LeadGenius Radio

Host Zeb Couch, Sr. Enterprise Account Executive at LeadGenius, interviews Erik Taylor, Business Development Manager at FinancialForce, to discuss how Erik has improved efficiency within his BDR team throughout the entire sales process.  At one point Erik had calculated that his team was spending only 25% of their day on actual sales outreach activities, the rest of their time was being spent on researching, adding, cleansing contacts and then creating lists and reports so they could track these folks when they finally had the time reach.  This process was not scalable either financially or administratively, so FinancialForce partnered with LeadGenius to solve various issues and ultimately increase outbound selling activity by 50% within a very short time.  Listen to hear about real problems and solutions to all B2B sales organizations and how to fix them.   About our guest, Erik Taylor: He started his sales career unknowingly when he was 11 years old, trading Pokemon cards and collecting holographics. The stakes are higher now, but to Erik, the game is still the same. With a natural curiosity, desire to help others, and drive to succeed - he's hustled and grinded as a sales professional, and consistently over-performed both as an individual contributor and a team leader. Currently, he works for one of the fastest-growing Cloud ERP and PSA providers in North America. 

Company culture is grown and nurtured from within. Mark Godley and his guest, Rob Kornblum, keynote speaker, author, former VC, and friend dispell some myths about how to build a successful company culture to keep your company on track to grow and to keep attracting people you WANT to work with. Later in the show they also discuss their years in tech startups and why culture, hiring and people are the essential ingredients in a successful startup. Rob even goes so far to say that the team is more important than the product! Join the podcast to hear from a successful author, VC, and data wonk about the skills and savvy you need to hire and succeed in the startup world.  ___________________________________________ LeadGenius Radio is hosted by Mark Godley CEO of LeadGenius which is a program on the Funnel Radio Channel.     

Prayag Narula, Founder and Executive Chairman at LeadGenius, and Jeff Serlin, Head of Sales & Support Operations at Intercom, sit down to discuss what goes into building a high-velocity sales process that has the right mix of people, signals and technology. Jeff is a master at scaling processes and teams to ensure successful growth, but that’s not the best part, Jeff is humble and willing to help his peers to do the same. Jeff’s thoughts and experiences make this a must listen to the podcast if you are in the business of creating an ABM machine at scale for SMB. Listen live or catch the recording after, but either way, just listen! ___________________________________________     LeadGenius Radio is hosted by Prayag Narula President and Chairman of LeadGenius which is a program on the Funnel Radio Channel.  

Mark Godley, CEO of LeadGenius, sits down with Amnon Mishor, Co-Founder & CTO of Leadspace, to discuss his journey in the B2B data space and how he applied his military data intelligence training to the b2b marketing space.  Mark and Amnon discuss the recent consolidation in the b2b data space and why it is a good thing for the industry and go on to make some predictions for the data industry’s future in the next five years. This is a great conversation between data wonks that you don't want to miss. About our guest: Amnon Mishor co-founded Leadspace (formerly Data Essence) in 2010 and served as the company’s CEO for its first four years. Amnon brings more than 10 years of experience in envisioning and leading the development of innovative solutions in the fields of web intelligence, semantic technologies, and search. Prior to Leadspace, Amnon designed and deployed successful business and competitive intelligence solutions for over a dozen high-tech organizations, including Bezeq (Israel’s national telecom company) and ECI Telecom. During his service in the Israel Defense Force, Amnon headed the Intelligence Systems and Data Mining Department of the army’s Technological Intelligence Unit.

