Podcasts about aligning sales

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Jacek Materna as they explore how account-based marketing (ABM) has evolved from traditional sales tactics to precision-driven strategies fueled by AI. Jacek reflects on his career in ABM, starting in enterprise sales during the 2000s, and shares practical advice for implementing effective ABM programs. The episode tackles common missteps, such as over-reliance on tools, and outlines the importance of aligning sales and marketing teams. Jacek also dives into real-world use cases of AI in ABM, from hyper-personalization to advanced measurement tactics, and how businesses can stay competitive in today's fast-paced Martech landscape.Key TakeawaysABM is Old School Personalization with a New Name: ABM is an extension of the enterprise sales motion that has existed for decades but now incorporates modern tools and strategiesAlignment is Critical: Sales and marketing teams need to collaborate closely, with shared goals and metrics, to make account-based strategies successful.AI Supercharges Personalization: AI enables cost-effective hyper-personalization but also risks oversaturating the market. Companies need to find ways to stand out amidst increasing competition.Intent Data Isn't a Silver Bullet: Many companies fall victim to “intent hangovers”—placing too much faith in intent platforms as a standalone solution without building strategy or alignment first.Tools Are Not the Starting Point: Businesses should focus on strategy and human connection before investing in costly tools they might not fully utilize.Quotes"The best marketers are sellers at heart, and the best sellers are masterful storytellers."Best Moments (03:25) – Jacek's Career Beginnings : Reflecting on how enterprise sales in the early 2000s laid the foundation for his passion for ABM.(09:00) – Enterprise Sales Meets AI : Jacek highlights moments when human storytelling intersected with cutting-edge digital tools.(15:45) – Tips for Aligning Sales and Marketing : Practical advice on simplifying strategies and focusing on shared metrics like pipeline and bookings to unite teams.(26:48) – The "Intent Hangover" Phenomenon: Jacek's critical analysis of businesses that over-invest in intent data without a coherent strategy.(33:20) – What's Next for AI in ABM? : A candid discussion about how AI will expand capabilities for teams while creating new challenges in a saturated market.Tech RecommendationsChatGPTResource RecommendationsBooks:The 22 Immutable Laws of Marketing by David Drummond Obviously Awesome by April Dunford: How to Nail Product Positioning so Customers Get It, Buy It, Love ItTrump: The Art of the Deal by Donald J. TrumpMovie: Glengarry Glen RossPodcasts:All-In PodcastInvest like the BestAbout the GuestJacek Materna is a 3x founder and seasoned technology executive who specializes in scaling growth-stage companies. With a track record of successful exits and deep experience in B2B SaaS, security, fintech, and edtech, Jacek brings a practical, no-fluff perspective on what it takes to drive real business outcomes.He's led global teams, launched products that generate tens of millions in ARR, and helped companies—from first-time founder startups to PE-backed platforms—unlock margin expansion, go-to-market velocity, and lasting cultural alignment. His leadership experience spans roles as CEO, COO, and CTO, with responsibilities across product strategy, corporate development, P&L oversight, and M&A.Jacek currently serves as CEO of Full Circle Insights and is passionate about helping organizations turn complexity into clarity. Whether he's advising boards, restructuring teams, or speaking on stage, his mission is always the same: drive value, move fast, and scale smart.Website: https://www.fullcircleinsights.com/Connect with Jacek.

In this episode of the Drop In CEO podcast, Dean Isaacs discusses how he helps B2B businesses achieve strategic growth and profitability. Dean shares his journey from corporate roles to becoming a fractional executive and launching the Fractional Launchpad, a group coaching program for fractionals. He emphasizes the importance of intentional networking and aligning business strategy with sales and marketing efforts. They also explore Dean's new initiative, the Fractional Collective, which aims to build a supportive community for fractionals and consultants. Episode Highlights: 04:34 Networking Strategies for Business Growth 09:09 Aligning Sales and Marketing for Success 12:24 The Rise of Fractional Executives 18:24 The Fractional Launchpad and Collective Dean Isaacs is the founder of Vantage Group, a sales and marketing strategy firm dedicated to helping B2B businesses achieve strategic revenue growth and profitability. With over two decades of experience, Dean has advised hundreds of companies and served in numerous fractional Chief Revenue Officer (CRO) and Chief Marketing Officer (CMO) roles, bringing a results-driven approach to leadership and business growth.Beyond his work with B2B companies, Dean is a trusted coach and mentor to fractional executives. Through his group coaching program, the Fractional Launchpad, he empowers fractional leaders to confidently launch and scale their businesses, leveraging his expertise to help them thrive in the evolving fractional space. Connect with Dean Isaacs: Company Website: https://www.thevantagegrp.com/ Linkedin: https://www.linkedin.com/in/deanisaacs/ For More Insights from The Drop In CEO:

In this episode, Dan Sixsmith interviews Evanna Kearins, CMO for Europe at UiPath, discussing the evolving landscape of marketing, the integration of AI, and the importance of brand identity. Ivana shares insights on the dual nature of marketing as both an art and a science, the necessity of aligning marketing with sales, and her personal journey into the marketing field. The conversation also touches on leadership styles, team engagement, and defining success in a marketing role.TakeawaysAI is essential for modern marketing efficiency.Marketing now requires a balance of creativity and data-driven strategies.Dynamic and engaging content is crucial for audience engagement.Brand identity must evolve with market changes.Marketing should be integrated into overall business strategy.Sales and marketing alignment is key to generating pipeline.Sales teams often struggle to leverage marketing effectively.Understanding customer needs is vital for successful marketing.Leadership involves investing in team development and engagement.Success is defined by fulfillment and team collaboration.Chapters00:00 Introduction to Ivana Karens and UiPath01:19 The Future of Marketing: Embracing AI04:24 The Evolving Role of Marketing: Art and Science08:23 Content Strategies for Engagement11:30 Brand Evolution in B2B Marketing15:19 The Importance of Marketing in Strategy18:26 Hiring Trends in Modern Marketing20:19 Collaboration Between Marketing and Sales20:34 Aligning Sales and Marketing for Success26:00 Understanding Sales Challenges and Marketing's Role26:22 Evanna's Journey to Marketing Leadership31:40 Leadership Style and Team Engagement37:01 Defining Success and Fulfillment

In this episode of Corporate Treasury 101, we dive into the world of commodity risk management with Olivier Kaczmarek, Partner at O2 Finance and a seasoned treasury consultant. With over 20 years of experience advising multinational companies on treasury systems and risk strategies, Olivier helps us break down where commodity risk arises, why it's often overlooked, and how companies can manage it more effectively.Olivier Kaczmarek shares insights from real client work across manufacturing and energy sectors, explaining how natural hedging, pricing alignment, and internal coordination can mitigate risk, often more effectively than derivatives. His clear, practical approach offers a fresh perspective on making commodity risk a formal part of corporate treasury strategy.What You'll Learn in This EpisodeWhat commodity price risk really means in a corporate settingHow commodity exposure arises across procurement, production, and salesWhy most treasurers overlook commodity risk, and why that needs to changeThe role of natural hedges and pricing contracts in mitigating riskWhy analyzing contracts and internal pricing mechanisms is more powerful than you thinkEpisode Breakdown with Timestamps[00:00] – Introduction & AFP Certification Promo[01:29] – Why Commodity Risk Management Matters More Than Ever[03:02] – What Is Commodity Risk? The Focus on Price Volatility[04:00] – Procurement, Production & Sales: How Exposure Spreads[06:25] – Natural Hedges and the Myth of “Just Passing on Costs”[08:30] – Treasurers vs. Buyers: Who Owns the Risk?[12:54] – Common At-Risk Commodities and Vulnerable Industries[14:56] – Identifying and Analyzing Exposure: The Toughest Part[16:59] – Real Case: Naturally Hedged Without Knowing It[19:00] – No Market, No Problem? Proxy Hedges and Pricing Sync[20:39] – Aligning Sales and Procurement to Manage Risk InternallyFollow our guest, Olivier Kaczmarek:Website: https://www.o2finance.be/ LinkedIn: https://www.linkedin.com/in/olivier-kaczmarek-5200602/ Follow Corporate Treasury 101:Website: https://corporate-treasury-101.com/ LinkedIn:https://www.linkedin.com/company/86645197/admin/dashboard/ Follow Hussam & Guillaume:Hussam on LinkedIn: https://www.linkedin.com/in/hussam-ali-6bb69186/ Guillaume on LinkedIn: https://www.linkedin.com/in/guillaume-jouvencel/ Gha Marketing Website: https://ghapodcast.com/ #CorporateTreasury #InterestRates #Derivatives #CrossCurrencySwaps #FXRisk #DebtStructuring #CapitalMarkets...

In this latest episode of the "Grow Your B2B SaaS Podcast," host Joran sits down with Pablo Asensio, founder of 8% Growth, to discuss how to master product-led growth (PLG) for SaaS companies. Pablo explains that PLG is a strategy that shifts away from traditional methods of relying on sales and marketing to acquire and retain customers. Instead, it positions the product itself as the main driver of growth. This approach allows users to see the product's value before committing financially, making it easier to grow revenue naturally. Key aspects of PLG include self-serve onboarding, viral loops, and in-product upsells. Successful companies like Slack, Dropbox, Calendly, and Miro have effectively used PLG to expand their user base.Key Timecodes(1:19) - Guest Introduction(1:32) - Defining PLG(2:50) - Key Elements of PLG(3:23) - When to Consider PLG(5:29) - Misconceptions About PLG(6:12) - Importance of Organizational Alignment(7:13) - Aligning Stakeholders(8:15) - Four-Step Framework for Alignment(10:37) - Viral Loops and PLG(12:52) - Moments to Ask for Referrals(14:53) - Common Mistakes in PLG(16:12) - Managing Expectations(17:29) - Misconceptions About Implementing PLG(19:06) - Tools and Frameworks for PLG(21:12) - Monetization Strategy(23:31) - Aligning Sales with PLG(25:25) - Best Practices for PLG Implementation(28:12) - Importance of Data(30:27) - When to Add a Sales Component(33:19) - Summarizing PLG Advice(33:54) - Advice for Growing SaaS to 10K MRR(35:29) - Advice for Scaling to 10 Million ARR(38:52) - Episode Summary(39:02) - Contact Information

