#FlipMyFunnel Podcast

By Sangram Vajre

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Description

The Flip My Funnel Podcast is a daily podcast hosted by entrepreneur, CMO, and founder of the #FlipMyFunnel movement, Sangram Vajre. On this show, you’ll find a mix of interviews with sales and marketing experts, keynotes from Flip My Funnel events, conversations about staying aligned across an entire organization, fundamental leadership principles, and commentary on great content that’s been published on the Flip My Funnel blog. Ultimately, this podcast is dedicated to helping B2B marketing, sales, and customer success professionals become masters of their craft. Each episode features topics like: leadership, sales and marketing alignment, account-based marketing (ABM), content marketing, marketing technology (MarTech), B2B marketing, B2B sales, customer success, strategic partnerships, agile marketing, buyer personas, content creation and promotion, social media and more.

Episode Date
120: 3 Things to Know When Pitching ABM to Your Board w/ Megan Lueders
23:39

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

Jun 15, 2018
119: How to Get Started With ABM Content w/ Shauna Ward
12:06

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!

  1. 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.
  2. Get personalized with your content.  Show that you care about your targeted accounts.
  3. Know when to use gated vs. ungated content.  Balance giving away your content with keeping your targeted accounts engaged.

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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

Jun 14, 2018
118: The Future of ABM (Part I): The Brutal Truth
13:30

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.

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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

Jun 13, 2018
117: Transitioning From CMO to CEO w/ Mark Stouse
20:00

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.

Jun 12, 2018
116: Personalize the B2B Customer Journey to Boost Demand w/ Jason Jue
24:49

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

Jun 11, 2018
115: What It Takes To Be A Modern CMO w/ Kyle Lacy & Justin Keller
11:55

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:

  1. The job of a CMO is not like other executives, it’s a combination of many different jobs.
  2. Sometimes the most impactful things your marketing team can do are not scalable or even measureable!
  3. Your company’s brand is so, so important.
Jun 08, 2018
114: When to Bring in a Revenue Operator w/ Brad Smith
17:12

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/

Jun 07, 2018
113: Working in Love Vs. Working in Fear
17:37

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!

Jun 06, 2018
112: The Creative Curve w/ Allen Gannett
25:01

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”.

Jun 05, 2018
111: 4 Keys to Successful Marketing-SDR Orchestration w/ Craig Rosenberg
31:42

There are 4 keys to orchestrating a marketing-SDR campaign, but it all starts with getting the whole organization to collaborate successfully.

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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

Jun 04, 2018
110: Account-Based Marketing for Small Teams w/ Charles Kollo
22:44

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.

Jun 01, 2018
109: 3 Hacks to Be a Great Account Executive w/ Meg Zelman
14:46

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/

May 31, 2018
108: The Last Career Guide You'll Ever Need
15:08

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.”

May 30, 2018
107: 3 Must-Have Elements of a Scalable Company w/ Chandar Pattabhiram
20:53

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.

May 29, 2018
106: How The Top SDRs Overcome Obscurity & Crush The Competition w/ Ralph Barsi
23:29

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.

May 28, 2018
105: How to Schedule Your Day to Be Exceptional w/ Morgan Ingram
24:36

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

May 25, 2018
104: The Future of Lead Scoring w/ Bryan Brown
14:39

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/

May 24, 2018
103: Importance of Journaling
12:13

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!

 

 

May 23, 2018
102: Want Success in Business? Follow These 4 Steps w/ David Cancel
21:21

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:

  1. Focus on the basics
  2. Establish a progression mentality
  3. Follow your spidey senses
  4. Develop a growth mindset
May 22, 2018
101: 8 Keys for Integrating ABM with Your Sales Team’s Existing Target Account Programs w/ Matt Heinz
27:08

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!

May 21, 2018
100: Celebrating 100 Episodes of the #FlipMyFunnel Podcast!
10:06

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/ 

May 18, 2018
99: Keys to Customer Success: Humans Welcome. w/ Ryan Schwartz & Kyle Hardaway
20:48

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/

May 17, 2018
98: The 22 Immutable Laws of Marketing: A Breakdown from Sangram
17:39

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.

May 16, 2018
97: In Search of the Customer Promised Land w/ Andy Raskin
25:10

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.

