The FlipMyFunnel Podcast

Most marketers, if you asked for the number one thing you'd really want to understand in their field, will probably roll their eyes, look at you like you're stupid and say something like: “Your buyer persona,” or even, “The market, duh.” And most marketers would be wrong… What you need to understand more than anything else is your product.In this Takeover episode, host Amber Khan speaks with Dirk Schart, Chief Marketing Officer & President at RE'FLEKT, who is championing product-first marketing—an approach that creates more cross-team collaboration and, ultimately, more successful marketing.They discuss: • Why writing about your product is not the same as understanding it • Why marketers need to work more closely with product development teams • Practical ways to shift to a product-first mindsetAdditional Resources:You can find Amber on LinkedIn and on her website, repurposeden.comMOVE: The 4-Question Go-To-Market FrameworkKey Takeaways: “Go to market is not just the sales channel.”Small departments can make a big impact—with intentional strategy. Good relationships between each team and department in your GTM strategy are the keys to success.

With so many CMOs becoming the CEOs of their respective companies, it's time to ask the question for those CMOs looking to follow the same steps: What are the actionable steps to get there?In this replay episode, we speak with Jeff Perkins, CEO at ParkMobile, about his journey from CMO to CEO and his big lessons that every marketer should know to become CEO.What we discussed:A background on Park Mobile & how Jeff became a CMOWhat compelled Jeff to become CEO & relationship buildingThe timeline to become a CEOThe power of networkingThis is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.Additional Resources:MOVE: The 4-Question Go-To-Market Framework

Who owns go-to-market has been our big question so far, but how about what makes up a solid go-to-market strategy?In this episode, Sangram sits down with Muhammad Yasin, marketing expert and host of the Agile Marketing Podcast, to dive into all the aspects of a successful GTM strategy. Muhammad discusses how marketing isn't the only contributor to GTM strategy, each department is a building block that contributes to overall success.This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.Additional Resources:MOVE: The 4-Question Go-To-Market FrameworkKey Takeaways:“Go to market is not just the sales channel.”Small departments can make a big impact—with intentional strategy.Good relationships between each team and department in your GTM strategy are the keys to success.

Ask a group of go to market leaders who owns go to market, and most will say the CEO. But this leader? He confidently says otherwise. In this episode, Sangram sits down with Kyle Lacy, SVP of Marketing at Seismic (formerly CMO of Lessonly, which was acquired by Seismic) to dive into his answer to the big GTM question. Kyle confidently says that marketing owns go to market, and he's sharing his reasoning–from his passionate standard for BDRs reporting up through marketing, to the power of brand on an entire customer lifecycle. This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.Additional Resources:MOVE: The 4-Question Go-To-Market FrameworkKey Takeaways:Marketing owns the experience. Therefore, they own GTM.Go to market is an understanding of which channels and segments work“You can't build an amazing product if nobody hears about it”

Why in the world would I have someone on my podcast who hates my book?! Well, it's because he isn't wrong in his reasoning!Christopher Lochhead–author, entrepreneur, advisor, and VC partner–absolutely loves category creation, and he's got dozens of stories to prove exactly why he's such a champion of it. He's sharing these stories (and his very hot takes on the MOVE framework) with us on this episode.This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.

Where can we grow the most? It's the first question most GTM leaders ask themselves...but hold up! There's a reason this one comes last...In this week's Author's Cut episode, Bryan and Sangram dive into the last (but not least) letter of the MOVE framework: the "E" for Expansion. Listen in to learn how to know when it's time to expand, where you should expand your business, and how you can measure KPIs that matter.This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.Additional Resources:MOVE: The 4-Question Go-To-Market FrameworkKey Takeaways:Why "expand" is the last step in the "MOVE" frameworkHow to continue the journey of growing your companyWhat you need to expand effectively into other markets, verticals, and geographies

There are important processes that every go-to-market leader should have in place to know they're on the right track.Do you know what they are?In this episode, co-authors Sangram and Bryan are breaking down the “V” in the “MOVE” framework–velocity–and how organization can use the enablement ramping to scale their business effectively, no matter what stage they're in.This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.Additional Resources:MOVE: The 4-Question Go-To-Market FrameworkKey Takeaways:The importance of velocityHow GTM leaders can know when (and how) to scaleHow to create “enablement ramps” that will ensure successful scaling