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Judit Szabo to discuss the complexities of aligning account-based strategies within diverse tech environments. With organizations facing challenges in tailoring ABX (Account-Based Experience) initiatives across different teams, tools, and processes, Judit shares her insights on how to execute ABX successfully.From understanding skill sets that drive alignment to navigating sales and marketing collaboration, she provides actionable insights on overcoming common obstacles, measuring success, and adapting methodologies for different organizations.Judit also explores the role of AI in account-based strategies, how technology enhances personalization, and why holistic, data-driven approaches are critical for long-term success.About the GuestJudit is a  B2B marketing leader with 15+ years at IT Software and Services companies, Judit has PR and Media experience prior to joining the Tech industry. She was the winner of the 2019 Forrester ROI Honours Award in Europe for sales & marketing alignment at TIBCO Software with the introduction of transformative, industry-led value based GTM strategies. She has a strong passion for building and leading global teams with a sweet spot for Demand Generation and Growth Marketing, leading the development and management of integrated marketing strategies and execution to deliver growth and revenue for the business. She has experience in campaign and content management, digital, field, partner, and account-based marketing as well as data and performance-led marketing operations, advocating cross-functional collaboration across Marketing, Sales, Product and Operations with special focus on finding ways to optimise and orchestrate business processes in support of strategic objectives. In her free time, she's an avid yoga practitioner, as well as a volunteer baker at her local National Trust estate in England.Connect with Judit SzaboKey Takeaways - Holistic Thinking Drives ABX Success – Account-based management isn't just a marketing function; sales and marketing must work together to grow and penetrate accounts.- Patience Is Essential – ABX is a long-term strategy, not a quick fix. Expect an 18+ month cycle for results, and celebrate small wins along the way.- Data is the Foundation – Strong account intelligence is key to avoiding misalignment and wasted efforts. The right tools and governance ensure that teams are acting on reliable data.- Aligning Sales & Marketing Requires Process, Not Just Intent – Establish shared KPIs, define roles, and create a feedback loop to ensure alignment throughout the account lifecycle.- One-to-One ABX is the Goal, But Requires Strong Foundations – Organizations should first build a solid demand generation engine before scaling to hyper-personalized, one-to-one outreach.- AI Can Help, But It's Not a Silver Bullet – While AI can assist with personalization, content generation, and automation, it can't replace the strategic thinking needed to execute ABX effectively.Quotes"The three most important skills for ABX success? A holistic approach, patience, and a data-driven mindset. Without these, execution will fall apart."Recommended ResourceBooks:⁠Coaching for Performance⁠ by Sir John Whitmore – A leadership guide on empowering teams and driving success through coaching.

In this insightful episode of PodSpot, Jon Pittham welcomes Ryan Hall, founder of Friday Solved, to discuss the transformative impact of RevOps and SalesOps on modern sales strategies. With over 23 years of experience, Ryan shares his journey from aggressive sales tactics to a more relationship-focused approach. The conversation delves into the role of HubSpot in building scalable sales systems, highlighting the non-linear nature of the B2B sales journey. Ryan and Jon explore how technology, particularly AI, is reshaping sales operations. They discuss the importance of segmenting the sales funnel and aligning tasks with individual skills, allowing businesses to maximise the potential of their sales teams. The episode also emphasises the critical role of aligning sales and marketing under unified leadership, fostering collaboration and celebrating sales successes. Join Jon and Ryan as they uncover the power of RevOps and SalesOps in driving sales transformation and discover actionable insights to revolutionise your sales processes.   Key discussion points: 04:35 - Building Scalable Sales Systems 09:47 - Leveraging Technology and Data in Sales 15:20 - The Non-Linear B2B Sales Journey 18:42 - Enhancing Sales Efficiency with AI 22:53 - Aligning Sales and Marketing for Success 27:10 - Celebrating Sales Team Successes   Want to learn more about RevOps and HubSpot? Visit our website: https://www.karman.digital/services/revops-services  Follow us on LinkedIn Listen on Spotify Listen on Apple Podcasts

In this episode of Scrappy ABM, host Mason Cosby dives into the steps for planning and executing a scrappy Account-Based Marketing (ABM) campaign. He shares insights on how to qualify whether ABM is the right fit for your organization, the importance of aligning sales and marketing teams, and strategies for measuring the success of your ABM efforts.Best Moments:(00:32) Introduction to the episode and its format(01:35) Mason's career background and expertise in ABM(03:53) Steps for planning a scrappy ABM campaign(04:58) Qualifications for implementing an ABM program(07:54) Importance of sales and marketing alignment in ABM(12:32) The account progression model and four D framework(16:29) Balancing brand building and sales activation(20:53) The role of podcasts in ABM and brand building(24:46) Measuring and understanding results in ABM campaignsThis is a repurposed episode from the podcast AssetMule Podcasts, a podcast about all things go-to-market. Hosted by Jorge Soto, Co-Founder at AssetMule, the show interviews top business leaders from CEOs to product marketing professionals to learn how the best go-to-market strategies are implemented.

Guest: Andy Culligan   Guest Bio: Andy is a marketing leader with a sales mindset. Andy excels in aligning marketing and sales teams to drive revenue growth. At AndyCulligan.com, he helps fast-growing SaaS startups achieve commercial success through strategic alignment. With nearly a decade of experience in SaaS martech, Andy has built and lead teams to success, making him the go-to CMO resource at a fraction of the cost. He is also the Founder & CEO of Purple Path, purplepath.io. Key Points: Sales Foundation: Need to have a strong foundation in sales and cold calling. Andy shared insights from his experiences.   Career Journey: Andy discusses his transition from sales to marketing, focusing on digital marketing and marketing automation, eventually working in the tech and SaaS space for over a decade. Gaining insights from working in European markets and the US.   Team Building: Building a team of fractional experts to provide cost-effective marketing and sales support, addressing a gap in expertise, particularly in SaaS.   Sales and Marketing Alignment: Open communication is key. It's essential to define what a lead is and establish clear expectations for nurturing those leads to avoid disconnects.   Expectation Setting: Key to aligning sales and marketing is defining what a lead means and establishing clear expectations on how to nurture those leads.   Success Stories: Andy shared an example of integrating SDR and marketing teams to improve pipeline creation, aligning compensation structures to incentivize collaboration.   Scaling Strategies: Starting with company-level targets, calculating backward to determine necessary actions, and documenting plans to guide progress.   Goal-Setting Importance: Stressed the significance of having clear, written goals and strategies, particularly for small to medium-sized businesses.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Amber Naslund, Senior Manager of Marketing Solutions at LinkedIn, explores the challenges and opportunities in aligning sales and marketing teams. Amber sheds light on bridging the communication gap and fostering collaboration to achieve shared business goals. She shares actionable insights into improving sales-marketing alignment, focusing on understanding customer needs, creating cohesive messaging and the importance of metrics that reflect long-term success.Key Takeaways:(01:47) Sales and marketing often clash due to misaligned goals.(02:44) Marketers need closer connections with customers.(03:35) Fieldwork with sales improves marketing strategies.(05:11) Smaller teams like HubSpot excel in alignment.(07:51) Metrics should align with long sales cycles.(08:39) Trusting the process builds long-term results.(11:13) Team collaboration sparks optimism for meaningful impact.Resources Mentioned: Amber Naslund -https://www.linkedin.com/in/ambernaslund/LinkedIn -https://www.linkedin.com/company/linkedin/HubSpot -https://www.hubspot.comZapier -https://www.zapier.comThis episode is brought to you by Content Allies.Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com #B2B #BusinessLeaders #Leadership