Tech Stacks are seldom built from the ground up with an intentional purpose.  Most are cobbled together from parts (software) that exist and is being used and new parts are added.  When this happens the original intent of the stack is lost and seldom revisited much less new goals created for the whole stack.   Jim Gearhart has an abundance of knowledge, insight and strong opinions about how to build a tech stack that will actually improve ROI and the data you need to fuel it.  Mark Godley puts Jim Gearhart, Senior Director, Enterprise Business Applications & Development at Zendesk, in the hot seat to discuss all things Martech.  They discuss: Why data is like weight What is shelfware? Why all organizations struggle with data Why data is ingested but never used Taco Bell and the Cheese Cake Factory? Why fat, salt and sugar is an unhealthy situation in data Say what?  Data Bloat? Gearhart will also share his experience as a buyer, handling endless pitches from a dizzying array of vendors claiming nirvana just a PO away. Join September’s Data Dump podcast to get the inside scoop on the future of data and Martech tools. About our guest: Jim Gearhart, Senior Director, Enterprise Business Applications & Development @ Zendesk With two decades of experience building and leading technology teams, Gearhart has worked in a technical and strategic leadership capacity for a number of notable tech companies including HP, Agilent Technologies, Unify, Turn, Omniture,  & Adobe. Currently serving as Sr. Director of Enterprise Business Applications & Development for Zendesk, Gearhart provides executive leadership and vision to ensure Zendesk’s objectives are realized through a modern, cloud-first technology stack.  Gearhart is at the intersection of pricing & packaging decisions for Zendesk’s SaaS products, enterprise platform & process governance, and represents Zendesk in MGI's Monetization Leadership Council, a Silicon Valley group dedicated to identifying and sharing market trends and best practices for SaaS companies.  Outside of his day to day executive functions, Jim’s interests include family, world travel, science, winter sports, and scuba-diving.

Mark Godley talks with Brett Hurt, CEO & Co-Founder of Data.World. This is a great, informative show because Mark and Brett’s data values align. Brett believes that data is liberating and data can lead to all types of epiphanies...which is what the team at LeadGenius preaches daily. Tune in to hear how your company, B2B or B2C, can leverage data.world’s open data sets that make up the largest collaborative data community...oh and it has a user-friendly interface that was not built for gurus and quants, just normal sales and marketing folks. They discuss: Why data is liberating The definition of a graft database How data.world is the world's largest collaborative community How data is transforming the way F500 do business The future of a database-driven culture in retail, healthcare, and B2B  How to catalog your data Learn why you must build a data-driven culture How to wake-up your hidden workforce About our guest: Brett is the CEO and co-founder of data.world, a Public Benefit Corporation (and Certified B Corporation) focused on building the platform for modern data teamwork. data.world helps you tap into more of your company’s collective brainpower—everyone from data scientists to nontechnical experts—so you can achieve anything with data, faster. Brett is also the co-owner of Hurt Family Investments (HFI), alongside his wife, Debra. HFI is involved in 65 startups and counting, mostly based in Austin (see http://lucky7.io/portfolio for details). HFI is also invested in 19 VC funds and multiple philanthropic endeavors. Brett founded and led Bazaarvoice as CEO from 2005-2012, through its IPO, follow-on offering, and two acquisitions (PowerReviews and Longboard Media). Prior to Bazaarvoice, Brett founded and led Coremetrics, which was rated the #1 Web analytics solution by Forrester Research and, like Bazaarvoice, expanded into a global company and category leader. Coremetrics was acquired by IBM in 2010 for around $300m.

  Prayag Narula, President, and Founder of LeadGenius, sits down with Brian Vass, VP of Sales and Marketing Technology at Paycor to discuss the process he uses to vet new martech vendors, cut through the noise and make the best purchases for his team. Brian then goes on to discuss his role in aligning sales and marketing, how Paycor uses their data to implement a successful ABM strategy for both enterprise and SMB prospects, and how Paycor uses their data to personalize the customer experience. And to finish off the podcast, Prayag hosts the first ever, rapid-fire game of “Fad or Fortune”. About Prayag's guest: Brian Vass, Vice President of Sales and Marketing Technology, Paycor Brian is a modern sales & marketing leader with a passion for leveraging people, process, and technology to drive revenue growth. He has a track record of spearheading change and enabling teams to perform at their highest potential. In his tenure at Paycor, Brian was instrumental in building a revenue-focused marketing team, implementing CRM and Marketing Automation, and creating a combined sales and marketing operations team. He is a frequent speaker at Dreamforce, Marketo Summit, and other industry events.

