gotcha. Check out the #FlipMyFunnel Conference: http://bit.ly/2HiJ9pS Because you're listening to the podcast, we'll hook you up with a promo code for 15% any ticket. Use the promo code: PODCAST
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31 min
June 1, 2018
110: Account-Based Marketing for Small Teams w/ Charles Kollo
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.
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22 min
May 31, 2018
109: 3 Hacks to Be a Great Account Executive w/ Meg Zelman
You’ve got a quota to carry & a number on your back. Sales can be a grind, but rockstar salespeople find a way to constantly up their game. Senior Account Executive at Terminus, Meg Zelman, shares her 3 daily hacks for being an incredible salesperson, including unique ways she learns from her peers, how to enjoy the long game of sales and working in some inspiration into her daily routine. P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.  Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/
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14 min
May 30, 2018
108: The Last Career Guide You'll Ever Need
What if the best business advice you could get was told in the form of a japanese comic book? In this episode Sangram talks about Daniel Pink’s book “The Adventures of Johnny Bunko: The Last Career Guide You’ll Ever Need.”
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15 min
May 29, 2018
107: 3 Must-Have Elements of a Scalable Company w/ Chandar Pattabhiram
What three things does it take to build a $1B software company?  How do you move from the siloed, 4 Horsemen approach of pipeline generation to an allbound approach that aligns sales and marketing?  Veteran CMO, Chandar Pattabhiram, shares the answer to these questions and his venn diagram of the three key skills a modern CMO needs to be successful.
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20 min
May 28, 2018
106: How The Top SDRs Overcome Obscurity & Crush The Competition w/ Ralph Barsi
Obscurity is one of the biggest problems that most SDRs deal with early on in their careers. If nobody knows who you are, how can you ever break out and become the SDR that you know you can be? Find out in this video presentation from Ralph Barsi.
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23 min
May 25, 2018
105: How to Schedule Your Day to Be Exceptional w/ Morgan Ingram
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.  Continuing with our week looking back on the best 100 episodes, we’re calling back to an episode featuring sales hero Morgan Ingram. Until the end of today, enter promo code: 100PODCAST for $100 off any conference ticket. Check out the link to register here: http://bit.ly/2kbNw95
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24 min
May 24, 2018
104: The Future of Lead Scoring w/ Bryan Brown
Is lead scoring still relevant? In the past, lead scoring was a way to determine if someone was a good-fit account. But it plays such a smaller role today with an ABM focus. The future is account-based scoring—but that’s not synonymous with lead-based scoring. P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.  Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/
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14 min
May 23, 2018
103: Importance of Journaling
You can commit to the rest of your 2018 goals by doing one thing right now. Start journaling. As part of our flashback series (celebrating 100 episodes of the #FlipMyFunnel, we're taking a look at episode 13. In this episode, Sangram argues the benefit of journaling as a tool for self-reflection and the achievement of goals.  This week only, enter promo code: 100PODCAST for $100 off any conference ticket. Check out the link to register here: http://bit.ly/2kbNw95 Only two more days to grab this discount for yourself or your team!    
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12 min
May 22, 2018
102: Want Success in Business? Follow These 4 Steps w/ David Cancel
One-time success in business means nothing.  To really “make it,” you’ve got to learn how to find that same amazing result again and again. As part of our flashback series (celebrating 100 episodes of the #FlipMyFunnel Podcast!), we’re going back to Episode 2, an interview with David Cancel, CEO of Drift.   This week only, enter promo code: 100PODCAST for $100 off any conference ticket. Check out the link to register here: http://bit.ly/2kbNw95 David shared some insights on four simple rules for cutting through the clutter of today’s noisy environment: Focus on the basics Establish a progression mentality Follow your spidey senses Develop a growth mindset
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21 min
May 21, 2018
101: 8 Keys for Integrating ABM with Your Sales Team’s Existing Target Account Programs w/ Matt Heinz
In honor of releasing our 100th episode, we’re taking the time to look back at some of our favorite episodes from the past few months! We’re starting with our 6th episode from Matt Heinz who will be speaking at the #FlipMyFunnel Conference in Boston on August 8th. Enter promo code: 100PODCAST for $100 off any conference ticket. Check out the link to register here: http://bit.ly/2kbNw95 In a past talk, Matt shared eight keys to integrate account-based marketing with your sales team’s existing target account program.  That’s you, as a marketer, fitting into their plans—not the other way around. Studies show that the more integration marketing and sales have with each other, the higher percentage of revenue goals they achieve. But it all has to start somewhere.  Matt believes you need to make the sales team an early partner and collaborator.   More than that, you need to make them the leader and build from their methods. Check out Episode 101 for Matt’s full talk!
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27 min
May 18, 2018
100: Celebrating 100 Episodes of the #FlipMyFunnel Podcast!