  Imagine a private equity advisor turned author who's also a licensed food sanitation manager. Sounds unexpected, right? Well, JD Miller, the executive advisor for Five Arrows, just launched his new book, "The CRO's Guide to Winning in Private Equity," and you won't believe the valuable insights he shares. But that's not all – he's got a surprising connection to the food industry that you'd never guess. Want to find out the secret ingredient to his success? Stay tuned to discover more about this intriguing journey. If you're feeling overwhelmed by the constant struggle to align your sales and marketing teams, constantly missing your forecast, and struggling to hit your revenue targets, then you are not alone! This is JD Miller's story: JD Miller's journey in tech sales began 25 years ago when he joined a small company as employee number 26. Over the years, he climbed the ranks from sales engineer to CRO and CMO, experiencing six private equity exits along the way. His passion for replicating success led him to co-author a book, providing practical advice and templates for sales leaders in tech companies. Beyond his professional endeavors, JD's involvement in a homeless organization led him to become a licensed food sanitation manager, a role that intertwines his love for cooking and community service. His extensive experience in sales, marketing, and serving the community has shaped his belief in the importance of creating a "Smarketing" culture within organizations, emphasizing the alignment of sales and marketing teams to achieve collective success. JD's unique blend of professional expertise and personal experiences adds a distinctive perspective to the conversation on building collaboration and alignment within sales and marketing teams. You have always had the power. You just had to see it for yourself. - Glenda the Good Witch My special guest is JD Miller JD Miller, an executive advisor at Five Arrows, a prominent private equity company, brings over 25 years of experience in tech sales to the table. With a rich background that includes roles like CRO, CMO, and country president, JD has navigated through six PE exits, providing him with a deep understanding of the intricacies of sales and marketing strategies. His recent accomplishment involves the launch of his latest book, "The CRO's Guide to Winning in Private Equity," offering valuable insights and practical advice for sales leaders in the tech industry. JD's expertise and hands-on experience make him an ideal guest to delve into the essential aspects of fostering a smarketing culture within organizations. In this episode, you will be able to: Mastering Strategies for Sales and Marketing in Private Equity: Uncover the winning formula for driving growth in private equity firms through effective sales and marketing strategies. Unlocking Key Metrics for CRO Success: Discover the essential metrics that propel Chief Revenue Officers to achieve unprecedented success in their roles. Embracing a Smarketing Culture in Organizations: Learn how to foster seamless collaboration between sales and marketing teams to maximize organizational effectiveness. Overcoming Challenges for New Leaders in CRO Roles: Navigate the unique hurdles faced by new leaders in Chief Revenue Officer positions and emerge victorious. Navigating Sales Team Attrition and Quota Setting: Gain insights into effectively managing sales team attrition and setting realistic yet ambitious sales quotas for optimal performance.     The key moments in this episode are: 00:00:00 - The Challenge of Leading a Sales Organization 00:01:55 - JD Miller's Background and New Book 00:07:27 - Creating a Smarketing Culture 00:11:45 - Aligning Sales and Marketing Efforts 00:13:08 - Measuring Success and Alignment 00:13:58 - Aligning on Sales Velocity Metrics 00:15:05 - Aligning Sales and Marketing Efforts 00:16:24 - Challenges of High Growth Companies 00:17:52 - Adapting to Growth as a Founder 00:24:06 - Extending CRO Tenure 00:26:28 - Forecasting and Goal Setting 00:28:27 - Sales Metrics and Forecasting 00:30:01 - Average Closing Rate and Pipeline Size 00:34:56 - Managing Attrition and Setting Quotas 00:37:51 - Challenges and Mistakes for New CROs 00:38:33 - Importance of Building Processes and Systems in Leadership 00:39:23 - Book Availability and Contact Information 00:39:44 - Connecting with JD 00:40:16 - Life Lesson from a Classic Movie 00:41:11 - Podcast Wrap-Up and Call to Action Timestamped summary of this episode: 00:00:00 - The Challenge of Leading a Sales Organization JD Miller discusses the challenges of leading a sales organization, emphasizing the need for a mindset shift and the importance of relying on qualified team members to handle sales calls and help desk inquiries. 00:01:55 - JD Miller's Background and New Book Mario Martinez Jr. introduces JD Miller and his new book, "The CRO's Guide to Winning in Private Equity." JD shares his background in tech sales and his experience working with private equity firms. 00:07:27 - Creating a Smarketing Culture JD Miller explains the importance of creating a "smarketing" culture within an organization, where sales and marketing teams work together as a unified team with aligned goals, metrics, and incentive plans. 00:11:45 - Aligning Sales and Marketing Efforts The discussion focuses on the alignment of sales and marketing efforts, emphasizing the need for a shared understanding of the customer journey and the collaboration between the two functions to drive success. 00:13:08 - Measuring Success and Alignment The conversation delves into the importance of aligning success metrics between sales and marketing, with a focus on achieving the company's overall goals rather than individual departmental achievements. 00:13:58 - Aligning on Sales Velocity Metrics JD discusses the importance of aligning on sales velocity metrics in organizations. He emphasizes the need for everyone to understand and work towards the company's sales velocity goal, despite individual responsibilities. 00:15:05 - Aligning Sales and Marketing Efforts JD shares a story about aligning sales and marketing efforts based on sales velocity metrics. He highlights the importance of understanding changes in the business environment and adjusting the target audience to achieve revenue goals. 00:16:24 - Challenges of High Growth Companies JD explores the challenges faced by go-to-market professionals in high-growth companies, such as the need to adapt strategies as the company grows. He emphasizes the importance of shifting mindset and approaches as the organization scales. 00:17:52 - Adapting to Growth as a Founder JD discusses the challenges faced by founders as their companies grow, emphasizing the need to adapt to new roles and responsibilities as the organization expands. He shares insights on navigating the transition from startup to larger enterprise. 00:24:06 - Extending CRO Tenure JD sheds light on the short tenure of CROs and the importance of effective communication with the board. He emphasizes the need for CROs to forecast numbers and show the roadmap for achieving targets to extend their tenure in the role. 00:26:28 - Forecasting and Goal Setting JD discusses the importance of early communication with the board about sales goals and the need for foresight in forecasting to give time for adjustments. 00:28:27 - Sales Metrics and Forecasting The conversation delves into the importance of setting up a forecast cadence and using AI tools to improve forecasting accuracy. They also emphasize the need for a 4x pipeline size to meet sales targets. 00:30:01 - Average Closing Rate and Pipeline Size The discussion covers the average closing rate for sellers, which is revealed to be around 23%. JD emphasizes the importance of understanding one's business metrics and building an annual plan based on reality. 00:34:56 - Managing Attrition and Setting Quotas JD talks about managing attrition by setting achievable quotas and using sales kickoffs to lay out the roadmap for sellers to achieve their goals. The conversation focuses on the importance of providing metrics to help sellers understand how to reach their quotas. 00:37:51 - Challenges and Mistakes for New CROs JD reflects on the challenges new leaders face when promoted to the role of CRO, especially for those transitioning from a seller role. He emphasizes the need to learn from mistakes and provides insights from his own experience in the industry. 00:38:33 - Importance of Building Processes and Systems in Leadership JD emphasizes the importance of building processes, systems, and training others to scale the organization. He highlights the need to empower and create environments for organizational growth. 00:39:23 - Book Availability and Contact Information JD shares that his book is available in multiple formats and provides his website for purchase. He also encourages connecting with him through his website and social platforms. 00:39:44 - Connecting with JD JD recommends reaching out through his website and provides links to his LinkedIn and other social platforms. He emphasizes the importance of personalized connection requests. 00:40:16 - Life Lesson from a Classic Movie JD shares his favorite movie, "The Wizard of Oz," and the life lesson he learned from it about realizing one's own power and capability, relating it to leadership and empowerment. 00:41:11 - Podcast Wrap-Up and Call to Action Mario Martinez Jr. thanks the listeners for tuning in and encourages them to leave a rating and review for the podcast. He also promotes the use of Fly Message to increase productivity. Mastering Strategies for Sales and Marketing In this episode, JD Miller emphasizes the importance of aligning sales and marketing teams towards a common goal. He shares insights on the challenges faced by organizations when sales and marketing are not aligned. The discussion highlights the need for a cohesive strategy where both departments work together for the company's success. Embracing a Smarketing Culture The conversation underscores the importance of creating a smarketing culture within organizations. JD Miller and Mario Martinez highlight the need for collaboration, alignment, and a shared understanding of the company's goals between sales and marketing teams. They discuss the benefits of a unified approach where both departments work together towards collective success. Mastering Strategies for Sales and Marketing In this episode, JD Miller emphasizes the importance of aligning sales and marketing teams towards a common goal. He shares insights on the challenges faced by organizations when sales and marketing are not aligned. The discussion highlights the need for a cohesive strategy where both departments work together for the company's success. Unlocking Key Metrics for CRO Success JD Miller discusses the significance of accurate forecasting and goal setting for CROs. He stresses the importance of providing clear and measurable metrics at every level of the sales process. Understanding the actual win rate and setting realistic expectations based on historical data are essential for CRO success. The resources mentioned in this episode are: Visit JD Miller's website at JDmillerphd.com to purchase his new book The CRO's Guide to Winning in Private Equity available in paperback, hardcover, and ebook formats. Connect with JD Miller on LinkedIn to stay updated on his latest insights and content related to sales leadership and private equity strategies. Download Fly Message at FlyMSG.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Follow Us on: LinkedIn Twitter YouTube Channel Instagram Facebook You might also like: FlyEngage AI - Social media AI engagement tool. FlyPosts AI - Thought leadership AI post generator tool. FlyMSG - Auto text expander (Try it out here for free). FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: As a Chrome Extension. As an Edge Extension. Follow Us on: LinkedIn Twitter YouTube Channel Instagram Facebook You might also like: FlyEngage AI - Social media AI engagement tool. FlyPosts AI - Thought leadership AI post generator tool. FlyMSG - Auto text expander (Try it out here for free). FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: As a Chrome Extension. As an Edge Extension.  

Episode Summary In this episode of OnBase, host Chris Moody speaks with Max Maurier about the intricacies of aligning budgets across sales, marketing, and finance to drive organizational growth. They discuss the importance of setting clear go-to-market priorities, measuring ROI accurately, and fostering cross-functional communication to bridge gaps in alignment. Max shares insights into overcoming budget challenges, balancing investments between top-of-funnel and bottom-of-funnel activities, and using innovative AI tools to streamline marketing processes. About the guest Max is an experienced marketing executive with his sights set on ROI and maximizing engagement. His revenue-minded approach to Demand Generation is built on a foundation of Marketing Analytics and Operations. Efficient growth marketing and revenue optimization are the pillars of Max's ongoing success. He's a no-fluff marketer with a passion for maniacal execution of GTM strategy, data-driven analysis and sales alignment. Max builds world-class teams and employs modern AI-powered MarTech designed to inspect what's expected and scale sales and marketing processes to drive growth. Connect with Max Key takeaways - Sales, Marketing, and Finance Alignment: Achieving cross-functional harmony requires clear priorities, shared goals, and consistent communication throughout the fiscal year. - Tailored Budget Allocation: Investments should align with specific go-to-market priorities, such as new logo acquisition, customer retention, or cross-sell opportunities. - The Role of Soft Skills: Presentation skills and structured communication are critical for marketing leaders to gain stakeholder buy-in and showcase the impact of their strategies. - Innovative AI Applications: Tools like Google's Notebook LM reshape internal training by transforming written assets into engaging audio formats. - Metrics-Driven Decision-Making: Choosing the right KPIs and frameworks to measure marketing's impact on revenue is vital for demonstrating ROI and refining strategies. Quotes On Alignment: “Sales, marketing, and finance need to align on go-to-market priorities for budgets to reflect the organization's true objectives.” On Presentation: “Great presentation skills can make or break your ability to secure buy-in during critical budget discussions.”

Send us a textLaura Erdem is a Sales Manager - Americas at DreamData and a social selling powerhouse who's helping redefine how B2B companies connect with their audience. In this episode, Laura shares her journey from traditional outbound sales to building a multi-million-dollar pipeline through LinkedIn and social selling strategies.We dove into how Laura uses LinkedIn to create meaningful connections with buyers, track measurable revenue impact, and build trust through authentic, human-centric content. Laura also discussed the balance between structured and flexible approaches to social selling, offering practical advice for sales teams and leaders alike.Laura highlighted how DreamData aligns sales and marketing efforts to drive results, with shared reporting and insights that ensure everyone is pulling in the same direction. She also gave us a behind-the-scenes look at how DreamData is expanding into the U.S. market and adapting its sales processes to meet the demands of a fast-moving, transactional environment.We covered:Social Selling 101: How Laura's approach to LinkedIn has generated over $2 million in measurable revenue for DreamData.Metrics that Matter: Beyond likes and comments—tracking engagement, clicks, and conversions that drive real business results.Cold Outreach vs. Warm Outreach: Why traditional outbound sales is struggling and how social selling creates higher-quality leads.Scaling Social Selling: Practical tips for sales teams to personalize and implement social strategies at scale.Aligning Sales and Marketing: How DreamData creates shared goals and accountability between teams to drive growth.Market Expansion: Lessons from DreamData's move into the U.S. market, including the importance of hiring local expertise.The Future of Social Selling: How AI is enhancing social strategies while keeping human connection at the center of sales.Whether you're a B2B sales pro, marketer, or founder looking to build stronger relationships with your customers and scale your pipeline, this episode is packed with actionable tips and insights to help you take your sales game to the next level.Where to Find LauraLinkedIn: Laura ErdemDreamData: dreamdata.ioWhere to find Michel:Newsletter: Stun and AweLinkedIn: Michel GagnonX: @michelgagnonSupport the show Do you have a question you'd like me to answer on the podcast or feedback to share? Leave me a message here. You'll find all the show notes, transcripts, and past guests at stunandawe.com Up your growth game with our hands-on Growth Marketing Course For inquiries about sponsoring the podcast, email marketing@stunandawe.com. Support the show on Patreon Follow us: LinkedIn Twitter