  Jeff Kostermans, VP of Demand Generation at LeadGenius, sits down with Daniel Guagler, CMO of PFL, to discuss the meteoric rise of tactile marketing in the past few years and how to effectively weave it into your outbound marketing plan.  Join us for a lively discussion on the resurgence of direct mail, the importance of physical address data verification when launching a direct mail program, if direct mail is here to stay and his predictions on other marketing trends we’ll see in the next few years. About Jeff's guest: Daniel is a business-driven, entrepreneurial-minded marketer with an extensive background in web-based marketing, search engine optimization, and direct sales. His passion is helping small businesses reach the next level. Since joining PFL in January 2005, Daniel has leveraged his strategic and hands-on approach to business to propel company growth, in his roles as Director of Business Development, Marketing Manager and Technical Service Representative (TSR). He discovered his passion for business and marketing in college when he started developing websites for local businesses and helping them get found online. He has been involved in Internet marketing for more than 10 years. Daniel earned his bachelor's degree from Montana State University in business marketing with a strong emphasis in computer science. He credits growing up on a cattle ranch in central Montana in helping him develop an early appreciation for rolling-up his sleeves and getting the job done.   

Mark Godley sits down with Brett Hurt, CEO & Co-Founder of Data.World. This is going to be such a great, informative show because Mark and Brett’s data values align. Brett believes that data is liberating and data can lead to all types of epiphanies...which is what the team at LeadGenius preaches daily. Tune in to hear how your company, B2B or B2C, can leverage data.world’s open data sets that make up the largest collaborative data community...oh and it has a user-friendly interface that was not built for gurus and quants, just normal sales and marketing folks.   About our guest: Brett is the CEO and co-founder of data.world, a Public Benefit Corporation (and Certified B Corporation) focused on building the platform for modern data teamwork. data.world helps you tap into more of your company’s collective brainpower—everyone from data scientists to nontechnical experts—so you can achieve anything with data, faster. Brett is also the co-owner of Hurt Family Investments (HFI), alongside his wife, Debra. HFI are involved in 65 startups and counting, mostly based in Austin (see http://lucky7.io/portfolio for details). HFI are also invested in 19 VC funds and multiple philanthropic endeavors. Brett founded and led Bazaarvoice as CEO from 2005-2012, through its IPO, follow-on offering, and two acquisitions (PowerReviews and Longboard Media). Prior to Bazaarvoice, Brett founded and led Coremetrics, which was rated the #1 Web analytics solution by Forrester Research and, like Bazaarvoice, expanded into a global company and category leader. Coremetrics was acquired by IBM in 2010 for around $300m.

Mark Godley invites Brett McBee-Wise, VP of Product at LeadGenius, to be his guest for the 2019 April Data Dump show. Brett has a rich history in the martech space and has spent his entire career designing, marketing, and building sales and marketing software.  Mark and Brett dive into what product looks like at a data company, the importance of user experience, balancing internal systems with the customer experience and much more. If you’re in product management or looking to get started Brett is an awesome resource...listen and learn!

Mark Godley sits down with Theresa Kushner, Accomplished, Business-Centric Executive, Board Advisor, and friend. Theresa and Mark have a lively discussion about a wide range of data topics: GDPR, Cambridge Analytics, B2B vs B2C data, the role of Chief Data Officers and the revolutionary concept of “B-2-Me”.  Tune in this week to hear two data gurus discuss the changes, trends and the future of data. About Mark's guest, Theresa Kushner Accomplished, Business-Centric Executive and Board Advisor who understands data and leads companies through transformations in the midst of rapid technology, regulatory and market disruptions. Expertise harnessing data/analytics, company, and customer information to lower costs and contribute multi-billion dollar growth for publicly traded, technology leaders. Overcomes challenges faced by the business application of technology to the data and information supply chain. Known for ability to influence employee engagement through new initiatives, relishing innovation and reinventing business processes. Anticipates technical trends and develops tangible assets within a viable technical framework to allow for scalability, efficiency, and effectiveness. Qualified to advise CEOs and Boards of legacy and startups attempting – or developing products and services for digital transformations

Mark Godley sits down with Rob Kornblum, author, former VC, and friend. Rob and Mark discuss their years in tech startups and why culture, hiring and people are the essential ingredients in a successful startup. Rob even goes so far to say that the team is more important than the product! Whoa!  Join the podcast to hear from a successful author, VC, and data wonk about the skills and savvy you need to hire and succeed in the startup world.   