Cue the Rocky theme music,  we’ve made it to 100 episodes!  100 episodes since January 1st. We’re pretty pumped about that. And we’re taking a minute to celebrate.  A huge thank you goes out to all of the people who have been on the show, who have listened to the show, and who have expressed interest in joining us for future episodes! Join us as we celebrate our first 100 episodes, look back at some of our favorites, and get excited for what the future holds!   To see all 76 people who have been featured on the podcast and their episodes, check out this blog: https://flipmyfunnel.com/76-heroes-from-100-episodes/ 
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10 min
May 17, 2018
99: Keys to Customer Success: Humans Welcome. w/ Ryan Schwartz & Kyle Hardaway
Relationships are built with intention. This week we sat down with Ryan Schwartz and Kyle Hardaway from Terminus to discuss customer success.   There are several strategies these gentlemen use to humanize communication and ensure customer success, one of which is the use of video.  According to Kyle and Ryan, Video humanizes communication by allowing us to read body language and put a face to our communication. It breaks down physical barriers and allows us to get to know clients It is less formal, making way for people to be more authentic It allows for us to be “an extension of their team” It shows customers that you are committed to giving them your full attention According to Ryan, “SDR is the short game and customer success is the long game.”  It takes time and intentionality to build and sustain those relationships. But once those relationships are in place, prospective clients are more likely to listen.  Listening gives folks the tools to have success. Success means you up-serve and retain more clients.   Finally, customer success takes a willingness to continue to show up in new and different ways.  How do I stand out as not just another vendor but someone that is proactive in their approach? Makes clients feel like people not numbers?  Always keeps others guessing? Differentiate yourself. Be human.   P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.  Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/
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20 min
May 16, 2018
98: The 22 Immutable Laws of Marketing: A Breakdown from Sangram
Despite being a mere two hour read, The 22 Immutable Laws of Marketing provides immense clarity. Detailed amongst the 22 immutable laws, reside lifelong lessons that are extremely relevant to people in Marketing and Sales; as well as if you’re someone who's building a leadership team, a company and you’re grappling with associated challenges. While most people and organizations are focused on pursuing the trends and changes occurring throughout the world’s markets, this book instead makes a brilliant case as to why we should stay grounded in what’s not changing. In other words, the 22 immutable laws. In this interview, Sangram chooses to focus on his three favorite laws of the 22. One of the biggest realizations one could make through the explanation of the laws of leadership, category and focus is that Marketing is a battle of perceptions. When it comes down to it, in order to gain a competitive advantage in order to win the hearts and minds of your target market, the first step is to change the way you think about Marketing … you need to change your perceptions. Then after applying the “22 Immutable Laws”, the rest will fall into place.
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17 min
May 15, 2018
97: In Search of the Customer Promised Land w/ Andy Raskin
How would you want customers to answer this question:   How has (insert your company’s name) changed your life? According to strategic storytelling consultant Andy Raskin, The Promised Land lies at the intersection of the change in the life of the customer to which we are committed and the undeniable relevant change in the world which makes that change necessary. We all want to be customer centric, yet often our mission statements reflect what WE want for our customers rather than being reflective of our actual customer. If we can reframe the company narrative with the customer as both warrior and hero alike, we will tell a more compelling and strategic story.  The language of that story will drive our actions and overall strategy as a company. And before we know it we won’t just want to be customer-centric….we actually will be.
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25 min
May 14, 2018
96: ABM Success: Invoca's Journey from Implementation to Optimization w/ Julia Stead
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.
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36 min
May 11, 2018
95: Chasing Moments as an SDR w/ Seyar Karimi
Why is it important to "chase moments" both personally and professionally? Seyar Karimi is a Senior Business Development Representative at Uberflip. Seyar wrote a piece for the #FlipMyFunnel blog that you can find here: https://flipmyfunnel.com/chasing-moments-and-talking-to-strangers/    
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16 min
May 10, 2018
94: Glass Balls vs Rubber Balls w/ Meg Zelman
On this episode of the #FlipMyFunnel podcast, we give a huge shout out to all the moms. Whether they’re full time working moms or stay-at-home moms, or anything in between, we couldn’t do anything without them. Meg Zelman from Terminus is here to talk all about motherhood.   P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.  Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/
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17 min
May 9, 2018
93: How to Tell Better Business Stories
What do all great movies have in common? According to Donald Miller’s Building a Story Brand, there’s a hero, a problem, and a guide. Most companies think that they’re the heroes, when in all reality, we are the guides. We don’t save the day, we come alongside the hero (marketer) to help them save the day. At the end of the day, no product or platform can solve everybody’s problem. That is done by people, not products. Have you positioned yourself to be the guide? Or are you still trying to be the hero?
