Podcast appearances and mentions of Chris Moody

Episode SummaryIn this episode of OnBase, host Chris Moody reunites with longtime friend and podcast co-creator Amber Naslund for a reflective and forward-thinking conversation. Amber brings a wealth of experience across the marketing-sales spectrum and shares how her background in marketing has become her superpower in sales.They explore how better collaboration between marketing and sales can unlock massive gains, why product marketing and sales enablement should stop building models and start offering "Legos," and how storytelling in sales is less about fables and more about connecting dots. Amber also gets real about brand vs. demand debates and why marketers need to stop underestimating the power of long-term influence.Key TakeawaysMarketing Skills Supercharge Sales: Amber's success in sales stems from her deep understanding of marketers. Being able to “speak the same language” has helped her build trust, credibility, and strategic partnerships with customers.Empathy > Silos: Sales and marketing still operate too independently. The cure? Cross-functional humility, joint planning, and sitting in on each other's meetings.Build Legos, Not Models: Product marketers and sales enablers should create modular, adaptable building blocks—not rigid, linear pitch decks. Sellers need the freedom to customize.Get Comfortable with Casual: Great sellers are simplifying, listening deeply, and having real, unscripted conversations. Over-reliance on pitch decks and sequences is hurting connection.Brand is Demand: The divide between brand and demand gen is artificial. Brand is what puts you on the buyer's shortlist on Day 1—it's measurable, just not always trackable.Quotes“Brand is demand. It's all one thing. The biggest mistake marketing made was thinking brand was separate from measurable success.”Best moments 01:20 – Amber's career journey: from nonprofit fundraising to sales leader at LinkedIn.05:30 – What marketers misunderstand about sales (and vice versa).09:15 – The art of “getting comfortable with casual.”12:30 – Why enablement teams need to provide mix-and-match sales materials.15:30 – Storytelling in sales: not fluff, but hypothesis.18:00 – The real power of brand—and why we're measuring it all wrong.Resource recommendationsBooks:The First 90 Days by Michael D. WatkinsBabel by R.F. KuangPodcasts:Hidden Brain PodcastShout-outsAshley Faus, Head of Lifecycle Marketing, Portfolio at Atlassian – She is admired for her community leadership and generosity.Jenn VandeZande, Digital Engagement Strategy at SAP CX – Amber praised Jenn for her editorial excellence and long-game content strategy.About the GuestAmber Naslund is a seasoned marketing and sales executive, currently serving as a Director at LinkedIn within their Marketing Solutions business. With over 25 years of experience across nonprofit fundraising, B2B marketing, tech startups, and enterprise sales, she brings a rare dual-lens perspective from both sides of the revenue table.From co-founding a podcast with host Chris Moody over a decade ago to transitioning from marketing leader to sales director, Amber has continually embraced growth, reinvention, and empathy as cornerstones of her leadership. She's passionate about bridging the gap between marketing and sales teams, crafting meaningful stories, and advocating for the value of brand in today's attribution-obsessed world.Connect with Amber.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Lydia Hutchison for a powerful conversation on what works in modern B2B prospecting. Lydia explains why typical AI-personalized messages fail to cut through and how relevance, rooted in deep customer understanding, wins every time.She unpacks her triple-touch framework, the value of tone and timing, and the human psychology that underpins effective outreach. Lydia also reveals her favorite high-converting tactic that combines manual research with real-time relevance. If you're struggling with connect rates, sequence performance, or objection handling, this episode offers a fresh, actionable perspective.Key TakeawaysRelevance Trumps Personalization: Generic personalization wastes the prospect's time. Relevance speaks directly to their daily pain and success metrics—and that's what drives replies.Triple-Touch Strategy Works: Lydia advocates a three-channel approach—phone, LinkedIn, email—for testing message resonance and adjusting in real-time based on feedback.Lead with Psychology, Not Scripts: Authentic, thoughtful outreach begins with understanding how people accomplish their tasks—and how you can help them do it more effectively.Objections Aren't Always Real: Recognize the difference between a true objection and simple disinterest. Learn to use tone, timing, and multichannel follow-up to stay human and helpful.AI is a Research Assistant, Not a Salesperson: When used well, AI can support better outreach by helping reps research personas and challenges, but it shouldn't write your messages for you.Quotes“Everybody is getting their job done without you. So your job is to show them how to do it better—not tell them they're doing it wrong.”Best Moments (0:56) Lydia Hutchison's Journey into Sales (2:59)Developing Expertise in Sales Execution and Prospecting  (8:00) Differentiating Relevance and Personalization in Prospecting(12:09) Key Factors to Make a Sales Message Stand Out (14:19) Example of Focusing on Relevance Over Personalization (16:27) Process for Ensuring Consistent and Compelling Messaging Across Sales Teams(18:34) Approaching Objection Handling (20:33) Actionable Advice for Struggling Prospecting Teams Shout-outsJason Bay – Lydia recommends Jason for practical advice on sales openers and messaging, especially for go-to-market teams. His content helps reps connect more effectively with prospects.Jen Allen-Knuth- Jen's focus on the psychology of sales resonates with Lydia. She recommends Jen's insightful LinkedIn posts on buyer behavior and objection handling.About the GuestLydia Hutchison is the Head of Business Development at DataHub. She is a data-obsessed sales leader, builder of outbound sales motions, from early-stage startups to global enterprises. Lydia is passionate about coaching for success and empowering sales development orgs to crush their revenue and career goals.Website: datahub.comConnect with Lydia.