Every company wants to scale well. How can they guarantee that they'll do it right?The answer: revenue operations.In this episode, Sangram and Bryan dive into the “O” of the MOVE framework–operations. They talk about exactly what your operations team, tactics, and strategy should look like at every stage of your business. Consider this episode your RevOps 101 course.This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.Additional Resources:MOVE: The 4-Question Go-To-Market FrameworkKey Takeaways:What RevOps is, and when you should be focusing on itQuestions every company needs to be asking when creating operations plansExactly what your RevOps scorecard should look like (and why you should be presenting it at every exec meeting)

TAM is out - TRM is in.In this episode of Author's Cut, co-authors of the MOVE book Bryan Brown and Sangram Vajre talk about the “M” in the MOVE framework - Market. Bryan and Sangram explain why they think “Total Addressable Market” may not be the best baseline for your marketing strategy...it's actually “Total Relevant Market”. Here's how you find your TRM, segments, and cohorts–and use them to determine who you should market to. Next week, they talk about the "O" - This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.Additional Resources:MOVE: The 4-Question Go-To-Market FrameworkKey Takeaways:Total relevant market is who you should actually be focusing your marketing energy onThe way you market should change as your go-to-market strategy shifts and growsGo and ask your organization what stage of the business you're in. Don't rush into the next one, until you nail this one!

When you're building a company around your product, there are a few crucial mistakes you need to avoid. The perfect person to walk us through the playbook for product-led growth is my friend Scott Voigt, Founder & CEO at FullStory.In this episode, he shares the story behind FullStory, why he chose to grow his company alongside his product, and how to apply his learnings to your own go-to-market strategy–no matter what stage you're at.This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for "MOVE Sangram Vajre" in your favorite podcast player.Additional Resources:MOVE: The 4-Question Go-To-Market FrameworkKey Takeaways:Sometimes hearing “that would be really hard”, means you're on to something“Founder happy ears”? It's a thing.You can't rely on product alone–sales, customer success, and marketing need to align

Sales and marketing: it's time to make some room.Say hello to customer success–the new roommate in the go-to-market space. Every GTM strategy must include not only sales and marketing, but customer success, too! And I've brought in two great friends and brilliant GTM leaders to talk about this new roommate.Kelly Ford Buckley, General Partner & Fintech Investor at Edison Partners, and Jay Baer, Founder of Convince & Convert, join me on this episode–you're not going to want to miss it. Let's go!This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.

With what is happening all over the world, we have a throwback today with Alicia Esposito, Director, Content + New Media @ G3 Communications, talking with Cole Baker-Bagwell, Founder & Chief Kindness Advisor at Cool Audrey, Inc, about her experience working in an environment that prioritizes kindness and mindfulness and all the benefits that come from it. Cole covers:How kindness & mindfulness can change businessDefinitions & implementation strategies Tips & tricks for the audienceCheck out this additional resource mentioned in the episode:coolaudrey.comAnd be sure to check out the PEAK Community to get involved in conversations like this happening every day!This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.

Most businesses are underdelivering because they still market to their prior business stage, rather than the one they're currently in.You have to transform to fit your market.On this episode of MOVE: Author's Cut, Co-authors Sangram Vajre and Bryan Brown explain the ‘M' in the MOVE framework— discussing why it's so important to market to the right audience when moving to a new business stage.What we discussed:The M in the MOVE frameworkThe call to action for companiesThis is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.

When a company doesn't have alignment, it's easy to see; such as one person sucking the air out of the boardroom. Or maybe it's a company experience that changes the minute you move from prospective to active customer. But then, how do we fix this? How can we help companies see the true benefit of removing departmental silos? If you're looking to scale, alignment is an absolute.We speak with Kelly Ford Buckley, General Partner & Fintech Investor at Edison Partners, and Jay Baer, Founder of Convince & Convert, about boardroom pet peeves, who owns go-to-market, customer education, and why companies fail.What we discussed:KellyWhere customer success fits into go-to-market strategyThe right time for revenue operations to drive business operations The perspective change as a general partner around go-to-market & who owns itProblem, product, & platform product fitJayUnderstanding the uncertainty gap & customer successEmbracing company criticism & the flywheel effectWhy unhappy customers are your most important customersCheck out this resource mentioned in the episode:MOVE: The 4-Question Go-To-Market FrameworkThis is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.