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16 min
May 8, 2018
92: Tour of Duty w/ David Keil
How do some companies create loyalty between themselves and their employees while others watch talented staff and executives click through a turnstile? According to the guys who founded LinkedIn, the secret to corporate loyalty lies in creating a tour of duty framework. I recently interviewed David Keil (pronounced Kyle), founder and chief executive of QASymphony. We talked about how he's applying the tour of duty concept at his company. David discovered tour of duty on a flight to Vietnam when he opened the book The Alliance: Managing Talent in the Networked Age by LinkedIn founders Reid Hoffman and Chris Yeh. Technology companies are particularly vulnerable to high turnover, so when Hoffman and Yeh started LinkedIn, they decided their new company would be the outlier. That's why they created a tour of duty.
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24 min
May 7, 2018
91: Ready, Set, Start: Rocking ABM Account Selection from A to Z w/ Lisa Skinner
The world is full of marketing challenges. Win rates need to be higher, there’s a lack of sales and marketing alignment, a businesses need to be more efficient across the board. So how do you really focus in and select the right ABM accounts? How do you know what to pursue? Lisa Skinner of Localytics has the answers.
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25 min
May 4, 2018
90: How Should You Budget for ABM?
In this episode, Kaitlin Lutz talks with Sam Melnick, VP of Marketing at Allocadia, all about how to budget for ABM.  This episode is based off a blog that Sam wrote on the #FlipMyFunnel blog: https://flipmyfunnel.com/how-should-you-budget-for-abm/  
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16 min
May 3, 2018
89: Making the Move from SDR to Marketing w/ Allie Butters
Going through an acquisition can be tough. When adding a transition from sales to marketing, the path becomes steep. Allie Butters, Marketing Lead with BrightFunnels shares with us the journey of both an acquisition as well her transition from an SDR to marketing. You’ll get the inside story of how she navigated the landscape and real lessons that can be applied in similar situations. Realizing that sales and marketing have more in common than most people think, she offers practical advice on how she’s thriving and growing her team; lessons that you can use in your career.   P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.  Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/
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20 min
May 2, 2018
88: The Difference Between Giving Up and Letting Go
Everybody has those days when it feels like the cards are stacked against them. But how do tell the difference between giving up, and simply deciding to let go? What needs to shift in your mindset to make the change? Sangram is here to tell you.
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14 min
May 1, 2018
87: Book Publishing: Do’s and Don'ts w/ Amy Fandrei
Your story is a good one. It has the ability to connect and resonate. It’s book worthy, but how do you make that leap? Imagine being able to write a book and knowing what pitfalls to avoid and what tricks will save you time. Amy Fandrei, publisher with Wiley Publishing, opens up to share what are the most effective tips and tricks to get your idea or story into a book. She’ll also walk through both a success and a failure and disclose why publishing a book is a great idea.
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19 min
April 30, 2018
86: Forget the Fluff: A Practical Approach to ABM w/ Kristen Wendel
Kristen Wendel, Director of Marketing Operations at Planview, (Previously Director of Marketing Operations at VersionOne) shares how her team uses insightful tools to build a practical pipeline of marketing qualified leads and accounts.
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10 min
April 27, 2018
85: How Reply Marketing Can Help with Sales w/ Matt Benati
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. When we send out newsletters and continuously send them monthly or quarterly there may be a low response ratio, but we found that it generates 20% net new additions to the database. When a customer sends back an automatic response we can take that information to gain more insight in the future prospect. It can give us a much higher connect ratio, a much more engaged conversation, it will enhance the list of people we have, and update further information about them (i.e ask about their vacation, how they are feeling after being sick out of office, etc.).
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21 min
April 26, 2018
84: Balancing Customer Happiness and Success w/ Jason Katz
Keeping customers happy is the goal, right? Not always. Often, a customer won’t stick around with a service provider if they don’t succeed in their goals. Even if that customer is happy with the service. Fortunately, we had Jason Katz—Manager of Retention Operations at Terminus—on the #FlipMyFunnel podcast to dish out some advice in keeping that balance between happiness and success.   P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.  Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/
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21 min
April 25, 2018
83: Lessons From Peter Drucker’s “The Effective Executive”
Effective enterprise leaders ask themselves two questions: What needs to be done? What is right for the company? Peter Drucker gives both of these points away in the first page of his book The Effective Executive. These may seem simple. They are. And they have amazing returns. Not only does Peter give these away, he gives us a specific plan of attack. On this episode, you’ll get an inside peak from the minds of one of the executive greats. We tell you his plan on how to ask the right questions, communicate effectively with your team, and maximize your productivity.