Episode SummaryIn this provocative and insightful episode, OnBase host Chris Moody reunites with Lukas Egger to discuss one of the most talked-about frontiers in business innovation: agentic AI. Lukas explores how companies can move beyond demos and hype to implement AI in ways that reshape business models and unlock new value creation.Key TakeawaysPrioritizing Agentic AI: Leaders must prioritize agentic AI for business preparedness due to the significant investment and potential for new value creation.Understanding Misconceptions: It's crucial to recognize the "Jagged Frontier of AI," where AI's capabilities are counterintuitive, and avoid the "Lego brick fallacy," which assumes AI can be simply plugged into existing processes.Lowering Cost of Failure: To confidently adopt AI, businesses must systematically lower the cost of failure, iterate quickly, and democratize the process.Data-Driven Insights: Robust data and real answers are essential for understanding the ROI and impact of AI changes on business processes, systems, and people.Competitive Advantage: Instead of focusing solely on common AI use cases, businesses should identify their unique, unfair advantages and engage in rapid iterations and customer conversations to discover differentiating functionalities.Integrated Innovation: Marketing, sales, and business development should be involved early in the AI innovation process to ensure that new solutions align with market needs and monetization strategies.Beyond Peacocking: Avoid simply "peacocking" with AI by replicating what others are doing; instead, focus on deep integration and solving real business problems.Best Moments 02:00 – Lukas describes his nonlinear path from philosophy and startups to enterprise innovation at SAP.05:00 – The promise of agentic AI: opening up new domains for value creation and strategic repositioning.10:00 – Breaking down misconceptions: why traditional planning fails in the face of fast-moving AI.15:00 – Lowering the cost of failure and why “small wins” are key to long-term adoption.20:00 – Avoiding AI homogeneity: how to resist the urge to copy competitors and build a real moat.26:00 – Implementing AI at scale in large organizations: the hidden value of domain expertise and transparency.32:00 – The behaviors leaders must change to avoid missing the AI wave entirely.38:00 – Why marketers and sales teams must embed in AI development—early and often.Shout-outsHelen and Dave Edwards, Co-Founders of Artificiality Institute who discuss the emotional components of AI technology.Peter Temes, Founder and President, ILO Institute, for his deep understanding of basicAbout the GuestLukas N.P. Egger leads the Innovation Office & Strategic Projects team at SAP Signavio, where he focuses on de-risking new product ideas and establishing best-in-class product discovery practices. With a successful track record in team building and managing challenging projects, Lukas has expertise in data-driven technology, cloud-native development, and has created and implemented a new product discovery methodology. Excelling at bridging the gap between technical and business teams, he has worked in AI, operations, and product management in fast-growth environments. As a founder, he has experience building lean and iterating quickly to create saleable software with limited resources while fostering loyalty. Lukas has movie credits for his work in Computer Graphics research, published a book on philosophy, and is passionate about the intersection of technology and people, regularly speaking on how to improve organizations.Connect with Lukas.

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.