We're thrilled to have Ryan Reisert on this episode of The B2B Playbook! Ryan is an outbound sales coach, go-to-market consultant, and author of "Outbound Sales, No Fluff." He shares the secrets behind Phone Ready Leads—a revolutionary system that increases connect rates while saving time.In this episode, we explore Ryan's journey, the math behind sales success, and how to align sales and marketing for greater efficiency. Ryan also breaks down his famous “buckets” process for prioritizing leads and how to catalogue your market to maximize results.Tune in and learn:+ Why connect rates matter and how to improve them+ The importance of shifting from lead gen to demand gen+ How to align sales and marketing for long-term growthThis episode is a must-watch for B2B marketers and sales teams ready to level up their outbound game.-----------------------------------------------------SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00 Introduction: Solving the Connect Rate Problem02:00 Ryan's Journey into Sales and Marketing04:50 The Birth of Phone Ready Leads07:30 Understanding Sales as Math and Strategy10:20 Building Effective Lead Scoring Systems13:00 The Role of Technology in Outbound Success15:40 Shifting from Lead Gen to Demand Gen18:30 Navigating the Buyer's Pyramid21:20 Aligning Sales and Marketing for Better Results24:00 The Power of Personalization in Outbound26:40 Training Reps for Consultative Outbound29:20 Cataloging the Market: Strategies for Success32:00 Creating a Unified Funnel for Sales and Marketing35:00 How to Build Trust Through Quality Conversations38:00 Final Thoughts and Call to Action-----------------------------------------------------

Guest: Warren Zenna, Founder of The CRO Collective Scaling a SaaS company is no walk in the park. At a certain point, operational complexity demands more than just growth—it demands cross-functional alignment. Enter the Chief Revenue Officer (CRO).In this episode, we dive into the evolving role of the CRO with expert Warren Zenna, founder of The CRO Collective and Zenna Consulting Group, and host of the CRO Spotlight podcast.Warren unpacks why misalignment between Sales, Marketing, and Customer Success persists—and how the CRO may be uniquely positioned to fix it.Key insights you'll gain:What it means for a SaaS company to be “CRO-ready”Why scaling companies make the same costly mistakes—and how to avoid themPractical tips for CROs, CMOs, and CEOs to align teams and drive revenue growthOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.---Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.We'll look at your website's messaging, content, and conversion potential from the eyes of today's buyer and deliver a presentation with new combinations to more sales conversations and demos. And the best part? It's absolutely free. Get started today!

Join Donna Peterson on the B2B Marketing Excellence Podcast as she explores the art of building high-quality email lists for effective marketing. Learn the significance of segmentation, compliance with regulations, and keeping your data fresh. Discover strategic tips like partnering with niche publications, leveraging industry conferences, and using reliable third-party providers to create targeted and compliant email lists. Understand the importance of list hygiene and aligning your sales and marketing teams to drive better engagement and higher conversion rates for premium offers.  Timestamps-00:00 Introduction to B2B Marketing Excellence Podcast01:48 The Importance of Quality Email Lists03:50 Segmentation and Compliance in Email Marketing05:39 Ensuring Fresh and Engaged Email Lists07:32 Strategies for Finding Quality Email Lists08:45 Leveraging Conferences for Targeted Email Lists10:54 Leveraging LinkedIn for Audience Building11:44 The Importance of In-House Email Lists11:55 Gaining Click-Through Information13:04 Email Marketing Best Practices15:12 Pitfalls of Cheap Email Lists15:47 Ensuring List Hygiene17:25 Aligning Sales and Marketing Teams18:23 Final Recap and Call to Action If you would like to continue this conversation, please feel free to contact Donna Peterson at dpeterson@worldinnovators.com.____________________________________________________________________________________________________

Scaling revenue operations effectively is essential to long-term success for any B2B SaaS company. Jacco van der Kooij, the founder of Winning by Design and author of Revenue Architecture, offers invaluable wisdom on creating a sales framework that adapts to the modern business environment. His insights are especially crucial for SaaS companies seeking to grow strategically, streamline their go-to-market strategies, and drive sustainable revenue. Let's dive into some of the key takeaways from Jacco's approach to building a winning revenue architecture. Key Timecodes (0:00) - Introduction to the Episode(1:24) - Welcome and Initial Conversation(1:51) - Defining Revenue Architecture(3:03) - When to Start Building Revenue Architecture(3:45) - Getting Ready for the Next Step(4:45) - Key Steps Before Scaling(6:11) - Differences Between US and EU Markets(8:06) - Bad Fit for Revenue Architecture(9:05) - Aligning Sales with Customer Journey(12:16) - Customer-Driven Buying Process(14:52) - Knowledge Asymmetry Flip(16:13) - Setting Up Successful Revenue Architecture(17:41) - Establishing Go-To-Market Motions(21:05) - Experimentation Phase(22:19) - Go-To-Market Fit vs. Product-Market Fit(27:56) - Implementing Revenue Architecture Without AI(36:21) - Future of Revenue Architecture with AI(38:48) - Growing to 10K MRR Advice(39:39) - Scaling to 10 Million ARR Advice(42:48) - Summary and Key Takeaways(48:51) - Final Thoughts on Education and AI

In this episode of The HealthTech Marketing Show, we go deep on marketing measurement and attribution with guests Gretchen Hoffman, B2B SaaS Marketing Leader, and Mark Erwich, Chief Strategy Officer for Health Launchpad. As healthcare marketers face increasing pressure to prove the value of their efforts, Adam, Mark and Gretchen discuss the shift from traditional lead-based metrics to a more account-based, opportunity-driven approach. They also explore how data analytics and AI are reshaping the landscape. Key Topics: [5:15]How marketing measurement has shifted dramatically due to AI and advanced data analytics, changing how marketers track and optimize demand generation. [11:04] Aligning Sales and Marketing through ABM [13:58] Practical advice on implementing ABM. How tools like Demandbase and 6sense help marketers analyze the full buyer journey and optimize account engagement. [23:16] The limitations of traditional attribution models and how healthcare marketers can effectively measure marketing activities' impact, especially in long sales cycles. [31:10] How to report the impact of marketing to the C-suite, including focusing on pipeline velocity, conversion rates, and customer lifetime value (CLV). [36:24] Actionable advice on adopting AI, ABM, and better reporting strategies. If you found this episode valuable, please share it with others in your network who might benefit from it!

Stop losing customers because of a bad user experience. Try Mouseflow for free and get a free extended trial at https://bit.ly/3MHC6qPIn this episode, we dive deep into a question we get asked all the time: should you outsource your demand generation program to an agency or do it in-house? As two people who have experience on both sides – running agencies and helping companies build their own in-house demand generation teams – we're here to give you the real answer.We'll discuss why many agencies can't deliver on their promises and why it's often better to build the foundation of your demand generation program in-house before turning to external help. We also cover what you need to have in place before hiring an agency and how to use one effectively when the time is right.Tune in and learn:+ Why you should start demand generation in-house+ The importance of customer interviews and qualitative insights+ When an agency can amplify your efforts and how to pick the right oneThis episode is a must-watch for any B2B marketer struggling with the decision to hire external help. Learn from our mistakes and set your business up for demand generation success.-----------------------------------------------------SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00 Introduction: Should You Outsource Demand Generation?01:20 The 5 BEs Framework Explained03:00 When Companies Typically Turn to Agencies05:00 Early Mistakes: Why Agencies Often Fail07:00 Why Demand Generation Should Start In-House09:10 Key Insights Needed for Effective Demand Generation11:10 The Importance of Customer Interviews13:30 The Role of Qualitative Insights in Demand Generation15:00 Aligning Sales and Marketing for Success17:30 Common Pitfalls When Scaling Too Quickly19:20 How to Achieve Message-Market Fit Internally22:00 Building the 80/20 Analysis of Your Best Customers24:30 When Is an Agency the Right Fit?27:00 Using Agencies to Amplify Your Message29:50 Key Takeaways: When and How to Use Agencies-----------------------------------------------------

In this episode, John Kaplan and John McMahon are joined by Sasha Anderson, Global Head of Customer Success at Canva and customer success management (CSM) expert to explore the evolving role of CSMs in sales organizations. The discussion covers whether CSMs should be more commercially focused or technical, based on product complexity and pricing models. Sasha emphasizes the importance of driving customer value and usage, especially in consumption-based models where revenue is tied to product usage. The conversation also delves into the challenges of specialization, the need for alignment between sales and CS teams, and the importance of performance metrics and operating rhythms. Practical advice is provided on building a high-performance culture within CSM organizations. This episode is a must-listen for leaders aiming to optimize their customer success strategies.Tune in and learn more on this episode of The Revenue Builders Podcast.ADDITIONAL RESOURCESConnect and learn more about Sasha Anderson: https://www.linkedin.com/in/sasha-b-anderson/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:43] The Evolution of the CSM Role[00:01:32] Commercial vs. Technical Focus for CSMs[00:02:22] Impact of Consumption-Based Models[00:04:30] Challenges and Strategies in CSM[00:08:47] The Shift from Customer Support to Business Partner[00:11:13] Aligning CS with Revenue Goals[00:16:55] Building Strong Relationships Between CS and Sales[00:19:42] The Importance of Customer Engagement Models[00:28:58] Aligning Sales and Customer Success[00:31:18] The Importance of Specialization[00:31:55] Pros and Cons of Specialization[00:34:52] When to Consider Specialization[00:38:11] Performance Management in Customer Success[00:46:51] Building a High-Performance Culture[00:48:55] Operating Cadence in Customer SuccessEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HIGHLIGHT QUOTES[00:28:47] "Tight handoffs are so important...if you don't understand that there's a competitor sitting right there that understands it and they're willing to take advantage of that opportunity."[00:49:21] "The whole point of the operating cadence is a couple different things: everyone should know what's expected on them on what cadence too."[00:52:12] "If you want one of these roles in CS, in today's environment, you better know how to communicate up."[00:53:28] "As a CS leader, you're responsible for owning the narrative with your C suite, with your customers, with your board about what's happening in the business. And if you don't own the narrative, somebody else is going to own it for you."

On this episode, Jim Jackson, the CMO of HPE, discusses the importance of teamwork and collaboration in marketing and sales and he details how to use data to target and engage customers. Jim also highlights the value of traditional media in the marketing landscape, even with the growing importance of digital marketing. Plus, he touches on the role of AI in marketing and the need for continuous learning in the industry.Key Takeaways:Jim's Perspective on Technological AdvancementsHPE's Brand TransformationThe Importance of Human Creativity in AIThe Evolution of Leadership in MarketingHow to Nurture and Develop Marketing LeadersThe Power of Teamwork and CollaborationThe Importance of Aligning Sales and MarketingThe Role of Traditional Media and Digital MarketingThe Future of Marketing–Mission.org is a media studio producing content alongside world-class clients. Learn more at mission.org.