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21 min
April 24, 2018
82: 3 Big Questions for Sales Leaders w/ Dan Ross
Our guest today is Dan Ross, SVP of Commercial Sales (SMB) at Salesforce. In this one, Sangram asks Dan three questions about his experience in a leadership role in sales for Salesforce: 1) How do you think about leadership? 2) What are the trends that have changed the way sales is done? 3) What are the best leadership traits for salespeople?
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22 min
April 23, 2018
81: Fall Crazy in Love with Account-Based Social w/ Amelia Ibarra
You've been sending customized emails from your sales team, and it's going great. Except for social media. How can you make account-based solutions for social media work for you? Amelia Ibarra, who at this time served as the social media and influencer manager for Everstring (now, Sr. Demand Gen Manager at SaaStr) gave #FlipMyFunnel four steps to fall in love with account-based solutions. Using these steps, Amelia moved her company from generic ad targeting to account-based management. In one month, that change resulted in a fivefold increase in Everstring's number of leads from Twitter. According to Amelia, account based social management is an added touchpoint to a campaign.  Connect with Amelia on Twitter: @miadia Check out more sessions like Amelia's at the #FlipMyFunnel Conference on August 8th in Boston: https://flipmyfunnel.com/2018-flipmyfunnel-conference/ (Use promo code PODCAST for a discount on tickets!)
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25 min
April 20, 2018
80: How to Humanize B2B w/ Andrea Neiman
What does "humanizing B2B" mean? And why should you care about it? All of that and more in this episode with the incredible Andrea Neiman.  #OneHero
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18 min
April 19, 2018
79: How to Transition Sales to ABM w/ Mike Venable & Robert Beckwith
Getting your sales team on board with ABM is not always easy. Mike, Robert, and Sangram discuss what transitioning sales to ABM actually entails, and why it's incredibly important, in this #OneTeam episode.    P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.  Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/
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25 min
April 18, 2018
78: The Secret to More Power and Influence
Cluttered schedules and pipelines are the norm. Imagine how much more productive you could be if you stripped away those things that aren’t worth the time you spend doing them. What would it take for you to do that? In this one, Sangram talks about a simple way to start setting your priorities straight. It’s as easy as saying “No.”
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17 min
April 17, 2018
77: How to Measure ABM Success w/ Masha Finkelstein
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. However, in this episode, Masha and Sangram discuss the solutions to both.
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20 min
April 16, 2018
76: Putting the "B" Back in B2B w/ Kevin Bobowski
It’s not easy to succeed in a B2B company. There are tons of distractions that will cause you to stray from what works, and to forget your purpose. It is easy to lose sight of your target market and to spend time marketing to the wrong people. Kevin Bobowski, SVP of Marketing at BrightEdge, has plenty of experience in this area. He is a leader in development of go-to-market strategy and has tried-and-true B2B strategies that work. In this one, he shares about his belief in account based marketing, and why this works. Check out more sessions like Kevin's at the #FlipMyFunnel Conference on August 8th in Boston: https://flipmyfunnel.com/2018-flipmyfunnel-conference/ (Use promo code PODCAST for a discount on tickets!)
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23 min
April 13, 2018
75: The AMO You Need for Success on LinkedIn Ads w/ AJ Wilcox
Do you have your AMO? 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.” Check out AJ's blog on how to dig into LinkedIn ads here: https://flipmyfunnel.com/the-ammo-you-need-for-success-on-linkedin-ads/
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16 min
April 12, 2018
74: The Power of Video Outreach w/ Morgan Gillespie
Morgan Gillespie from Terminus walks us through the lessons every SDR can learn about using video as your initial form of outreach to future customers. She offers tips, tricks, and advice on how to make video work for you.
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16 min
April 11, 2018
73: To Sell is Human
Daniel Pink’s fabulous book “To Sell is Human” is groundbreaking. In this episode, Sangram breaks down five of the key lessons he’s learned from reading Pink’s book.
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18 min
April 10, 2018
72: Persistence, Timing, and Humor: Unlikely Tools to Land That Meeting w/ Stu Heinecke
Stu Heinecke, author of How to Get a Meeting with Anyone has a great deal of experience landing sit down meetings with difficult-to-reach people. He came on the show to share with us some of his top tips to help land that big, seemingly unattainable, meeting.
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19 min
April 9, 2018
71: Getting More Diversity in Tech w/ Lori Richardson
More diversity on your sales team means more ROI. But far too often, not enough women apply. So how do you attract more qualified female applicants to your sales candidate pool? Lori Richardson knows. She’s been a woman in sales for years, and currently serves as the President of WOMEN Sales Pros, and as the CEO of Score More Sales. Her experience working directly in sales, as well as her decade and a half experience strategizing with B2B companies in their pursuit of shoring up higher sales volumes, has given her some perspective on how to attract women to your sales team. She comes on our show today to give us her advice. Check out more sessions like Lori's at the #FlipMyFunnel Conference on August 8th in Boston: https://flipmyfunnel.com/2018-flipmyfunnel-conference/ (Use promo code PODCAST for a discount on tickets!)