Episode SummaryIn this special in-person episode of OnBase, host Chris Moody joins Davis Potter live from Austin, Texas, for a candid deep-dive into the evolution of account-based marketing. Davis draws on his experience across enterprise giants and nimble startups to unpack the real differences between demand gen and ABM—and why most companies are stuck in the middle.Together, they dissect the pitfalls of outdated ABM models, the importance of unifying go-to-market teams, and the need for signal-based measurement over legacy lead scoring. Davis explains the “account-based arrow,” ForgeX's new data model, and shares practical tips for aligning product marketing with ABM functions for retention and growth. Whether you're a team of one or leading a global strategy, this episode is packed with insights you can act on immediately.Key TakeawaysABM vs. Demand Gen: True ABM is more than just targeted demand generation; it requires a unified approach across sales and marketing.  Strategic ABM Implementation: Organizations should tailor their ABM strategy to their specific needs, considering factors like deal size and resources.  Measurement and Reporting: Effective ABM measurement involves tracking various metrics, including account engagement and pipeline progression, and requires a unified data model.  Cross-Functional Alignment: Alignment between ABM teams and other functions, such as product marketing, is crucial for success.  Evolving ABM: ABM is not static; it requires continuous evolution and adaptation to changing market dynamics and organizational needs.  Quotes“If you're just building lists off third-party intent and running ads, you're not doing ABM—you're just doing better DemandGen.”“Product marketing is not optional in an ABM strategy—it's foundational. They understand the customer better than anyone.”Best Moments 00:09-00:20 – Davis Potter's background and journey to 4Gex.  04:45-05:00 – The importance of aligning go-to-market strategy with business goals.  06:29-07:00 – Transitioning from demand generation to account-based marketing.  10:50-12:00 – The double funnel approach to measuring ABM success.  25:30-26:00 – The challenges of ABM benchmarks and data interpretation.  33:00-34:00 – The critical role of product marketing in ABM. Recommended resources:Newsletter:⁠ABM Tactics LinkedIn newsletter⁠ – Tactical, real-world GTM advice from the trenchesCertifications:⁠New ABM Certification Program⁠ by Demandbase in Partnership with ForgeXB2B Leaders to follow⁠Akriti Gupta⁠, Director of Marketing at LinkedIn  ⁠Désirée Daniels⁠, Retail Industry & ABM Marketing at LinkedInAbout the GuestDavis Potter is the Co-Founder of ForgeX, a firm dedicated to modernizing account-based go-to-market strategies through research-backed insights and scalable methodologies. With experience launching ABM programs at organizations like Google Cloud and Scale AI, Davis brings a rare blend of enterprise sophistication and startup agility. His unique journey—spanning billion-dollar enterprises and high-growth tech companies—has equipped him with a comprehensive view of ABM's past, present, and future.Davis is passionate about aligning sales, marketing, and product teams around unified goals and measurement systems. He frequently speaks on evolving ABM frameworks, first-party data strategies, and the shift from vanity metrics to actionable signals. Davis also co-leads the ForgeX and Demandbase certification program, shaping the next generation of account-based marketers.⁠Connect with Davis⁠.

Episode summary:In this episode of OnBase, host Chris Moody sits down with Trent Talbert to dissect the 2025 B2B marketing landscape—from evolving ABM strategies to the real reason high-growth companies are struggling despite bigger budgets. Trent shares insights from the newly released AMP25 survey and offers sharp, data-backed guidance on where modern marketers should double down and what they should ditch.You'll hear why personalization is still broken in most orgs, how bold messaging can break through the noise, and why “do more with less” is a dangerous myth. Packed with practical wisdom and a few mic-drop moments, this episode is a must-listen for any B2B marketer looking to elevate their strategy this year.Key TakeawaysOptimism in Goals: A significant majority (80%) of B2B tech marketers are optimistic about achieving their goals this year.  Growth Challenges: Faster-growing companies often face more challenges, requiring a broader approach to marketing.  ABM and Personalization: Organizational silos can hinder effective ABM and personalization. Emerging brands have an advantage in implementing these strategies due to their lack of legacy systems.  Standing Out: Brands can capture attention through bold, creative, and emotionally resonant messaging that balances rational appeals.  Customer Focus: There's a growing emphasis on customer loyalty, lifetime value, and downstream engagement, including onboarding and renewals.  Budget Trends: Most budgets are flat or increasing, but companies are urged to choose either a cost-reduction or growth strategy.  Tactic Stability: The top six marketing tactics have remained consistent, highlighting the importance of executing fundamentals well and creating a coherent customer experience across channels.  Best Moments (00:35) - Trent Talbert's career journey in B2B tech.  (02:39) - The relationship between growth and marketing challenges.  (03:54) - Obstacles to fully leveraging ABM and personalization.  (06:51) - Strategies for brands to stand out.  (10:05) - Budget trends and strategic recommendations.  (14:05) - The importance of strategic focus.  (16:54) - Recommended tools in the intent and personalization space.  (18:05) - Trent's favorite reads and the importance of brand building.Tech RecommendationsDemandbase – ABM + intent toolsMutiny – Website personalizationBooks:The Four Conversations by Blair EnnsPodcasts:Two Bobs Podcast with Blair Enns & David C. BakerReports:April Six Marketing Pulse 2025Blair Enns, Founder, Win Without PitchingApril Dunford, Founder, Ambient Strategy, and positioning expert for tech companiesBob Wright, Founder, FirebrickAnna Powell, RevOps influencer in the B2B spaceAbout the guest:Trent Talbert is a seasoned professional with a strong background in strategy and account management. At April Six, Trent currently holds the position of Head of Strategy for North America. Prior to this role, Trent worked at Doremus as an Account Supervisor, gaining experience in various account executive roles. Trent has also worked in advertising and PR, further showcasing their diverse skill set. With a BS in Business-Marketing from the University of Missouri Trulaske College of Business, Trent is well-equipped to handle the challenges of their dynamic roles in the industry.Connect with Trent.