In this episode of The Claw Podcast, host Eric Holtzclaw sits down with Steve Gielda, President and Co-Founder of Ignite Selling, to explore the vital relationship between sales and marketing. They discuss strategies for bridging the common gaps between these functions, focusing on aligning efforts to support successful product launches and drive revenue growth. Steve shares actionable insights on identifying key decision-makers, uncovering hidden decision criteria, and communicating the unique value of solutions. This conversation is an essential listen for anyone looking to create a cohesive, revenue-enabled organization! To connect with Steve, click here: https://www.linkedin.com/in/sgielda/ To connect with Eric, click here: https://www.linkedin.com/in/eholtzclaw/ To subscribe to our YouTube channel, click here: https://www.youtube.com/channel/UCbiiVRIqMa2mDOLD34GfyFg

In this episode, Rob Napoli, the Chief Commercial Officer at Omniboost, explores his dynamic career journey and insights into marketing, sales, and entrepreneurship. Rob shares his experiences of moving from coaching American football in Italy to founding successful agencies and eventually leading Omniboost's global strategic growth. He discusses the importance of curiosity, embracing failure, and the power of building a strong professional network.Discover how Rob's multifaceted career and commitment to personal and professional development have shaped his approach to leadership and business growth. Learn valuable lessons from his story, including the significance of aligning sales and marketing, the impact of company culture, and the benefits of fostering a growth mindset.Key Takeaways:Personal Journey and Motivation: Rob shares his unconventional path from Italy to New York City, founding his own agencies, and eventually joining Omniboost. His story highlights the importance of curiosity and seizing opportunities. Aligning Sales and Marketing: Rob discusses the necessity of integrating sales and marketing teams to ensure cohesive strategies and better results, emphasizing the importance of communication and collaboration. Embracing Failure: Insights on how failure is a crucial part of success, with Rob sharing his own experiences and the lessons he has learned from setbacks. Building a Strong Network: The value of creating and maintaining a robust professional network, with Rob offering tips on how to build a "board of advisors" for career growth and support. Culture and Growth: Rob explains how a company's culture can significantly impact its growth and success, sharing Omniboost's focus on accountability, transparency, and a growth mindset. Practical Strategies: Rob provides actionable advice for entrepreneurs and business leaders on testing marketing strategies, iterating quickly, and staying adaptable in a fast-paced environment. Make sure to connect with Rob on LikedIn.

In this riveting episode of the Belkins Podcast, join host Michael Maximoff as he delves into a candid conversation with Anthony Kennada, Founder & CEO of AudiencePlus. Discover the unfiltered realities of being a first-time founder, the highs and lows of building a company from the ground up, and the crucial lessons learned along the way.Anthony shares invaluable insights into the challenges of year one, the strategic vision for 2024, and the transformative power of owning your audience. Whether you're a budding entrepreneur or a seasoned professional, this episode offers a wealth of knowledge and inspiration.

Welcome to Revenue Boost: A Marketing Podcast, the ultimate resource for business leaders eager to skyrocket your company's growth!In this episode, “The Power of Synergy: Aligning Sales and Marketing for Business Growth,” host Kerry Curran is joined by Kim Tran, Director, Head of Marketing & Business Development at Gimmal. We'll dive into the secrets of aligning sales and marketing for exceptional business growth and discuss the importance of change management in transforming marketing approaches. Discover how Kim's innovative strategies have revitalized brands and fostered seamless alignment between sales and marketing teams.If you're ready to align your marketing expertise with your business growth goals, this episode is a must-listen. Let's go!

If you're feeling overwhelmed by the endless variations of sales presentations and struggling to create impactful, memorable content for your pitches, then you are not alone! Imagine discovering the unexpected secret behind creating impactful sales presentations. It's not just about the content, but the science of how our brains process, retain, and act on that information. But that's not all. There's a powerful link between sales and marketing that can revolutionize your approach. If you want to uncover this game-changing insight, then keep your eyes peeled because the secret to unlocking more sales success is about to be revealed. Stay tuned for the surprising revelation that will transform your sales game forever. Have you heard the myths about sales presentation design? Let's debunk three of them. But hold on, I won't reveal the strategy just yet. Stay tuned for the truth. This is Tom Martin's story, our special guest for this week: Tom Martin's journey into sales presentation design was born out of adversity. The aftermath of Hurricane Katrina resulted in the loss of his agency's clients and his business, propelling him into a quest to comprehend why people forget 90% of a presentation within two days. This eye-opening realization became the catalyst for Tom's deep dive into the science of how the human brain processes and retains information. His passion for understanding the intricacies of impactful communication was ignited by the need to empower himself and his clients in pitching scenarios. Tom's narrative-style story draws the reader in, painting a vivid picture of his determination to unravel the secrets of crafting truly unforgettable presentations. In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, provides valuable insights on sales presentation design and delivery. He shares how his background in the agency business led him to understand the importance of creating digitally centric business development programs. The conversation dives into the challenges of traditional slide deck presentations, emphasizing the need for a shift towards more interactive and engaging approaches. The best slide deck should be invisible. I shouldn't remember your slide deck. I should remember you and what you said. - Tom Martin With years of experience in the agency business, Tom's expertise extends to business development and prospecting. He's the author of "The Invisible Sale" and has a passion for teaching individuals and organizations how to create digitally centric business development programs. Tom's background and achievements make him a valuable source of insights on sales presentation design and delivery, offering a unique perspective on how to turn conversations into customers. Tom's expertise shines through as he discusses the cognitive limitations of the human brain and the significance of concise messaging in sales presentations. With an eye-opening stat revealing that audiences forget 90% of presented information within two days, regardless of presentation length, Tom delves into the science behind memory retention. His practical tips and strategies for creating impactful and memorable sales pitches make this episode a must-listen for sales professionals seeking to enhance their presentation skills and deliver more effective pitches. With Tom's expertise and actionable insights, this episode offers a compelling exploration of challenges and opportunities in sales presentation design and delivery, providing valuable guidance for creating more engaging and impactful sales presentations. In this episode, you will be able to: Craft compelling sales presentations that captivate your audience and drive results. Elevate your sales pitch decks with effective strategies to leave a lasting impression. Enhance memory retention in your presentations to ensure your message sticks with your prospects. Integrate sales and marketing seamlessly to create powerful, cohesive presentations. Master techniques for delivering sales pitches with confidence and poise.   The key moments in this episode are: 00:00:09 - Introduction to Vengreso and FlyMSG 00:00:48 - Sales Presentation Design 00:01:17 - Tom Martin's Background and Converse Digital 00:05:13 - Revealing a Juicy Secret 00:09:56 - The Challenge of Slide Deck Presentations 00:12:36 - The Science of Presentation 00:14:22 - Biological Limitations 00:17:36 - The Three T's 00:19:31 - Show Up and Throw Up Syndrome 00:23:09 - The 10% Slide 00:25:21 - Improving Slide Decks 00:26:14 - Persuasive Presentations 00:28:15 - Uncomfortable Sales Engineer 00:31:24 - Training for Presentation Skills 00:37:00 - Standardizing Sales Decks 00:39:37 - Understanding Salespeople's Needs 00:40:15 - Embracing Salespeople's Preferences 00:43:56 - Leveraging Website and Follow-up 00:47:39 - Aligning Sales and Marketing 00:49:31 - Favorite Movie and Personal Insight Timestamped summary of this episode: 00:00:09 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso and creator of FlyMSG.io. The podcast aims to help sales professionals grow their sales numbers at scale. 00:00:48 - Sales Presentation Design Mario introduces Tom Martin as the founder of Converse Digital and discusses the topic of sales presentation design. They emphasize the importance of effective sales presentations for driving business growth. 00:01:17 - Tom Martin's Background and Converse Digital Tom shares his background in the agency business and the founding of Converse Digital. He discusses the evolution of the agency's focus on social selling and digitally centric business development programs. 00:05:13 - Revealing a Juicy Secret Tom shares a fun fact about appearing on the Food Network's "Food 911" show hosted by Tyler Florence, where he made up a dish to be featured on the show. This showcases his creativity and storytelling skills. 00:09:56 - The Challenge of Slide Deck Presentations Tom discusses the challenge of slide deck presentations and how research shows that audiences forget 90% of the content within two days. This insight prompts his exploration of the science behind effective presentation strategies. 00:12:36 - The Science of Presentation Tom Martin discusses the lack of training in writing effective PowerPoint presentations. He emphasizes the importance of understanding how the brain processes and retains information in verbal presentations. 00:14:22 - Biological Limitations Tom explains the biological limitations of memory retention and the impact of presentation design on information processing. He highlights the significance of building presentations scientifically to improve information retention. 00:17:36 - The Three T's Tom identifies time, talent, and training as the reasons for poor sales presentations. He emphasizes the need for concise messaging and separating signal from noise in presentations. 00:19:31 - Show Up and Throw Up Syndrome Tom discusses the challenges of fast-paced environments and the lack of concise messaging in sales presentations. He emphasizes the importance of training and investing in workshops to improve presentation quality. 00:23:09 - The 10% Slide Tom highlights the importance of being able to present the main idea of a presentation in one slide. He also discusses the role of time in determining the number of slides in a presentation and the importance of building the slide deck with the main message in mind. 00:25:21 - Improving Slide Decks Tom discusses how they improved a 35-slide deck to 18 more impactful slides, resulting in a tighter elevator speech and clearer client benefits. 00:26:14 - Persuasive Presentations Tom explains the science behind persuasive presentations, including how hesitation words can impact credibility and how tense affects persuasiveness. 00:28:15 - Uncomfortable Sales Engineer Mario shares a story of an uncomfortable sales engineer resorting to vaping during a challenging sales discussion, illustrating the impact of confidence on sales presentations. 00:31:24 - Training for Presentation Skills Tom emphasizes the importance of training in handling challenging questions, buying time, and using content to build credibility and trust in sales presentations. 00:37:00 - Standardizing Sales Decks Mario and Tom discuss the challenges of customizing sales decks for each customer and the need for standardization to avoid multiple versions and ensure consistency in messaging. 00:39:37 - Understanding Salespeople's Needs Tom emphasizes the importance of providing salespeople with the slides they need. He discusses the value of listening to salespeople and creating custom slides to meet their needs, rather than forcing them to use generic slides. 00:40:15 - Embracing Salespeople's Preferences Tom discusses how salespeople prefer to have ready-made slides that they can easily use, rather than creating slide decks themselves. He shares a success story of a biotech client who saw fantastic results by providing their salespeople with the slides they needed. 00:43:56 - Leveraging Website and Follow-up The conversation shifts to the importance of salespeople knowing how to use the website to direct prospects and using follow-up messages effectively. Tom highlights the value of behavioral emails and using content to drive prospecting and sales. 00:47:39 - Aligning Sales and Marketing Tom emphasizes the need for alignment between sales and marketing, with a focus on creating deep, valuable content for salespeople to use. He shares a success story of using content to effectively prospect and close sales, emphasizing the power of combining sales and marketing efforts. 00:49:31 - Favorite Movie and Personal Insight The conversation ends with a lighthearted discussion about Tom's favorite movie, "Dead Poets Society," and a humorous anecdote about salsa dancing. Sales Presentation Design and Delivery In this episode of The Modern Selling Podcast, Tom Martin, the founder of Converse Digital, shares his expertise on sales presentation design and delivery. Drawing from his background in the agency business, Tom emphasizes the need for a shift towards more interactive and engaging approaches in sales presentations. He discusses the cognitive limitations of the human brain, highlighting the importance of concise messaging and the science behind memory retention. With practical tips and strategies, Tom offers valuable insights for sales professionals looking to enhance their presentation skills and deliver more effective pitches. Enhance Your Professional Presentations The episode provides a compelling exploration of challenges and opportunities in sales presentation design and delivery, making it essential listening for those seeking to create impactful and memorable sales pitches. Tom's expertise and actionable insights offer valuable guidance for improving engagement and memory retention in the sales process, making this episode a must-listen for sales professionals and organizations looking to enhance their presentation skills. The resources mentioned in this episode are: Connect with Tom Martin on LinkedIn by searching for Tom Martin at Converse Digital and send a message mentioning that you heard him on the modern selling podcast. Visit the Converse Digital website and fill out the contact form to get in touch with Tom Martin and his team for sales presentation and content marketing expertise. Download Flymessage IO for free to save 20 hours or more in a month and increase your productivity with a text expander and personal writing assistant. Leave a 5-star rating and review for the modern selling podcast on iTunes to show your support and help others discover the valuable content. Watch Dead Poets Society, Tom Martin's all-time favorite movie, for a memorable and inspiring experience.