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23 min
April 6, 2018
70: The Passion of the Nonprofit World w/ Oneisha Freeman
The nonprofit world gets a bad rap, and that’s a shame. Those in the nonprofit world can teach those of us in the ABM world a thing or two about passion and commitment and loving what we do.
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23 min
April 5, 2018
69: What Are Professional Services and When Should You Buy Them? w/ David Pyrzenski
What are professional services and how/when should you buy and use them? David Pyrzenski is a VP of Professional Services at Terminus, and he has some outstanding advice.
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17 min
April 4, 2018
68: V2MOM -The 5 Things Your Entire Team Should Write Down
V2MOM may sound like a corny acronym, but it is one of the most profound ways of understanding where you want to go and how to get there. You owe it to yourself to write your own V2MOM for both your personal and professional life.
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20 min
April 3, 2018
67: Be the Hardest Working Person in the Building w/ Kenny Goldman and Derek Grant
In this one, Sangram interviews Kenny Goldman and Derek Grant about how to make an impact no matter your role, experience level, or title. 
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39 min
April 2, 2018
66: Flood Your Funnel by Being the Smartest Person in the Room w/ Keenan
How can being the smartest person in the room get your prospects to actually pay attention to you? Keenan, CEO/President of A Sales Guy, is here to tell us.
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32 min
March 30, 2018
65: Ten Minute Teardowns
Sangram and Kaitlin discuss the topics for some of the 10 minute teardowns at the upcoming #FlipMyFunnel Conference. Sign up for the #FlipMyFunnel Conference here:  bit.ly/fmfpodcastpromo Use the promo code: PODCAST to get your discount!
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13 min
March 29, 2018
64: What Makes a Bad Sales Call Bad, and a Good Sales Call Good? w/ Alex Latraverse
Alex Latraverse, VP of Strategic Sales at Terminus discusses the qualities and practices that make a good sales call, and a bad sales call.
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15 min
March 28, 2018
63: 5 Ways You Know You Are A One Night Stand Marketer
Marketers love trying to close the deal after the first meeting. Are you a one night stand marketer? Are you more focused on conversions than conversations? Sangram shares 5 ways you know that you’re a one night stand marketer.
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24 min
March 27, 2018
62: Why Engagement is Marketing 2.0 w/ Jill Rowley
Marketing in today’s world is all about engaging with a potential buyer. Or at least it should be. But too often, a seller simply automates the process. There’s no trust, no knowledge and no value to the buyer. How many times have we all received an unsolicited email from someone who clearly sent out that same email to a thousand other buyers?  How did you feel? Probably the same way our latest guest, Jill Rowley, Chief Growth Officer for Marketo feels about those emails. Jill came on our show to tell us about engagement -- a whole new marketing philosophy.
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31 min
March 26, 2018
61: How to Avoid the Status Quo w/ Joseph Jaffee
In this episode we hear from Joseph Jaffe, Co-Founder & CEO of Evol8tion.
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50 min
March 23, 2018
60: Why Self Reflection Is Important in Your Career w/ Cory Munchbach
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.
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18 min
March 22, 2018
59: 3 Things B2B Marketers Can Learn From The B2C Sphere w/ Bryan Brown
In this 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.
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15 min
March 21, 2018
58: The 3 Parts of the Magic Triangle
Sangram explains the concept of the magic triangle and how its three parts can foster an environment where employees feel that they are unified and driven to achieving a common goal.
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18 min
March 20, 2018
57: Your Ideal CMO May Not Exist w/ Tim Kopp
Your org is growing. Time to hire the perfect CMO. But that person doesn’t exist. At least not the way you think. You’re probably thinking of a CMO who can ... Build company culture Strategize Create rapid, explosive growth Speak tech, and translate it Market your product(s) to consumers Develop your brand … Sure. But you’re looking for a unicorn, said our latest interview guest Tim Kopp, managing partner at Hyde Park Venture Partners.
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11 min
March 19, 2018
56: A Proven Process to Implement ABM/ABS & Reach Decision Makers w/ Steven Bryerton
Steven Bryerton and the team at DiscoverOrg jumped from just under $1 million in revenue to $70 million in around 7 years. Learn the specific tactics they implemented to organize and their sales team and process to launch such tremendous growth.
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37 min
March 16, 2018
55: Design: a Helpful Tool for Sales and Marketing w/ Shannel Wheeler
Design has a huge impact on sales and marketing. It helps with brand strategy, consistency, and trust.
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21 min
March 15, 2018
54: From Peer to Manager w/ Alex Latraverse
When you’re a manager—especially a new one—it’s easy to forget that leaders are at their best when the people under them are at theirs. Here’s how to get back to the basics of building and developing your team members as people first.