May 15, 2018
96: ABM Success: Invoca's Journey from Implementation to Optimization w/ Julia Stead
36:05

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.

May 14, 2018
95: Chasing Moments as an SDR w/ Seyar Karimi
16:12

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/

 

 

May 11, 2018
94: Glass Balls vs Rubber Balls w/ Meg Zelman
17:27

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/

May 10, 2018
93: How to Tell Better Business Stories
16:59

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?

May 09, 2018
92: Tour of Duty w/ David Keil
24:54

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.

May 08, 2018
91: Ready, Set, Start: Rocking ABM Account Selection from A to Z w/ Lisa Skinner
25:54

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.

May 07, 2018
90: How Should You Budget for ABM?
16:41

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/

 

May 04, 2018
89: Making the Move from SDR to Marketing w/ Allie Butters
20:15

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/

May 03, 2018
88: The Difference Between Giving Up and Letting Go
14:44

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.

May 02, 2018
87: Book Publishing: Do’s and Don'ts w/ Amy Fandrei
19:00

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.

May 01, 2018
86: Forget the Fluff: A Practical Approach to ABM w/ Kristen Wendel
10:41

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.

Apr 30, 2018
85: How Reply Marketing Can Help with Sales w/ Matt Benati
21:20

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.).

Apr 27, 2018
84: Balancing Customer Happiness and Success w/ Jason Katz
21:03

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/

Apr 26, 2018
83: Lessons From Peter Drucker’s “The Effective Executive”
21:58

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.

Apr 25, 2018
82: 3 Big Questions for Sales Leaders w/ Dan Ross
22:00

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?

Apr 24, 2018
81: Fall Crazy in Love with Account-Based Social w/ Amelia Ibarra
25:57

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!)

Apr 23, 2018
80: How to Humanize B2B w/ Andrea Neiman
18:13

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

Apr 20, 2018
79: How to Transition Sales to ABM w/ Mike Venable & Robert Beckwith
25:48

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/

Apr 19, 2018
78: The Secret to More Power and Influence
17:29

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.”

Apr 18, 2018
77: How to Measure ABM Success w/ Masha Finkelstein
20:40

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.

Apr 17, 2018
76: Putting the "B" Back in B2B w/ Kevin Bobowski
23:19

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!)

Apr 16, 2018
75: The AMO You Need for Success on LinkedIn Ads w/ AJ Wilcox
16:25

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/

Apr 13, 2018
74: The Power of Video Outreach w/ Morgan Gillespie
16:14

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.

Apr 12, 2018
73: To Sell is Human
18:29

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.

Apr 11, 2018
72: Persistence, Timing, and Humor: Unlikely Tools to Land That Meeting w/ Stu Heinecke
19:26

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.

Apr 10, 2018
71: Getting More Diversity in Tech w/ Lori Richardson
23:16

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!)

Apr 09, 2018
70: The Passion of the Nonprofit World w/ Oneisha Freeman
23:03

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.

Apr 06, 2018
69: What Are Professional Services and When Should You Buy Them? w/ David Pyrzenski
17:14

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.

Apr 05, 2018
68: V2MOM -The 5 Things Your Entire Team Should Write Down
20:59

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.

Apr 04, 2018
67: Be the Hardest Working Person in the Building w/ Kenny Goldman and Derek Grant
39:49

In this one, Sangram interviews Kenny Goldman and Derek Grant about how to make an impact no matter your role, experience level, or title. 

Apr 03, 2018
66: Flood Your Funnel by Being the Smartest Person in the Room w/ Keenan
32:23

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.

Apr 02, 2018
65: Ten Minute Teardowns
13:23

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!

Mar 30, 2018
64: What Makes a Bad Sales Call Bad, and a Good Sales Call Good? w/ Alex Latraverse
15:51

Alex Latraverse, VP of Strategic Sales at Terminus discusses the qualities and practices that make a good sales call, and a bad sales call.

Mar 29, 2018
63: 5 Ways You Know You Are A One Night Stand Marketer
24:44

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.

Mar 28, 2018
62: Why Engagement is Marketing 2.0 w/ Jill Rowley
31:02

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.

Mar 27, 2018
61: How to Avoid the Status Quo w/ Joseph Jaffee
50:17

In this episode we hear from Joseph Jaffe, Co-Founder & CEO of Evol8tion.