Mark's guest on DataDump in this episode is Rick Holmes, Founder of Every Market Media. Rick is a longtime friend, peer and data wrangler of our host. That means that nothing is off limits...are direct dials dead in 2019, will email be obsolete in five years, how will LinkedIn survive, and what are the dirty little secrets of B2B data wrangling. The wholesale data entrepreneur and enthusiast will entertain and school the listeners of what happens behind the velvet curtain of mass data collection and why he loves it so much. About our guest, Rick Holmes, Founder, Every Market Media Rick is an outbound marketing enthusiast who brings value to his customers through data feeds, software and analytical thinking. Most recently, he launched LeadPorte.com to provide greater access to EMM B2B data.Prior accomplishments include ranking on the Inc 5000 three times, building a sales team from 4 to 40 and bootstrapping a business to $1 million+ in sales in its first 12 months.

Mark Godley sits down with Santosh Sharan, CEO of Everstring, for the meeting of the CEO data industry minds! Mark drills down into Prayag’s initial interest in the B2B data space and why he has stayed since his background is deeply seeded in machine learning, multilingual text, and analytics. The CEOs then go on to discuss what modern B2B data vendors have in common and what their future holds. Join the podcast to hear a lively discussion of what the leaders believe to be true about the importance of data and how it is transforming our space and beyond.  

Mark Godley, CEO of LeadGenius, chats with Maria Grineva, CEO and Co-Founder at Orb Intelligence, about her experiences as a serial entrepreneur in the data space over the last decade. What sets Maria apart from the pack is that she has built her companies without venture capital funds. This has allowed Maria to create companies at her own pace, grow organically and create products that she and her team have complete control over. Maria has a perspective on the industry that we all wish we had...pure and free! Join us this month to get the scoop on how Maria is growing and expanding Orb Intelligence on her own terms. About our guest, Maria Grineva Maria Grineva (Grin-yella) is a computer scientist and tech entrepreneur. Over the last 10 years, she has built two successful technology businesses. Currently, as a Founder and CEO of Orb Intelligence, Maria's mission is to bring high-quality firmographic data and advanced tools to use it to fuel B2B advertising, marketing, and sales. Before starting Orb, Maria worked as a Senior Scientist at Yandex, where she led a team of engineers and scientists to build a social search product called Wonder. In 2009, Maria co-founded TweetedTimes, a personalized news service which was acquired by Yandex in 2011. In 2010, Maria co-founded Teralytics, a big data consulting services for Swiss corporations. Maria has a Ph.D. in Computer Science from Russian Academy of Sciences with specialization in database systems, followed by two years in ETH, Zurich as a postdoc in Database Systems group. She has published her research work at prestigious academic conferences: WWW, SIGMOD, VLDB, and others.

This episode of Data Dump Podcast spotlight’s a different kind of data buyer - a buyer of data companies.  Mark Godley, Data Dump Host & CEO of LeadGenius, chats with Jason Mironov, Principal TA Associates, about the role that private equity investments play in the data world.  Jason eloquently explains how private equity and VC funding companies differ in focus and how TA Associates helps companies maintain self-sufficiency, grow profits strategically and how best to set up companies for success. Tune in to get a different look at the B2B data world as well as some future predictions that just might help your investments. About our guest: Jason Mironov Jason joined TA in 2012 and has more than 11 years of experience in private equity and financial services. His current investments span information services, integrated payments, consumer and travel. With domain experience across industries, Jason looks to partner with management teams and founders with a customized approach and a clear strategy for growth and transformation.

Mark Godley puts Jim Gearhart, Senior Director, Enterprise Business Applications & Development at Zendesk, in the hot seat to discuss all things Martech.  Jim has an abundance of knowledge, insight and strong opinions about how to build a tech stack that will actually improve ROI and the data you need to fuel it.  Jim will also share his experience as a buyer, handling endless pitches from a dizzying array of vendors claiming nirvana just a PO away. Join September’s Data Dump podcast to get the inside scoop on the future of data and Martech tools. About our guest: Jim Gearhart, Senior Director, Enterprise Business Applications & Development @ Zendesk With two decades of experience building and leading technology teams, Gearhart has worked in a technical and strategic leadership capacity for a number of notable tech companies including HP, Agilent Technologies, Unify, Turn, Omniture,  & Adobe. Currently serving as Sr. Director of Enterprise Business Applications & Development for Zendesk, Gearhart provides executive leadership and vision to ensure Zendesk’s objectives are realized through a modern, cloud-first technology stack.  Gearhart is at the intersection of pricing & packaging decisions for Zendesk’s SaaS products, enterprise platform & process governance, and represents Zendesk in MGI's Monetization Leadership Council, a Silicon Valley group dedicated to identifying and sharing market trends and best practices for SaaS companies.  Outside of his day to day executive functions, Jim’s interests include family, world travel, science, winter sports, and scuba-diving.