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20 min
March 14, 2018
53: 5 Keys to Your Personal Brand
We all have a personal brand, whether we like it or not. The question is, how are you taking care of yours? Are you nurturing it, or ignoring it? Here are 5 keys to bettering your personal brand.
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21 min
March 13, 2018
52: Customer Success vs. Customer Happiness w/ Lincoln Murphy
Lincoln Murphy discusses the difference between customer success and customer happiness.
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22 min
March 12, 2018
51: Methods, Models, and Metrics of Account-Based Revenue w/ Trish Bertuzzi
Trish Bertuzzi with Bridge Group, Inc. discusses why account types matters and techniques to make the most out of your account-based marketing strategy.
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24 min
March 9, 2018
50: Start With One w/ Matt Amundson
Imagine a world where your business could only sell to one company. What would you do? What would you ask your team to do?  in this episode Kaitlin, Sangram, and Matt Amundson, VP of Marketing and Sales Development at Everstring, discuss how to find prioritize your perfect account. 
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19 min
March 8, 2018
49: A Day in the Life of an Account Executive w/ Brad Wilkerson and Jim Tocci
Two weeks ago, Jim Tocci and Brad Wilkerson talked about what makes for a successful SDR. Today, they talk about what makes for a successful AE. The two, it turns out, are not that much alike.
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15 min
March 7, 2018
48: 5 Lessons Learned From Doing a Daily Podcast
The last two months have blown my mind. After cracking the iTunes charts and over 800,000 LinkedIn views in 2 months, without spending a dime in ad money, Sangram has learned a thing or two from podcasting and posting content based on the episodes. Here are the five biggest lessons he's learned.
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23 min
March 6, 2018
47: 4 Steps to Defining Your Brand Like a Genius w/ Tim Kopp
Positioning your brand. People love to overcomplicate this. Or ignore it altogether because they have no idea how to tackle it. So Sangram talked to Tim Kopp, General Partner with Hyde Park Venture Partners, about how to break it down into manageable chunks so you don’t have to have an existential crisis every time you try to describe your job.
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11 min
March 5, 2018
46: Making Moments Matter w/ Jeffrey Rohrs
Marketers need to look at technological advancements to help make the customer’s journey more focused and to make each moment matter. Listen in to hear Jeffrey Rohrs, CMO of Yext, share his thoughts on maximizing every moment in the customer journey.
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42 min
March 2, 2018
45: How AI Is Changing ABM
AI is more than just predictive marketing or marketing automation because it helps you see patterns that would otherwise be invisible.
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12 min
March 1, 2018
44: 3 Questions to Determine Strategy in Business w/ Bryan Brown
Bryan Brown, Chief Product Officer at Terminus, shares his wisdom on strategy that has served him during his 17 years of success in the marketing tech industry. There are three important questions to consider when determining strategy. First is: where do you compete? Secondly, how do you differentiate? And lastly, can you transform your product into a platform? Using these three questions as a guide, a successful strategy can be created to align and propel a company forward in its industry.
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17 min
February 28, 2018
43: The 5 Ultimate Productivity Hacks
We all have the same 24 hours in each day. The big question is, how do you make the most of those 24 hours? Sangram shares his top 5 productivity hacks to get the most out each day.
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16 min
February 27, 2018
42: Execution vs. Vision: A No-Brainer w/ David Politis
Why do some companies become great and others disappear? Short answer: execution. In this one we talk to David Politis, founder and chief executive of BetterCloud, about how execution, not vision, is the one thing that keeps a company from failing.
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17 min
February 26, 2018
41: How Predictive Empowers Your ABM Strategy Throughout the Flipped Funnel w/ Tony Yang
Are you taking advantage of predictive? At a #FlipMyFunnel event Tony Yang, VP of Marketing at Conversion Logic and former VP of Demand at Mintigo, talked about five ways predictive empowers your ABM strategy as you head down the flipped funnel. And also why Qui-Gon Jinn from Star Wars was actually talking about ABM in one of his famous speeches!
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26 min
February 23, 2018
40: How to Schedule Your Day to Be Exceptional w/ Morgan Ingram
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.
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23 min
February 22, 2018
39: A Day in the Life of an SDR w/ Jim Tocci and Brad Wilkerson
They are organized. They stick to a process. They focus on the wins. They are vital to many organizations. Many times, people within the B2B space do not fully appreciate the role they play. What are “they”? SDRs. Both Jim Tocci and Brad Wilkerson of Terminus joined Sangram on this one to talk about a day in the life of an SDR.
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17 min
February 21, 2018
38: A Modern Approach to PR
Sangram discusses how Terminus used innovative marketing techniques to advertise their new partnership with LinkedIn.