When a company doesn't have alignment, it's easy to see; such as one person sucking the air out of the boardroom. Or maybe it's a company experience that changes the minute you move from prospective to active customer. But then, how do we fix this? How can we help companies see the true benefit of removing departmental silos? If you're looking to scale, alignment is an absolute.We speak with Kelly Ford Buckley, General Partner & Fintech Investor at Edison Partners, and Jay Baer, Founder of Convince & Convert, about boardroom pet peeves, who owns go-to-market, customer education, and why companies fail.What we discussed:KellyWhere customer success fits into go-to-market strategyThe right time for revenue operations to drive business operations The perspective change as a general partner around go-to-market & who owns itProblem, product, & platform product fitJayUnderstanding the uncertainty gap & customer successEmbracing company criticism & the flywheel effectWhy unhappy customers are your most important customersCheck out this resource mentioned in the episode:MOVE: The 4-Question Go-To-Market FrameworkThis is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.

It's pretty easy to feel when something is off or not-aligning within a business. But figuring out what those tangible go-to-market issues are so that you can fix them is a different story.Recognizing the issues quickly is the shortest route to recovery. On this episode of MOVE: Author's Cut, Co-authors Sangram Vajre and Bryan Brown, point out common issues that show your go-to-market is broken and how to respond. What we discussed:Telltale signs of a broken go-to-market frameworkHow to respond to the issuesThis is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.

Within the topic of go-to-market, there are 4 disciplines:Sales ledCustomer ledProduct ledCategory ledAnd while it's still uncertain which option is the best approach, there is one common thread among all 4 — understanding the customer. At the end of the day, it's still all about the customer and providing an incredible experience.We speak with Scott Dorsey, Managing Partner at High Alpha, about the 4 categories, why the customer should always come first, and how culture impacts a business. What we discussed:Dissecting the 4 categories of go-to-marketBuilding a business: the early days of gaining customers & CEO difficultiesThe role of expansion as you move through go-to-marketAdvice for listeners about go-to-market & who owns itStories of culture that have succeeded or failed & CMO adviceCheck out this resource mentioned in the episode:MOVE: The 4-Question Go-To-Market FrameworkThis is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.

Go-to-market used to be all about the product getting to market. Now, it's increasingly about connecting with the market and then bridging it back to the product.The best way to connect to your market: Focus on the story your brand is putting forth.Geoffrey Moore, is an author, speaker, & advisor best known for Crossing the Chasm and Zone to Win with the latest book being The Infinite Staircase; he is also a partner at Wildcat Venture Partners. We speak about go-to-market, how people are getting the strategy wrong, and what the future holds.What we discussed:Defining go-to-market & pinpointing who owns itThe 3 Ps: examples of failureThe future of go-to-marketChoosing the right go-to-market for the right categoryCheck out this resource mentioned in the episode:MOVE: The 4-Question Go-To-Market FrameworkThis is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

When it comes to go-to-market, there's 3 stages that companies find themselves in: -Ideation-transition-execution But without knowing where you are, you're going to struggle with where to go next. On this episode of MOVE: Author's Cut, Co-authors Sangram Vajre and Bryan Brown, break down these 3 stages and help your business attain the right to become a Platform Market Fit Company. What we discussed:The 3 stages of go-to-marketHubSpot's journey through the 3 stagesHow to take your organization to the next level with this frameworkThis is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.

When it comes to go-to-market, there's 3 stages that companies find themselves in: -Ideation-transition-execution But without knowing where you are, you're going to struggle with where to go next. On this episode of MOVE: Author's Cut, Co-authors Sangram Vajre and Bryan Brown, break down these 3 stages and help your business attain the right to become a Platform Market Fit Company. What we discussed:The 3 stages of go-to-marketHubSpot's journey through the 3 stagesHow to take your organization to the next level with this frameworkThis is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

When we think of the best point of contact with a customer, we often think it's a salesperson. The real answer: Customer success.It's more important to align your business value with customer needs than pressuring them with a product. Geoffrey Moore, is an author, speaker, & advisor best known for Crossing the Chasm and Zone to Win with the latest book being The Infinite Staircase; he is also a partner at Wildcat Venture Partners. We speak about the inspiration behind his books, aligning customer success, and product market fit.What we discussed:Putting customer success in front of marketing & salesResearching the chasm & product market fitWorking backwards from the business value Check out this resource mentioned in the episode:MOVE: The 4-Question Go-To-Market FrameworkThis is a #MOVE podcast. This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.