Mar 26, 2018
60: Why Self Reflection Is Important in Your Career w/ Cory Munchbach
18:56

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.

Mar 23, 2018
59: 3 Things B2B Marketers Can Learn From The B2C Sphere w/ Bryan Brown
15:14

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.

Mar 22, 2018
58: The 3 Parts of the Magic Triangle
18:17

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.

Mar 21, 2018
57: Your Ideal CMO May Not Exist w/ Tim Kopp
11:21

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.

Mar 20, 2018
56: A Proven Process to Implement ABM/ABS & Reach Decision Makers w/ Steven Bryerton
37:33

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.

Mar 19, 2018
55: Design: a Helpful Tool for Sales and Marketing w/ Shannel Wheeler
21:08

Design has a huge impact on sales and marketing. It helps with brand strategy, consistency, and trust.

Mar 16, 2018
54: From Peer to Manager w/ Alex Latraverse
20:11

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.

Mar 15, 2018
53: 5 Keys to Your Personal Brand
21:39

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.

Mar 14, 2018
52: Customer Success vs. Customer Happiness w/ Lincoln Murphy
22:37

Lincoln Murphy discusses the difference between customer success and customer happiness.

Mar 13, 2018
51: Methods, Models, and Metrics of Account-Based Revenue w/ Trish Bertuzzi
24:08

Trish Bertuzzi with Bridge Group, Inc. discusses why account types matters and techniques to make the most out of your account-based marketing strategy.

Mar 12, 2018
50: Start With One w/ Matt Amundson
19:52

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. 

Mar 09, 2018
49: A Day in the Life of an Account Executive w/ Brad Wilkerson and Jim Tocci
15:16

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.

Mar 08, 2018
48: 5 Lessons Learned From Doing a Daily Podcast
23:44

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.

Mar 07, 2018
47: 4 Steps to Defining Your Brand Like a Genius w/ Tim Kopp
11:49

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.

Mar 06, 2018
46: Making Moments Matter w/ Jeffrey Rohrs
42:51

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.

Mar 05, 2018
45: How AI Is Changing ABM
12:15

AI is more than just predictive marketing or marketing automation because it helps you see patterns that would otherwise be invisible.

Mar 02, 2018
44: 3 Questions to Determine Strategy in Business w/ Bryan Brown
17:06

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.

Mar 01, 2018
43: The 5 Ultimate Productivity Hacks
16:51

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.

Feb 28, 2018
42: Execution vs. Vision: A No-Brainer w/ David Politis
17:05

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.

Feb 27, 2018
41: How Predictive Empowers Your ABM Strategy Throughout the Flipped Funnel w/ Tony Yang
26:51

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!

Feb 26, 2018
40: How to Schedule Your Day to Be Exceptional w/ Morgan Ingram
23:24

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.

Feb 23, 2018
39: A Day in the Life of an SDR w/ Jim Tocci and Brad Wilkerson
17:57

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.

Feb 22, 2018
38: A Modern Approach to PR
12:08

Sangram discusses how Terminus used innovative marketing techniques to advertise their new partnership with LinkedIn.

Feb 21, 2018
37: 5 Ways to Build A Winning Company w/ Scott Dorsey
23:19

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.

Feb 20, 2018
36: Pivoting a 175 Year-Old Company to ABM w/ Derek Slayton
28:10

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.

Feb 19, 2018
35: Why Moving On Could Be Good for your Career
13:06

What if moving on from your current organization was the best career move you could possibly make?

Feb 16, 2018
34: The Future of Lead Scoring w/ Bryan Brown
13:14

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.

Feb 15, 2018
33: How Being an Immigrant Shaped My Success
09:39

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.

Feb 14, 2018
32: How Advocate Marketing Is Building Successful Companies w/ Mark Organ
27:06

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.

Feb 13, 2018
31: How to Make Your Accounts Love the Fact That You're Targeting Them w/ Tyler Lessard
30:41

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.

Feb 12, 2018
30: How to Scale Content Marketing for an ABM Strategy
10:55

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.

Feb 09, 2018
29: The Player-Coach Relationship Between SDRs and Their Managers
18:16

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.

Feb 08, 2018
28: You Should Read These 3 Books
09:37

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.