Mark Godley sits down with Karan Singh, COO at SalesSource, and Lars Nilsson, CEO of SalesSource, to discuss why data can make or break B2B GTM strategy. Between the three of these data dogs, they know a thing or two about data and most of it has been learned through trial by fire in their early years. Join the podcast to hear what pitfalls to avoid when choosing a data provider and what defines success.   Karan Singh, COO, SalesSource LinkedIn: https://www.linkedin.com/in/karan-singh-29269015/ Website: https://www.salessource.com/ With over ten years of experience managing and growing Sales Operations functions at hyper-growth companies, Karan has been at the forefront of Enterprise Sales Operations for B2B technology companies in Silicon Valley.  Most recently, Karan led the global Sales Strategy, Programs & Analytics role within Cloudera, where he was responsible for driving the Go-To-Market Strategy, which was instrumental in the overall IPO readiness and execution effort within the company. Karan has also held leadership roles within Corporate Operations (Deal Desk, Order Management), Sales Systems and Compensation Design.  Prior to serving as the co-founder and COO of SalesSource, Karan held leadership roles at ArcSight and Cloudera, both of which were propelled to an IPO through strong operational infrastructure and sales strategy.  Lars Nilsson, CEO, SalesSource LinkedIn:  https://www.linkedin.com/in/lanilsson/ Website:  https://www.salessource.com/ With over twenty-five years of sales and operations experience in the technology sector, Lars is a global leader in enterprise software and selling solutions. Prior to serving as the CEO of SalesSource, Lars was VP of Global Inside Sales for Cloudera, the company that revolutionized enterprise data management by offering the first unified platform for machine learning and advanced analytics optimized for the cloud. Lars and his team at Cloudera developed the sales methodology Account-Based Sales Development (ABSD), which has transformed how businesses approach high-value targets. Lars also led the sales enablement and field readiness teams at Cloudera. These two functions are becoming increasingly important to fast-growth companies looking to rapidly scale sales organizations by shortening onboarding and ramp time for sales reps.  Lars has served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017). 

During our interview with Don Wynns, VP of OEM and Partnerships at HG Data, host Mark Godley will cover buying trends and the quality of data throughout the past two decades and what the future holds. Other topics we will touch on are: ABM, GDPR, third-party data and the ethics of B2B data build processes. We promise this will not be as dry as it sounds! Join us or listen later, but either way, if you are a data wonk you don't want to miss this.

This week on LeadGenius Radio, host Zeb Couch, Sr. Enterprise Account Executive at LeadGenius, sits down with Erik Taylor, Business Development Manager at FinancialForce, to discuss how Erik has improved efficiency within his BDR team throughout the entire sales process.  At one point Erik had calculated that his team was spending only 25% of their day on actual sales outreach activities, the rest of their time was being spent on researching, adding, cleansing contacts and then creating lists and reports so they could track these folks when they finally had the time reach.  This process was not scalable either financially or administratively, so FinancialForce partnered with LeadGenius to solve various issues and ultimately increase outbound selling activity by 50% within a very short time.  Listen to hear about real problems and solutions all B2B sales organizations and how to fix them.    About our guest, Erik Taylor:   He started his sales career unknowingly when he was 11 years old, trading Pokemon cards and collecting holographics. The stakes are higher now, but to Erik, the game is still the same. With a natural curiosity, desire to help others, and drive to succeed - he's hustled and grinded as a sales professional, and consistently over-performed both as an individual contributor and a team leader. Currently, he works for one of the fastest growing Cloud ERP and PSA providers in North America.