The Flip My Funnel Podcast is now MOVE: The Go-to-market Podcast. Bryan Brown and Sangram Vajre–co-authors of MOVE: The Go to Market Framework–give listeners an exclusive behind-the-scenes look at how the MOVE framework came to be, and how excited they are to shed some light on the story behind their process. In this introductory episode, the co-authors share some of their favorite stories from their journey of interviewing dozens of marketing visionaries, share exclusive content, and provide a sneak peek of what's to come. What You'll Learn: : How the MOVE framework was developedGo-to-market: why should we care?Sangram and Bryan's favorite findings after asking marketing visionaries the question: who owns go-to-market?This is MOVE: The Go-to-market Podcast. Join us on Apple Podcasts, Spotify, or here. Listening on a desktop & can't see the links? Just search for “Sangram Vajre” in your favorite podcast player.

On this final episode of The Flip My Funnel podcast, we look back on some of the show's highlights. Building an entirely new category of ABM, this show functioned as a way to educate, define, and bring the community together. But the conversation is evolving and so. are. we.Sangram Vajre of Terminus, recounts how the podcast got its start, the lessons learned along the way, and what's next for the show.What we discussed:Why Sangram started Flip My FunnelHow B2B is changingThe show's next MOVE...This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

With so many CMOs becoming the CEOs of their respective companies, it's time to ask the question for those CMOs looking to follow the same steps: What are the actionable steps to get there?We speak with Jeff Perkins, CEO at ParkMobile, about his journey from CMO to CEO and his big lessons that every marketer should know to become CEO. What we discussed:A background on Park Mobile & how Jeff became a CMOWhat compelled Jeff to become CEO & relationship buildingThe timeline to become a CEOThe power of networkingThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

When a business is aligned, culture thrives, revenue and value creation is balanced, and it promotes exponential growth. But only if marketing leads the way. Otherwise, if everyone thinks they own the strategy, no one will own it.We speak with Kelly Owen Grover, Vice President of Growth at Acoustic, about the relationship between product, marketing, and sales and how to avoid silos within your business. What we discussed:Understanding who owns strategy & how to delegate How marketing can drive corporate strategyThe feedback loop and tactics the audience can useBringing a champion into the weeds with youThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Being a leader today just isn't the same as it used to be. Almost anyone in a leadership position today will tell you that it's 110% harder. And why? The caliber of employees has changed.We speak with Tim Elmore, Founder and CEO at Growing Leaders, Inc., about why the employees of today have higher expectations and how to arm yourself with the tools needed to maintain good team members. What we discussed:Why leading today is harder than in the pastHow to balance being a visionary & having a blind spotHow stubbornness & open-mindedness can both be leveraged by leadersSetting high standards as a market leader & the golden gate paradoxCheck out this additional resource mentioned during the episode:The Eight Paradoxes of Great Leadership by Tim ElmoreThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

An evangelist stems from the idea of bringing the good news. In business, the chief evangelists' role is to help people buy into the vision of the company. And that's exactly what our guest today has done for Apple and Canva. On this episode of our Takeover Tuesday series, we speak with Guy Kawasaki, Chief Evangelist at Canva, about what it means to be an evangelist and why you can't bludgeon people to become believers. What we discussed:Guy's work at Apple as chief evangelistHow to be a great chief evangelistThe high importance of formal educationLooking for the difficult experiences A challenge for the audienceThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

If you're a B2B marketer, you've probably heard from executives that LinkedIn is pointless, expensive, and doesn't deliver quality leads. Our guest, however, feels different. For them, LinkedIn conversation ads have been a game changer.Corrina Owens, Senior ABM Manager at Gong, discusses why this network is worth the spend and shares some examples with the audience.What we discussed:Why LinkedIn conversation ads are differentLinkedIn examples for the audienceThe LinkedIn conversation ad strategy This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