Feb 07, 2018
27: Think and Grow Rich Company Culture w/ Katie Burke
14:31

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.

Feb 06, 2018
26: The Other ABM: How Attention Based Marketing Fast Tracks Sales Readiness w/ Elle Woulfe
26:37

Elle Woulfe, VP of Marketing at LookBookHQ, discusses how ABM holds on to a marketer’s most precious commodity—buyers’ attention.

Feb 05, 2018
25: Consequences of Not Prioritizing the Customer and How to Get Back on Track
10:09

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.

Feb 02, 2018
24: How to Use ABM to Upsell and Expand Your Business Offerings w/ Chris Reene
13:01

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...

Feb 01, 2018
23: Lessons Learned From My First Sale at Terminus
06:59

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!

Jan 31, 2018
22: The 5 Factors of Success in Entrepreneurial Leadership w/ Godard Abel
16:22

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.

Jan 30, 2018
21: The Big 5 Metrics for Account-Based Marketing w/ Jon Miller
32:51

Jon Miller, CEO of Engagio, shares the big 5 metrics for account-based marketing.

Jan 29, 2018
20: Customer Experience is Everyone's Responsibility w/ Sue Duris
12:09

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.

Jan 26, 2018
19: How to Give Your SDRs Enough Time for Personal Connections w/ Todd McCormick and Peter Herbert
16:08

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.

Jan 25, 2018
18: 3 Steps to Marketing Magic
15:13

There are three steps marketing teams are taking to humanize the B2B process, and they all involve creating better environments for positive work relationships.

Jan 24, 2018
17: Blockchain Marketing: From Customer to Investor w/ Travis Wright
21:22

In this episode Travis Wright, author of the book Digital Sense, talks about blockchain and the applications to us as marketers.

Jan 23, 2018
16: Insights From 10 Years of Inbound Marketing w/ Kipp Bodnar
28:10

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.

Jan 22, 2018
15: Direct Mail Is Alive and Kicking With Account-Based Marketing w/ Sudhir Kumar
11:18

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.

Jan 19, 2018
14: How to Hire Great Talent to Build your SDR Team w/ Lucas Ulloque
14:53

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.

Jan 18, 2018
13: The Importance of Journaling
10:36

Sangram argues the benefit of journaling as a tool for self-reflection and the achievement of goals.

Jan 17, 2018
12: Why Same is Lame, and How to Create Word of Mouth w/ Jay Baer
19:50

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.

Jan 16, 2018
11: My ABM Journey: Don’t Make The Mistakes I Did w/ Jeff Soriano
24:33

In this talk, Jeff Soriano discusses why successful ABM is about changing your mind.

Jan 15, 2018
10: Two Mistakes Management Makes with Sales Development
10:36

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.

Jan 12, 2018
9: How to Get #OneTeam Buy-In
11:55

How do you get total #OneTeam buy in from the entire organization?

Jan 11, 2018
8: Are You a Manager or a Leader? 5 Areas to Examine w/ Sangram Vajre
14:41

Are you a manager or a leader? These five assessments will tell you.

Jan 10, 2018
7: Develop Your 6th Sense on Why Some Companies Succeed w/ Kelly Ford
12:50

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.

Jan 09, 2018
6: 8 Keys for Integrating ABM with Your Sales Team’s Existing Target Account Programs w/ Matt Heinz
25:41

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.

Jan 08, 2018
5: Got Churn? 8 Questions Your Organization Should Be Asking Itself
08:37

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.

Jan 05, 2018
4: The 3 Keys to Creating a #OneTeam Culture
09:34

In this episode, Sangram talks with Terminus' Chief Revenue Officer (Todd McCormick) and VP of Marketing (Peter Herbert) about creating a #OneTeam culture.

Jan 04, 2018
3: Sangram's WHY
13:47

Your why is the thing that keeps you oriented towards what really matters in life.

What’s your why?

Jan 03, 2018
2: Want Success in Business? Follow These 4 Steps w/ David Cancel
20:07

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.

Jan 02, 2018
1: What to Expect From This Podcast in 2018
05:53

There’s a giant change coming to The #FlipMyFunnel Podcast in 2018.

In this episode, we tell you what it is.

Jan 01, 2018