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12 min
February 20, 2018
37: 5 Ways to Build A Winning Company w/ Scott Dorsey
How do you go from a one-person company to being listed on the NYSE? On today's #FlipMyFunnel podcast, we spoke with Scott Dorsey, who spent over a decade building a wildly successful business. He laid out five key ideas for anybody looking to build a winning company.
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23 min
February 19, 2018
36: Pivoting a 175 Year-Old Company to ABM w/ Derek Slayton
How you define “The Universe” matters. At least, it did when a 175-year-old company switched to ABM. Derek Slayton, GM & Global Leader, Sales & Marketing Line of Business from Dun & Bradstreet, spoke at a #FlipMyFunnel event about how we, as marketers, need to focus on which “galaxies” are most opportune for us… ...and which “solar systems” we’re most capable of reaching.
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28 min
February 16, 2018
35: Why Moving On Could Be Good for your Career
What if moving on from your current organization was the best career move you could possibly make?
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13 min
February 15, 2018
34: The Future of Lead Scoring w/ Bryan Brown
There might not be a future for lead scoring. In the past, lead scoring was a way to determine if someone was a good-fit account. But it plays such a smaller role today with an ABM focus. In this one, Sangram interviews Bryan Brown, Chief Product Officer at Terminus, about the history of lead scoring—and why it’s not really necessary anymore.
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13 min
February 14, 2018
33: How Being an Immigrant Shaped My Success
Being an immigrant has been a tremendous advantage for Sangram. As he explains in this one, being an immigrant means he had to be self-reliant. It means he had nothing to fall back on. Not parents, not friends, not anyone. Listen in to hear more of Sangram's immigrant journey.
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9 min
February 13, 2018
32: How Advocate Marketing Is Building Successful Companies w/ Mark Organ
The world is changing. We all know this. Think about it: What do we do before we try a product or a service? We go and find reviews and information from others who have had experiences with those apps, companies, or restaurants. I recently interviewed Mark Organ, co-founder and CEO of Influitive. A serial category creator, he knows that advocate marketing is one powerful tool that, if used correctly, can explode a company’s growth.
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27 min
February 12, 2018
31: How to Make Your Accounts Love the Fact That You're Targeting Them w/ Tyler Lessard
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.
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30 min
February 9, 2018
30: How to Scale Content Marketing for an ABM Strategy
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.
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10 min
February 8, 2018
29: The Player-Coach Relationship Between SDRs and Their Managers
Transitioning to quality from quantity in sales is tough on everyone in your organization, but as you’ll learn from Terminus’s Ryan Vitello and Stuart English, focus is your key to success.
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18 min
February 7, 2018
28: You Should Read These 3 Books
Reading is an invaluable way to keep your mind fresh and able to confront the obstacles of day-to-day life. Here are three of my favorite books.
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9 min
February 6, 2018
27: Think and Grow Rich Company Culture w/ Katie Burke
In order to cultivate exceptional company culture, you need to “Think and Grow Rich.” Sangram sits down with Katie Burke, Chief People Officer of Hubspot, to talk about the importance of company culture.
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14 min
February 5, 2018
26: The Other ABM: How Attention Based Marketing Fast Tracks Sales Readiness w/ Elle Woulfe
Elle Woulfe, VP of Marketing at LookBookHQ, discusses how ABM holds on to a marketer’s most precious commodity—buyers’ attention.
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26 min
February 2, 2018
25: Consequences of Not Prioritizing the Customer and How to Get Back on Track
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. 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.
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10 min
February 1, 2018
24: How to Use ABM to Upsell and Expand Your Business Offerings w/ Chris Reene
ABM is not about doing using the same tactics over and over again. It’s about using creative means (cross-selling, upselling, and encouraging expansion) to hit revenue goals. Listen in to hear all this and more from Chris Reene, Enterprise Account Executive at Terminus. Also, learn why Chris stopped wearing socks! Weird...
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13 min
January 31, 2018
23: Lessons Learned From My First Sale at Terminus
Selling to the first customer is not an easy task but there are lots of lessons that can come out of it. Sangram shares his experience to sell to the first customer of Terminus and you don't want to miss what he did when the customer asked for the price!
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6 min
January 30, 2018
22: The 5 Factors of Success in Entrepreneurial Leadership w/ Godard Abel
In this one we talk to Godard Abel, Co-founder and Executive Chairman at G2 Crowd and CEO at SteelBrick before he sold it to Salesforce, about how there are many different factors in determining the success or failure of a leader or business.
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16 min
January 29, 2018
21: The Big 5 Metrics for Account-Based Marketing w/ Jon Miller
Jon Miller, CEO of Engagio, shares the big 5 metrics for account-based marketing.
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32 min
January 26, 2018
20: Customer Experience is Everyone's Responsibility w/ Sue Duris
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 in this episode. Find Sue's post here.