Christina Roque Lino is the VP of Professional Services Global at OutSystems and leads an elite services team and driving global transformational programs to deliver the best customer experience and business growth. In this episode, Christina and Jonathan discuss the growth and digital transformation of a Professional Services organisation, some key highlights include:- Leveraging Metrics for Business Growth- Insights from OutSystems- Balancing Skills and Expertise in Project Management- Impact of Customer Advocacy- Tips for Aligning Sales and Services for Business Growth Christina is also a member of the Services Delivery Alliance (SDA), a community of peers in the Professional Services industry. Find out more here.// Follow Precursive on: Linkedin: https://www.linkedin.com/company/precursiveTwitter: https://twitter.com/precursiveFacebook: https://www.facebook.com/precursiveYoutube: http://ow.ly/RPxH50Chv9k

The conversation between Dan Sixsmith and David Keene explores the state of B2B marketing today and the challenges faced by marketers. They discuss the importance of aligning sales, marketing, and customer success to provide a cohesive and integrated experience for buyers. They also touch on the impact of AI in marketing and the need for more practical use cases. David shares his career journey and highlights the skills required for modern CMOs, including being a people person, having technical knowledge, and being able to navigate various aspects of marketing. In this conversation, Dan and David discuss the challenges and importance of the modern CMO, the balance between brand development and demand generation, the power of storytelling and personal branding, and the value of hiring diverse talent. They also touch on the influence of mentors and the need to give young people a chance. Overall, the conversation emphasizes the need for CMOs to have a deep understanding of various disciplines, the importance of building a strong brand and culture, and the significance of connecting with customers through authentic storytelling. Takeaways Aligning sales, marketing, and customer success is crucial for providing a cohesive and integrated experience for buyers. The gap between sales and marketing is a major challenge in B2B marketing. AI in marketing has a lot of hype, but practical use cases are still limited. Modern CMOs need to be people-oriented, have technical knowledge, and be able to navigate various aspects of marketing. Metrics in marketing should focus on meaningful data and not just vanity metrics. The modern CMO needs to have a deep understanding of various disciplines and be able to go sufficiently deep across many areas. Balancing brand development and demand generation is crucial, and metrics should focus on the entire customer journey rather than just clicks and conversions. Storytelling is a powerful tool in marketing, and brands should focus on developing narratives that resonate with their target audience. Personal branding is important for marketing and sales professionals, as it helps establish credibility and thought leadership. Hiring diverse talent and giving young people a chance can bring fresh perspectives and energy to a team. Mentors play a pivotal role in career development, and it's important to seek guidance from experienced professionals. Sound Bites "The big trend of super successful organizations is getting marketing and sales to ride together." "You have to adopt a revenue operations model where you're looking at, look, what's our pipe look like six, nine, 12 months out?" "For a business to be successful, your customers have got to love you." "Either go for design and narrative and use focus groups and those kinds of things, or go for metrics that actually take you right through the funnel on a journey rather than just a click to cash kind of thing." "The great organizations are the ones where there is an understanding of the power of brand, the power of the values under the organization, the power of the intangible things the organization does, as well as the brand, as well as the demand and growth pieces." "Digital is failing in many areas. The internet's dying in lots of places and where it's strong is where you've got a real world analog pull and then a digital side to it as well." Chapters 00:00 Introduction and State of B2B Marketing 01:27 The Importance of Aligning Sales, Marketing, and Customer Success 11:36 Moving Beyond Vanity Metrics in Marketing 26:38 The Skills Required for Modern CMOs 30:20 The Challenges and Importance of the Modern CMO 33:15 Balancing Brand Development and Demand Generation 36:39 The Power of Storytelling and Personal Branding 45:29 The Value of Hiring Diverse Talent 53:57 The Influence of Mentors

In this podcast episode, John Golden from Sales POP! Online Sales Magazine and Pipeliner CRM chatted with Kiefer Hazaz from Fruition Rev Ups about Rev Ups' strategic approach. They dive into aligning sales, marketing, and customer service to drive growth.

On this episode of RevOps Unboxed, Sandy Robinson sits down with Ian Grace, Vice President of Sales at Ocrolus, to discuss how revenue operations can effectively align with sales leadership.They discuss alignment, territory planning, and sneaky CRM exports.About our guest, Ian GraceIan is an engaging business development leader possessing a winning blend of team leadership, strategic talent, and practical experience. Through hands-on involvement and an unwavering commitment to success, he's skilled in managing sales, marketing, and operations to produce exemplary results.Ian applies a combination of strategic, operations, and analytical expertise, and consistently exceedexceeds revenue and performance goals by aligning staff talents and effort with organizational objectives. As VP of Sales at Ocrolus, Ian manages the revenue operations team as well as handling sales leadership.About our host, Sandy RobinsonSandy is SVP of Revenue Operations at Patra Corporation, a revenue operations enthusiast with over 20 years of experience in sales, marketing, revenue, operations, and revenue enablement.Throughout her career, she's seen how revenue operations can make or break a company and is excited to share her knowledge and insights with you.In each episode, she'll be talking with a revenue operations practitioner who will share their unique perspective on how they've transformed their revenue operations strategy.She'll dive deep into their processes, challenges, and success stories to give you an inside look into the ever-changing world of revenue operations.

Dave is joined by Christopher Rack, CEO of pharosIQ. Chris is a seasoned leader with a track record of driving remarkable growth. With experience spanning individual contributions to executive leadership, he's led four sales organizations to achieve 10x growth in just 2-3 years. His leadership ethos prioritizes building robust processes and fostering winning cultures rooted in a human-first approach.They discussWhy alignment between marketing and sales is critical for ABM successHow to prove the ROI of our ABM effortsExecuting ABM with minimal resourcesPlus, they take burning questions live from hundreds of B2B marketers and answer them for you.Timestamps(00:00) - - Audience Interaction and Topic Relevance (06:29) - - The Unpredictability of ABM Revenue (09:57) - - The Nature of ABM: Strategy over Product (11:26) - - ABM Misconceptions: Display Advertising vs. Targeting (16:44) - - The Importance of Identifying the Right Target Account List (20:57) - - One-to-One and One-to-Few Strategy (22:47) - - Automation Tools and Direct Outreach for Revenue Generation (27:54) - - Balancing ROI Expectations in Marketing Strategy (33:20) - - Critical Questions for Evaluating Intent Data and Proving ABM Success (37:13) - - Transitioning to ABM as Startup Sales and Marketing Teams Grow (38:26) - - Aligning Sales and Marketing Efforts (43:51) - - Re-engaging Churned Customers with Product Updates and Honest Feedback (44:48) - - Effective Strategies for Re-engaging Churned Customers (48:02) - - Evaluating Account-Based Marketing (ABM) Success" Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***Today's episode is brought to you by PharosIQ. In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. Yet your growth goals remain unchanged.  PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes.  Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that's P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. ***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

It's one of the most common problems in marketing, particularly in SaaS: How do you get your sales and marketing function in alignment?No organization wants to have their sales and marketing teams toiling away in silos, failing to communicate on key strategies and initiatives. misaligned goals lead to poor lead nurturing, and that has a very obvious negative impact on conversion. But how do you get sales and alignment in order? That's what we wanted to find out. So, we sat down with seasoned marketing veteran Kelly Hopping to find out exactly how you can put actionable strategies in place so you can have your sales and marketing functions running along in sync.

Dave is joined by John Short, Founder & CEO of Compound Growth Marketing. John spent a decade as a B2B SaaS marketer at LogMeIn, Yesware, and Workable before starting his own full-funnel marketing agency in 2018. John is focused on helping companies find the right strategy in order to grow, as opposed to just blindly picking from a menu of marketing tactics. His company helps B2B marketers with everything from infrastructure (marketing ops and analytics) to customer acquisition, funnel optimization, and scaling growth.They discussGrowth by acquisitionsTimeless marketing principlesEvolving dynamic between sales and marketingThe impact of AI on SEOBuilding a strong company narrativeTimestamps(00:00) - - Intro and disclaimers (05:24) - - Seeking Strategic Guidance (09:17) - - Embracing Ten X Growth Mindset (14:10) - - Overcoming Hurdles in Business (15:08) - - Balancing Work and Family Commitments (20:06) - - Evolving Search Results and AI Generative Models (23:59) - - Understanding Golf Physics and AI Research (29:56) - - Search Engine Trust and Accuracy (30:56) - - Shifting Landscapes: SEO, Cookies, and Timeless Principles (36:55) - - Strategic Approach to Social Media Advertising (38:48) - - Predictive User Scores and Behavior Analysis (42:21) - - Navigating Growth and Expansion (45:17) - - Aligning Sales and Marketing for Success (48:29) - - The Power of Company Vision: Lessons from Drift (51:41) - - Strategic Alignment Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***Today's episode is brought to you by PharosIQ. In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. Yet your growth goals remain unchanged.  PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes.  Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that's P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. ***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In the latest episode of "Revenue Vitals," Chris talks through changes in B2B finance and the impact to GTM strategies. He outlines the importance of shifting from growth at all costs to a strategy that emphasizes sustainable, efficient growth. Chris talks through the current landscape; SaaS companies aren't growing as fast as before while it's becoming more expensive to get new customers. He highlights how businesses should reconsider where they're putting their money to come up with new strategies that fit with current market conditions. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you're working through, make sure to attend this weekly event every Tuesday at 12 central. Register here. Can't make the event but have a question for Chris? Submit it here. The next Expert Session, featuring Peep Laja will be on Thursday May 16 at 12pm central. Register here.  Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

We are joined by Brady Jensen from Aggregate Insights. He dive into the importance of having a concrete understanding of your target audience and the marketplace, the costly effects of having an outdated tech stack, marketing and sales infighting, and nonstrategic personas and positioning. Brady also emphasizes recognizing the value of feedback, the art of asking the right questions, and the pitfalls to avoid in the customer research process. The discussion blooms with tips on raising your win rates, effectively using personas, and the significance of de-risking your decisions by investing in a fail-proof win-loss program. Tune in to gain insights on transforming your Tech, SaaS, or AOR marketing to definitely match market demands.What You'll Learn:Pitfalls of SaaS AdvertisingValue of Dumb Questions and Constructive CriticismWin-Loss Program for Aligning Sales and MarketingBest Practices for Persona Development and DifferentiationBenefits of Aligning Sales and Marketing Efforts with Market InsightsConnect with Brady Jensen:Website LinkedinResourcesConnect with IanDownload a Tackle Box!Supercharge your marketing and grow your business with video case stories today!Book a Discovery Call Today with Our ExpertsSubscribe to the YouTube Channel Hosted on Acast. See acast.com/privacy for more information.