If you ask 10 people what the definition of ABM is, there's a high likelihood that you'll receive 10 different responses. But proceed with caution: Don't let the terminology get in the way of delivering great marketing. Corrina Owens, Senior ABM Manager at Gong, walks us through her digital-centric approach to ABM and strategies the audience can take.What we discussed:The dos and don'ts of ABMThe benefit of technology with ABM to scale your business Discussing success metricsKeeping ABM top-of-mind for internal stakeholdersThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

If you're looking to adopt agile, before you go out and start learning software development like Scrum, you need to get aligned around the desired outcome you're looking for when adopting.We speak with Jim Ewel, Trainer, Coach, and Author of The Six Disciplines of Agile Marketing, about why agile is more than just a buzzword and gaining alignment within your organization. What we discussed:Why agile marketing has not been well understoodIncreasing the pace at which Twitter does testingShifting marketer mindset with cultural shiftFocusing on the right logistics with meetingsThe major pillars of agile marketingThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Taking time to reflect on what worked or didn't work for the quarter is a good way to regroup and figure out what to do as we head into the unpredictable future. At the very least, it's a way to therapize our shared challenges with the market. In this special quarterly state of the market episode, we touch on emerging trends, what executives are seeing in the marketing world, and the business world in general. Our panel includes:Darryl Praill, CRO at VanillaSoftMichael McCunney, Vice President, Marketing at Revenue Analytics, Inc.Caitlin Clark-Zigmond, Director, Global Demand Center and Mid-Market Marketing at IntuitJames Gilbert, Head of Marketing at CRMNEXTWhat we discussed:What didn't work this quarterWhat worked this quarterWhat they're looking forward toThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Being the only woman in a tech company can come with its fair share of challenges; as you navigate classic archetypes during a disagreement, you may start to wonder whether you handled the situation appropriately. Our guest is here to remind you: You are in control.On this #onehero episode, we discuss an article by Cory Munchbach, Chief Operating Officer at BlueConic, about how to survive being the only woman in a workplace, staying confident and competent through it all. What we discussed:The difficulties of being the only woman in a workplaceBuilding a great community as a leaderStraddling boundaries with networkingAdvice to women in the workplaceThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Some people are naturally morning people. For others, coffee might be the only way to get them out of bed. If you fall into that latter category but want to start taking advantage of all the benefits that come with an early start, what steps can you take to revamp your routine?We speak with Jaime Sewell, Director of Growth at BeniComp Health Solutions, about why morning routines are so important and what to do if you're ready to take the leap. What we discussed:How to create a morning routine that sets us up for the rest of the dayBest practices for meditation & affirmationsUsing visualization techniques positivelyThe benefits of exercise, reading, and journaling Audience discussionThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

If you're looking to improve your go-to-market strategy, you have to focus on community. If you have a community you can interact with, you're getting repeat sales, referrals, and qualitative feedback. But how do you achieve this without sending out different interaction points for each piece? By using a talk-show format through the internet's distribution channels. We speak with Pablo Gonzales, Founder and Chief Executive Connector at Connect With Pablo, about the talk show format and how to create value for your business. What we discussed:The significance of the talk show format for go-to-marketThe 3 pillars of value, connections, & contentA personal story about the power of the communityAudience questions & answers This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

When you think of your favorite brands, are they selling products or a story? People buy from brands they trust. And one of the best ways to build that trust is to tell a story that consumers can stand behind. We speak with Zoltan Lorantffy, Global Marketing Director at Tidal Migrations, about why a brand selling convenience, empowerment, & community will always go further than product. What we discussed:The connection between a brand and it's storyUnderstanding what a brand really isThe future of brands in the digital ageHow to improve your brandThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Positioning is fundamental to any business looking to provide clarity around competition, differentiation, and value. So why, then, do so many companies struggle with weak positions? We speak with April Dunford, Founder of Ambient Strategy, about her background in positioning and shares some of the common mistakes that companies make.What we discussed:Creating a methodology for positioning & avoiding trapsHow to fix weak positioning Deciding between an existing market category or creating a new oneCheck out this additional resource mentioned during the episode:Obviously Awesome by April DunfordThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