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12 min
January 25, 2018
19: How to Give Your SDRs Enough Time for Personal Connections w/ Todd McCormick and Peter Herbert
Don’t let your SDRs waste their time chasing 500 different accounts. In this one, Todd McCormick and Peter Herbert talk about how to give your SDRs time back in their day to make real, personal connections.
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16 min
January 24, 2018
18: 3 Steps to Marketing Magic
There are three steps marketing teams are taking to humanize the B2B process, and they all involve creating better environments for positive work relationships.
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15 min
January 23, 2018
17: Blockchain Marketing: From Customer to Investor w/ Travis Wright
In this episode Travis Wright, author of the book Digital Sense, talks about blockchain and the applications to us as marketers.
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21 min
January 22, 2018
16: Insights From 10 Years of Inbound Marketing w/ Kipp Bodnar
Marketers aren’t trusted because more often than not, they don’t take time to develop relationships. Kipp Bodnar, CMO at HubSpot, has over 10 years of experience in the field with results to prove that taking the time to make real connections online leads to real results.
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28 min
January 19, 2018
15: Direct Mail Is Alive and Kicking With Account-Based Marketing w/ Sudhir Kumar
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.
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11 min
January 18, 2018
14: How to Hire Great Talent to Build your SDR Team w/ Lucas Ulloque
Hiring & Investing in great talent is crucial to building a successful SDR. Listen in to hear Lucas Ulloque, Director of Sales Development at Terminus, talk about four more crucial keys.
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14 min
January 17, 2018
13: The Importance of Journaling
Sangram argues the benefit of journaling as a tool for self-reflection and the achievement of goals.
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10 min
January 16, 2018
12: Why Same is Lame, and How to Create Word of Mouth w/ Jay Baer
In this one I interview Jay Baer, NYT Best Selling author, blogger, and founder of Convince and Convert, about his 25 years in digital marketing, how to create word of mouth, and why irrelevant content might be slowly destroying your brand.
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19 min
January 15, 2018
11: My ABM Journey: Don’t Make The Mistakes I Did w/ Jeff Soriano
In this talk, Jeff Soriano discusses why successful ABM is about changing your mind.
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24 min
January 12, 2018
10: Two Mistakes Management Makes with Sales Development
I see it constantly. Well-meaning management teams making critical mistakes with their sales development. What are those mistakes? Our friend Joe Toste, Enterprise Account Executive at Mokriya, wrote about two of them, and we share them here.
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10 min
January 11, 2018
9: How to Get #OneTeam Buy-In
How do you get total #OneTeam buy in from the entire organization?
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11 min
January 10, 2018
8: Are You a Manager or a Leader? 5 Areas to Examine w/ Sangram Vajre
Are you a manager or a leader? These five assessments will tell you.
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14 min
January 9, 2018
7: Develop Your 6th Sense on Why Some Companies Succeed w/ Kelly Ford
All around we see a variety of companies thriving and others who are struggling. The secret to why companies succeed can be achieved when market, product and execution are in balance. Kelly Ford, CMO of Edison Partners joined us to provide her 6th sense wisdom on the key characteristics that successful companies are paying attention to when taking growth to the next level.
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12 min
January 8, 2018
6: 8 Keys for Integrating ABM with Your Sales Team’s Existing Target Account Programs w/ Matt Heinz
The secret to achieving your revenue goal is right down the hall from you. And no, you don’t need to change very much. In a past talk, Matt Heinz presented eight keys to integrate account-based marketing with your sales team’s existing target account program.
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25 min
January 5, 2018
5: Got Churn? 8 Questions Your Organization Should Be Asking Itself
Would you trust your customers with your life? On the flip side of the same coin, customers need to trust you with theirs, if they’re sticking around long term. In this episode, we talk about an article that Kelly Ford wrote for the #FlipMyFunnel blog.
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8 min
January 4, 2018
4: The 3 Keys to Creating a #OneTeam Culture
In this episode, Sangram talks with Terminus' Chief Revenue Officer (Todd McCormick) and VP of Marketing (Peter Herbert) about creating a #OneTeam culture.
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9 min
January 3, 2018
3: Sangram's WHY
Your why is the thing that keeps you oriented towards what really matters in life. What’s your why?
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13 min
January 2, 2018
2: Want Success in Business? Follow These 4 Steps w/ David Cancel
One-time success in business means nothing. To really “make it,” you’ve got to learn how to find that same amazing result again and again. And again. In this episode I interview David Cancel, CEO of Drift, who shared some insights with me on the steps to success in business.
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20 min
January 1, 2018
1: What to Expect From This Podcast in 2018
There’s a giant change coming to The #FlipMyFunnel Podcast in 2018. In this episode, we tell you what it is.
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5 min
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