Get subscriber-only episodes instantly, plus email-exclusive insights and guest previews every week - sign up at https://www.realestateteamos.com/subscribeGo inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Alise Hannebaum, VP of Sales and Operations for The Laughton Team in Phoenix, Arizona.Alise joined the team at the start of the year; it's her second role in the industry after more than a decade in finance and banking operations.   Learn how she scoped the role, how she invested her time in the first 90 days, and what's ahead in the next year or two to align sales and operations from both an operational and financial perspective.Watch or listen for Alise's insights into:- Endurance as a must-have characteristic within your team- The puzzle-piece metaphor that captures her approach to operations and the benefits of coming into real estate from outside the industry- Her initial steps through the first 90 days of joining The Laughton Team- Protecting your Fridays- The relationship between sales and operations and two definitions of her role across them- Tips to improve your likelihood of operating your business profitably- What to look for to know when to hire so that you're not overstaffed and you're not burning out your best people- Key metrics for your leadership team and tips for managing cash flowAt the end, learn about her perfect place … especially when there's no splashing in the shallow end.  Connect with Alise Hannebaum and The Laughton Team: - https://www.linkedin.com/in/alisehannebaum/ - https://www.instagram.com/laughtonteam/ - https://www.facebook.com/laughtonteam/ Follow Real Estate Team OS: - https://www.instagram.com/realestateteamos/ - https://www.tiktok.com/@realestateteamos Learn more about Real Estate Team OS: - https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos Get subscriber-only episodes instantly, plus email-exclusive insights and guest previews every week - sign up at https://www.realestateteamos.com/subscribe

Dave Kellogg is a former CEO and CMO with operational experience across companies from $0 to $1B+. He served as GM/SVP of Service Cloud for Salesforce, CEO of MarkLogic, and SVP of Marketing at SAP / Business Objects. Today, he is principal at Dave Kellogg Consulting, EIR at Balderton Capital, and author of the popular SaaS blog Kellblog (www.kellblog.com). He has also served as an independent director across 10 startup boards and has a unique perspective on what top-performing SaaS companies do and what role the CMO should play.We talk about:- Being a great partner to sales and why it is marketing's job to make sales easier- Mastering the art of becoming the dispassionate analyst, presenting the facts- Being a partner to the CEO- Dave's thoughts on the importance of benchmarks, his POV on category creation, lead gen vs. demand gen, ChatGPT, and more.Timestamps(00:00) - Introduction (06:09) - Dave Kellogg's Journey (11:09) - Insights on Blogging and Career (16:09) - What Makes a Great CMO (21:09) - Aligning Sales and Marketing (28:48) - Leveraging Data and Market Research (33:48) - The Role of Brand and Category Creation (38:48) - The Future of AI in Marketing (43:48) - Understanding SaaS Metrics (48:48) - Closing Remarks Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***Today's episode is brought to you by PharosIQ. In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. Yet your growth goals remain unchanged.  PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes.  Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that's P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. ***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

It's not often someone builds something so high-functioning that it's worthy of an entire book, but the guests on this episode accomplished exactly that.Hillary Carpio and Travis Henry from Snowflake, the cloud data platform, are the authors of Busting Silos, which details how Snowflake unites sales and marketing to win its best customers. Uniting Sales and Marketing is a claim made by many, accomplished by few. But these two might've pulled it off.In our conversation, they teach me the right and wrong questions to be asking when it comes to attribution, we talk about how Snowflake is set up to empower people to make decisions, and how their ABM/SDR partnership 2-4x'd the meeting rate at the company.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel. You can also find Hillary and Travis's book here.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.

Kate O'Neil and Collin Mitchell discuss the importance of alignment between sales, marketing, and finance in a business. Kate emphasizes the need for these departments to work together and share information to achieve the company's goals. Mitchell and guest Kate O'Neill, CEO of Teeming, also discuss the impact of financial models on sales and marketing goals and the consequences of not aligning these areas. They also highlight the changing landscape where finance is playing a bigger role in running the business.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Kate O'Neil (CEO, Teaming)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

#updateai #customersuccess #saas #business Alex Farmer, CCO at Nezasa, & Michael Forney, VP CS at Responsive join the hosts ⁠⁠Kristi Faltorusso⁠⁠, ⁠⁠Jon Johnson⁠⁠ & ⁠⁠Josh Schachter⁠⁠. They discuss: - Challenges of constant employee turnover - Aligning Sales & CS on Success Plans - Strategies for successful cross-functional collaboration - Role of AI in sharing the voice of the customer - Differentiating onboarding phases - Prioritizing customer-centric tactics - Strategic approaches to improving customer retention - Navigating challenges related to M&A Timestamps 0:00 - Preview 1:25 - Meet our guests & Solar Eclipse 6:31 - Leadership is lonely 8:35 - Challenges in cross-function collaboration 10:58 - Challenges dealing with churn, employee turnover 16:50 - Kristi shares the benefits of re-onboarding & strategies around it 22:50 - Alex shares his perspective on onboarding & non-regretted churn 24:35 - How you can tactically be customer-centric 28:20 - Responsive ---Behind the scenes 32:50 - Re-onboarding doesn't have to be free 35:35 - Identifying customer behavior 38:50 - Using AI to keep customer insights aligned across teams 40:22 - Alex shares about transitioning to an enterprise value selling motion 44:20 - How Alex 6x'ed the average contract value and boosted the win rate from 20 to 33% 45:45 - Adjusting success plans 50:43 - Closing ___________________________ #updateai #customersuccess #saas #business ___________________________

In this episode of Rep Matters - Uncapped, hosts Zoya Segelbacher and Caroline Jones welcome Corrina Owens from Purple Cork. The conversation opens with a deep dive into the internal dynamics of organizations, specifically the need for marketers to make information readily available and understandable, both internally and for customers​​.Corrina shares her extensive experience in account-based marketing (ABM), shedding light on the common misconceptions and complexities in this field. She emphasizes the importance of educating marketers on the true essence of ABM, which often gets lost amidst the noise of various tech vendors and their marketing strategies​​.Furthermore, Corrina discusses the evolution of ABM marketing over the years. She touches upon the ongoing changes in the industry's terminology and the need for marketers to adapt continuously. Corrina outlines ABM as a straightforward concept, focusing on aligning go-to-market teams to effectively target and communicate with ideal customers​​. This insightful episode provides valuable perspectives on the dynamic world of B2B marketing and sales alignment.

Our host Jeff Ignacio sits down with both Morgan Ingram and Gaetano Nino DiNardi to discuss how best to align sales and marketing teams. They explore how these teams can collaborate throughout the annual planning process and how to make the handoff process as seamless as possible. They also delve into how to establish regular operating rhythms.

Guest: Mike Morris, a Principal at Kettle Hole Partners, a company that helps you optimize your marketing results based on detailed tracking of the numbers. Previously, Mike headed up Customer Acquisition and Retention at Grasshopper, The Entrepreneur's Phone System, where he tripled the customer acquisition rate and doubled revenue in 3 years.  Overview: When a company falls short of its goals, sales and marketing teams tend to point fingers at each other. Sales complains that marketing isn't delivering enough qualified leads. Marketing complains that sales isn't closing enough leads. And perceptive CEOs see a significant misalignment that threatens to drag down profits. On today's show, Mike Morris discusses structural and analytical strategies CEOs can use to keep sales and marketing focused on reaching your target customers and Making BIG Happen. Mike also uses his time at Grasshopper as a case study in identifying a sales niche and firing test bullets to identify new opportunities for growth.

Hey, marketing and sales enthusiasts! Just wrapped up an incredible podcast episode with Rob Freedman, Head of Growth at Zuper, a maestro in harmonizing sales and marketing strategies. We dove deep into areas where many struggle, yet few dare to explore. Rob likes to talk about bridging the gap between Marketing, Business Development, and Sales, and ensuring all are aligned, and communicating. With over 20 years of experience, he's an entrepreneurial-minded marketing and sales executive with a strong background in team building, sales development, demand generation, paid search, analytics, email marketing, social media, display advertising, and SEO. Here's a sneak peek:

Does this sound familiar? You've been told that in order to achieve better negotiation outcomes, all you need to do is focus on your sales pitch and product features. But let's be honest, how many times have you felt the pain of losing a deal even after delivering a flawless presentation? It's time to break free from that ineffective action and understand the procurement process. By gaining a deep understanding of how your buyers make purchasing decisions, you'll finally be able to unlock the secrets to winning and achieving the results you desire. Mark Raffan, founder of Negotiations Ninja, brings a unique perspective to the world of negotiations. With a background in procurement, he has seen firsthand the inner workings of the "devil's lair" and understands the challenges salespeople face when dealing with procurement teams. Mark's mission is to transform unsuccessful negotiators into successful ones by providing training and coaching. He believes that the key to negotiation success lies in thorough preparation. Unlike the flashy portrayals we often see in movies, Mark emphasizes that most negotiations are strategic and require a well-thought-out plan. The biggest mistake people make is going into negotiations without a clear objective or strategy. Mark teaches salespeople how to define their goals and break them down into concrete, achievable outcomes. By understanding both their own needs and the broader objectives of their business, salespeople can negotiate effectively and drive value throughout the negotiation process. Mark's approach challenges the traditional view of negotiations and empowers sales professionals to take control and achieve better outcomes. Don't sacrifice your own needs in favor of the customer. Be selfish and think about what you want to achieve in the negotiation, while still delivering value to the customer. - Mark Raffan My special guest is Mark Raffan Mark Raffan is the head of training at Negotiations Ninja, a prominent negotiation training and coaching business. With a background in procurement spanning over 15 years, Mark brings a wealth of experience and expertise to the table. Over the course of his career, he has helped numerous salespeople and procurement professionals improve their negotiation skills and achieve successful outcomes. With six years of running Negotiations Ninja, Mark has established the company as one of the leading negotiation training providers globally. Through their training programs, they have delivered valuable insights and strategies to companies across different continents. Mark's approach emphasizes strategic planning and value creation throughout the negotiation process. His extensive knowledge and practical guidance make him a trusted resource for individuals and businesses looking to enhance their negotiation capabilities. In this episode, you will be able to: Master negotiation strategies to achieve success in any business deal. Achieve a balance between your personal and business needs during negotiations for optimal results. Understand the procurement process to gain a competitive edge and improve your negotiation outcomes. Unlock the power of goal-based negotiation to create maximum value for both parties involved. Hone your negotiation skills through practice and become a more effective sales professional. The key moments in this episode are: 00:00:08 - Introduction 00:01:48 - Background and Inspiration 00:05:24 - Juicy Fact 00:07:26 - Biggest Mistakes in Negotiations 00:10:36 - The First Step in Preparation 00:15:12 - Prioritizing Your Needs 00:17:07 - Aligning Sales and Business Objectives 00:18:51 - Lack of Clear Direction in Sales Leadership 00:22:38 - Importance of Financial Metrics in Sales 00:25:51 - Equipping Sales Teams for Success 00:29:11 - Selling with Belief in Value 00:30:48 - Dealing with Challenges and Fluctuations 00:32:05 - Negotiation as a Practice 00:34:16 - Continuous Learning in Negotiation 00:35:15 - Accessing Information about the Counterparty 00:42:43 - Understanding the Hot Buttons in Negotiation 00:43:48 - Born Negotiators vs Skill Development 00:46:15 - Individual Negotiation Training 00:47:48 - The Myth of Win-Win 00:51:35 - Favorite Movie and Closing Timestamped summary of this episode:  00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and the topic of negotiations. He welcomes Mark Raffin, the head of training at Negotiations Ninja, and mentions Mark's bestselling book, Nine Secrets to Win Deals and Influence Stakeholders. 00:01:48 - Background and Inspiration Mark Raffin shares his background in procurement and how he transitioned to training salespeople in negotiations. He discusses his motivation for starting Negotiations Ninja, which was to create more engaging and effective corporate training. 00:05:24 - Juicy Fact Mark reveals that he has made several salespeople cry during negotiations, which he considers both shameful and a badge of honor. He assures listeners that it's okay to feel frustrated or emotional during negotiations. 00:07:26 - Biggest Mistakes in Negotiations The biggest mistake in negotiations is lack of preparation. Mark emphasizes the importance of strategic planning and having a clear goal in mind. He highlights the need to understand the buyer's perspective and hot buttons. 00:10:36 - The First Step in Preparation The first step in preparation is clearly defining what you want to achieve from the negotiation. Mark points out that simply wanting a good deal isn't specific enough and encourages sellers to think about their desired outcomes in terms of value and profitability. 00:15:12 - Prioritizing Your Needs The importance of considering your own needs before the customer's needs is highlighted. While the customer's needs are important, sacrificing your own needs can be detrimental. It is essential to identify and fulfill the needs of the business while also considering personal objectives. 00:17:07 - Aligning Sales and Business Objectives The importance of aligning individual goals with the needs of the business is emphasized. By negotiating contracts that benefit both parties and contribute to the company's growth, salespeople can play a significant role in achieving corporate objectives. 00:18:51 - Lack of Clear Direction in Sales Leadership The lack of clear communication and direction from sales leadership is discussed. Many salespeople are unaware of the specific goals and objectives of the business, resulting in missed opportunities. Sales leaders should provide their teams with clear objectives to guide their negotiations and decision-making. 00:22:38 - Importance of Financial Metrics in Sales The separation between the sales team and the finance team is highlighted as a challenge. Salespeople often lack knowledge about the financial metrics and targets necessary to make informed decisions during negotiations. Sales leaders should demand transparency and provide their teams with the necessary financial information to negotiate effectively. 00:25:51 - Equipping Sales Teams for Success The importance of arming sales teams with the necessary information and tools to negotiate effectively is emphasized. Providing a range of acceptable outcomes for various success drivers, such as price, IP risk, and brand risk, enables salespeople 00:29:11 - Selling with Belief in Value It is crucial for salespeople to believe in the value their product or service brings to the organization and the client. If they don't believe in it, they should find something else to do. Belief in the mission, values, organization, and products is essential for success. 00:30:48 - Dealing with Challenges and Fluctuations Sales professionals often face challenges and fluctuations in their products or organizations. It can be disheartening when things don't go smoothly, but maintaining belief in the mission and staying consistent in their efforts are key to success. 00:32:05 - Negotiation as a Practice Negotiation should be viewed as a practice, similar to religious experiences or mindfulness practices. There is no end state of perfection, but by consistently applying negotiation techniques and continually improving, salespeople can achieve success. 00:34:16 - Continuous Learning in Negotiation Negotiation is not a one-time skill, but a practice that should be continually developed. The more salespeople read and learn about negotiation, the more they realize there is always more to know. Consistently improving and being disciplined are key to success. 00:35:15 - Accessing Information about the Counterparty To access information about the counterparty, salespeople should focus on four question sets: asking about success drivers, finding out what the counterparty wants, anticipating the questions the counterparty will ask, and reflecting on the perceptions of both parties in 00:42:43 - Understanding the Hot Buttons in Negotiation Salespeople often miss understanding the hot buttons for individuals in the negotiation process. It is important to understand the structure and priorities of the procurement team and ask discovery questions to involve them earlier in the conversation. 00:43:48 - Born Negotiators vs Skill Development There is no such thing as a born negotiator. While some people may have natural communication skills, negotiation is a skill that needs to be practiced and developed. Dedication, focus, and practice are key to becoming a successful negotiator. 00:46:15 - Individual Negotiation Training Negotiation Ninja offers live training courses for individuals. While they don't offer on-demand training, the courses provide opportunities for practice and learning from procurement professionals and other salespeople. 00:47:48 - The Myth of Win-Win The concept of win-win in negotiation is misleading. It assumes that both parties can truly win and agree on what is fair. Instead, focus on goal-based negotiation, setting aspirational goals and working towards achieving them to drive value for both parties. 00:51:35 - Favorite Movie and Closing Mark's favorite movie is Casablanca. To connect with Mark, reach out to him on LinkedIn and check out his book "Nine Secrets to Win Deals and Influence Stakeholders." The episode closes with a reminder to download Flymessage IO for increased productivity. Understand the Procurement Process Raffan underlines that understanding the procurement process is an essential factor in negotiation outcomes. This understanding equips sales professionals with insights into the buyers' hot button issues and allows them to anticipate possible challenges. By involving the procurement team early in the conversations, salespeople can facilitate a more streamlined negotiation process, ultimately accelerating their organization's growth. Master Negotiation Strategies Mark Raffan highlights the importance of mastering negotiation strategies for sales professionals. He equates negotiation to a constantly evolving practice, not a one-time event, thus, emphasizing the need for ongoing learning and refinement. Developing and honing these negotiation skills can greatly improve a sales professional's ability to secure favorable deals and drive value for their organization. Achieve Balance in Negotiations Achieving a balance between personal objectives and the overall needs of the business is fundamental in negotiations, according to both Raffan and Mario. This requires maintaining open communication lines with various teams, comprehending the organization's holistic needs and objectives, and effectively translating corporate strategies to the sales team. It's about finding the sweet spot where personal and business needs align, leading to efficient and successful negotiations. The resources mentioned in this episode are: Check out FlyMSG:  the free personal writing assistant and text expander application created by Vengreso. Use this tool to improve your writing and productivity. Get the book Nine Secrets to Win Deals and Influence Stakeholders: Purchase Mark Raffan's bestselling book, Nine Secrets to Win Deals and Influence Stakeholders. This book provides valuable insights and strategies for successful negotiations. Listen to the Modern Selling podcast: Tune in to the Modern Selling podcast hosted by Mario Martinez Jr. In this episode, Mario and Mark discuss negotiations and provide valuable tips for winning over buyers. Take notes and apply these strategies to your own sales efforts. Explore Negotiations Ninja training and coaching: Visit the Negotiations Ninja website to learn more about their negotiation training and coaching services. Whether you're a salesperson or a procurement professional, their programs can help you become more successful in negotiations. Follow Mark Raffan on social media: Connect with Mark Raffan on social media platforms such as LinkedIn and Twitter. Stay updated on his insights and expertise in negotiations. Sign up for Negotiations Ninja newsletter: Subscribe to the Negotiations Ninja newsletter to receive regular updates, tips  

In this episode of The Sales Compensation Show, John Capin, Senior Director of Strategy, Planning & Rewards at Genesys, joins host, Nabeil Alazzam to discuss the challenges of connecting sales planning and compensation, the impact of well-designed plans on sales motivation, and why the sales comp team should have a seat at the table in the GTM strategy setting process.

In this episode, we sit down with David Breshears, Chief Revenue Mechanic, to explore the intricate interplay of technology, marketing, sales, and revenue operations that power the success of both emerging SaaS startups and established corporations.Join us as we delve deep into the strategies, tactics, processes, and technologies that drive the revenue machine. Brought to you by Tenbound, this podcast offers invaluable insights and intelligence to help you master the art of sales development. Tune in and discover how to orchestrate effective collaboration among different functions, break down silos, and create a well-oiled revenue engine that ensures sustained success.Want more Pipeline and Revenue? Tenbound Free Resources: Newsletter https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenbound/ https://youtube.com/@Tenbound Auto-Subscribe https://www.youtube.com/channel/UCHBsZnSSZ92VnUPZQhgI4-w?sub_confirmation=1 https://www.facebook.com/tenboundinc/ https://twitter.com/Tenbound https://www.instagram.com/tenbound/ Podcast Itunes https://podcasts.apple.com/us/podcast/the-sales-development-podcast/id1153817009?mt=2

This week on the Digital Velocity Podcast, Sean Doyle of FitzMartin joins Erik and Tim to discuss how businesses can drive sustainable growth and revenue by aligning sales and marketing operations to match buyers' needs. https://www.digitalvelocitypodcast.com/episodes/47-aligning-sales-and-marketing-to-buyers-needs-sean-doyle  

In this podcast episode, Kiri speaks with  Ben Galvin, former Senior Director, Omnichannel Retail Sales & Category Leadership at Constellation Brands.  Kiri and Ben's conversation revolves around the changing world of retail, the importance of digital skills and omnichannel strategies for everyone involved in retail, and the structure of ecommerce business within brands.  Ben also shares his journey from traditional sales to mastering digital skills in his role and the crucial role of digital in modern-day retail, and how today's leaders and doers can influence and educate their own organizations from within. Make sure you tune in to find out more! Prior to Constellation Brands, Ben held National Accounts roles at Anheuser Busch InBev and Founders Brewing Company.   

What has the biggest influence on your decision to purchase an item?  Is it the price, availability, scarcity, or the brand?  If it's the brand, how can salespeople be effective - or are they really needed?  No, this is not a doomsday warning, but it may help you stay alive as Bill and I welcome marketing expert, Corky Hall to discuss the importance of Aligning Sales with the Brand on episode 554 of the Winning at Selling Podcast.