When you think of the needs of sales & marketing, design probably isn't the first thing that comes to mind. Despite this, design is everywhere: It's visual problem solving. It's a business strategy. It's a way to position your voice in the market. In this #onehero episode, we speak with Shannel Wheeler, Founder of Awesome Design Academy, about everything design and its role in business. What we discussed:Why sales & marketing needs designDesign's role in brand consistency Design's trust & credibility Check out these additional resources mentioned during the episode:Awesome Design: 25 Things You Should Know Before Becoming a Graphic Designer by Shannel WheelerDesign Insights by Shannel Wheeler This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

When you think of the needs of sales & marketing, design probably isn't the first thing that comes to mind. Despite this, design is everywhere: It's visual problem solving. It's a business strategy. It's a way to position your voice in the market. In this #onehero episode, we speak with Shannel Wheeler, Founder of Awesome Design Academy, about everything design and its role in business. What we discussed:Why sales & marketing needs designDesign's role in brand consistency Design's trust & credibility Check out these additional resources mentioned during the episode:Awesome Design: 25 Things You Should Know Before Becoming a Graphic Designer by Shannel WheelerDesign Insights by Shannel Wheeler This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

It can't be understated: Being a marketing leader of a startup can be crazy and chaotic. Out of the million tech startups formed every year, only 60% make it to series A, 20% make it to series B, and only 200 go IPO. The good news, however, is that once you make it, you have a strong chance of continued success.Our guests today, Leela Gill, VP of Marketing & Design at Intelligence Node, and Vijay Damojipurapu, Founder and Principal at Stratyve, share two strategies to help grow your business and reinforce your position as a marketing leader. What we discussed:Understanding what makes early stage company success so difficultThe operating frameworkThe growth flywheelAudience questions & answersThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

You've probably heard about intent data before, but might not know just how beneficial it can be to an organization when you have a firm understanding of all its use cases. To understand the full scope of what intent data can do, we've brought on a team of experts to each share their experiences.Members of this roundtable discussion include:Michael McCunney, Vice President, Marketing at Revenue Analytics, Inc.Lisa Sharapata, CMO at BoostUp.aiJames Gilbert, Head of Marketing at CRMNEXTMillie Resnick, Vice President Product Marketing at BomboraKerry Cunningham, Product Marketing at 6senseRobin Izsak-Tseng, VP of Revenue Marketing at G2What we discussed:A deep dive into understanding intentBreaking down different types of dataHow intent data can help an organizationGathering evidence that a prospect is in-marketMapping intent data in order to operationalize itThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Measuring revenue channel success can be tricky in modern times. Before, executives could look at incoming leads, and other traceable metrics to know how well they're doing. But in the digital age where word of mouth through social media carries a hefty amount of the revenue, it might be time to ditch attribution software for less conventional tactics like asking customers directly. To walk us through why it's important to move away from attribution software, we speak with Chris Walker, CEO of Refine Labs. What we discussed: Why attribution software is no longer enoughThe attribution mirageAudience questions & answersThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Once a decision is made, it becomes a story. Enough stories make up a life. When you look back and tell that grand story to your loved ones, do you want to be the hero or the villain?We'll all be faced with decisions either personally or professionally that will go against our values. Framing each decision as a future story can help us develop and shape our careers and personal lives. We speak with Andy Stanley, Founder of AndyStanley.com & Author of Better Decisions, Fewer Regrets, about his idea of the internal salesperson and creating clarity for your organization.What we discussed:Andy's book and the internal salespersonMaking the tough decisions as an organizationYour integrity as a leader & simplifying decision makingHow to know what the wise thing to do isAudience questions & answersA challenge to the audienceThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

The subscription economy has led to a huge change in the software world. All of a sudden, customers aren't a one-and-done deal. If they're not satisfied with a product at the end of their subscription, the company will notice when they don't renew. This has pushed customer retention into the limelight. But what steps are taken to retain more customers?On this episode of the Tuesday Takeover series, we speak with Dan Steinman, Chief Evangelist at Gainsight, all about customer success and his transition into the chief evangelist position.What we discussed:How customer success at Gainsight came to beTransitioning from chief customer officer to chief evangelistIntegrating an evangelism role into your companyDiscussing the book: Customer SuccessA challenge for the audienceCheck out this additional resource mentioned in the episode:Customer Success by Nick Mehta, Dan Steinman, & Lincoln MurphyThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Every business knows that creating a better customer experience should be a priority. And oftentimes, a business will see the benefits right away. The issue, however, is scaling. There's no time to grind away with every individual. Yes, you're creating an advanced customer experience, but at the cost of a lot of time. Our guests today, Lisa Sharapata, CMO at BoostUp.ai, and James Kessinger, Chief Marketing Officer at Hushly, walk us through the ways of scaling your customer's buying experience with ABM.What we discussed:Scaling the customer journey with company investment & technologyWorking with your sales team to get the most out of your accountsAudience questions & answersThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Becoming a CMO is a success in itself; but retaining the role is another success entirely. To better understand why, we speak with a panel to share personal experience and what it's really like to be a CMO.Shawn Herring, VP of Marketing at PandaDoc, Deanna Ransom, Head Of Global Marketing at Senzing, Inc., and Gaurav Bhatia, Chief Marketing Officer at PenFed Credit Union, join the panel to discuss the CMO position and some hidden truths that could help you make a more informed decision if you're pursuing the role. What you'll hear:Breaking through the ceiling to get promoted What makes a good CMO versus a bad oneWhere CMOs spend the majority of their timeAudience Q&AThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

A former CEO of our guest once said, “Get me as many leads as you can; I'll let the sales team figure it out.”But what if those leads are mostly not interested? Time and resources could've been saved following up on smaller, more precise audiences instead. So, what led to this obsession with leads and why is it time for us to let go? Justin Keller, VP of marketing at Terminus, discusses how to throw out lead generation in favor of ABM strategies. Justin covers:Understanding leads and their place in the sales journey Coordination & cooperation w/ sales, marketing, and customer successOptimizing for pipeline accelerationThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

We're living through a workforce composed of 4 generations each with its unique set of values. A 21 year old is going to have vastly different priorities than a 78 year old. So, how do you get those groups to collaborate?Tim Elmore, Founder and CEO at Growing Leaders, Inc., discusses generational diversity and how to create harmonious relationships between the groups.Tim covers:Understanding generational diversityWhat has shaped each generationLeading through a pandemicCheck out this additional resource mentioned during the episode:Timelmore.comThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Most people are aware of Quora. As a marketer, though, I bet it's not on your top ten list of things to do this year. And why should you? You have a blog and are active on Linkedin. What value could Quora bring that you don't already have through a different channel?JD Prater, Head of Marketing at Osmos, discusses Quora and how it's providing high intent value to their audience. When someone is on Facebook or Twitter, they might just be scrolling through. When they go onto Quora, they're bringing a specific question. JD covers:Being an evangelist at Quora & measuring successExplaining the value of Quora for marketing & salesHow to organize good content This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Whether you're a new company or an established one, our speaker today has a question for you: Are you using ABM yet? Adopting ABM is one of the fastest ways to drive a business forward. However, there are some easy missteps if you're not informed. Dan Englebretson, Founder and Head of Client Services at Khronos, discusses his top 10 lessons when adopting ABM to get the most out of it. Dan covers:Dan's background & goals for the audienceThe 10 lessons for ABMAudience Q&AThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Are you a dreamer, driver, or doer? Taking on a leadership role comes with its fair share of new responsibilities. Among them — going from a doer to a delegator. Learning how to delegate instead of taking on everything yourself is essential to success and future promotion. Tricia Sciortino, CEO of Belay, discusses her journey to CEO, insight into shifting her mindset from doer to delegator, and how the COVID-19 pandemic changed company priorities. What you'll hear:Tricia's 12 year journey to CEOShifting mindset when taking on a new position Keeping up with communication & cohesion through the pandemicThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Your company doesn't exist in a vacuum. It's a push and pull relationship with competing companies. Ignoring key aspects of direct competitors is a misstep that can inhibit the go-to-market team and, ultimately, your success.Sudeep Cherian, Senior Director and Head of Global Product and Solutions Marketing at LinkedIn, discusses competitive enablement and how it helps his team win business. Sudeep covers:Internal team structure & collaboration tactics The difference between sales enablement & revenue enablementFinding & obtaining relevant intel on competitors Measuring success in relation with sales enablementThis is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.