Episode SummaryIn this episode of OnBase, host Chris Moody welcomes Brandon Ratliff for a compelling conversation about the evolution of Martech, the promise (and limitations) of AI, and the art of staying future-ready in an ever-accelerating landscape.Brandon shares his unconventional path from coding hobbyist to martech leader, while offering tactical advice for building scalable stacks, enabling data-informed personalization, and fostering innovation within teams. He unpacks what it means to shift from “T-shaped” to “I-shaped” marketers, the human side of AI-driven growth, and how organizations can maintain curiosity to avoid losing their competitive edge.Whether you're leading an enterprise marketing team or scaling a scrappy startup strategy, Brandon's insight into modern Martech is both practical and visionary.Key TakeawaysThe Evolving Marketer: The shift from T-marketer to I-marketer highlights the importance of data literacy in addition to channel-specific expertise.  Data-Driven Marketing: Clean and well-utilized data is crucial for the success of MarTech initiatives.  Future of MarTech: AI and predictive analytics are key to enhancing efficiency, personalization, and ROI in marketing.  Essential MarTech Stack: A core MarTech stack includes a CDP, marketing automation platform, ABM tool, and CRM.  AI's Role in Marketing: AI enhances marketing through production, planning, creative management, and scaled personalization.  Importance of Human Connection: Human relationships remain fundamental in marketing and business despite technological advancements.  Future-Proofing Skills: Marketers must prioritize continuous learning, including prompt engineering and AI tools, to stay ahead.  Fostering Innovation: Leaders should encourage experimentation and calculated risk-taking to drive marketing innovation.  Qualities of a Modern Marketer: Key competencies include fearlessness, curiosity, creativity, and data-centricity.  Signs of Losing Competitive Edge: Stagnation, lack of investment in new tools, and failure to train employees are warning signs.  Change Management: Overcoming resistance to change and fostering belief in new initiatives is a significant challenge in marketing. Quotes“You don't have to know everything. But you do have to know your data.Best Moments 00:48 - 02:18 Brandon shares his journey into MarTech.  02:48 - 03:32 The importance of data in marketing.  05:36 - 06:20 Pragmatic approach to data.  06:54 - 08:14 Core components of a MarTech stack.  08:14 - 09:41 The role of AI in enhancing marketing.  10:33 - 12:29 The balance between technology and human connection.  13:13 - 16:38 Strategies for future-proofing marketing skills.  21:26 - 23:18 Signs a company is losing its competitive edge.  23:35 - 25:22 The biggest challenge in marketing today: change management.  About the GuestBrandon is a seasoned leader in marketing technology and operations at Qualcomm. With a passion for innovation and a knack for navigating the digital realm, Brandon has been instrumental in advancing Qualcomm's Martech strategies. He has successfully implemented transformative technologies, including advanced marketing automation and analytics tools, to drive data-driven success. Known for his thought leadership and commitment to staying ahead of industry trends, Brandon's work exemplifies the powerful synergy between marketing and technology. Join us as he shares his insights and experiences in unlocking the potential of the Martech stack.Connect with Brandon.

Episode SummaryIn this episode of OnBase, host Chris Moody and Parth Mukherjee delve into the critical role of customer voices in shaping go-to-market strategies. Parth shares his journey through the tech industry, highlighting his experiences in product marketing and go-to-market strategy across different company stages. He emphasizes the importance of product marketing teams in bringing the customer's perspective into the organization and outlines the five key components of a go-to-market strategy: who, what, why, where, and how. Parth also discusses methods for collecting and analyzing customer data, balancing quantitative and qualitative feedback, and addressing stakeholder resistance. Additionally, he explores emerging marketing trends, the use of AI in marketing, and the challenges of B2B marketing, such as attribution.Key Takeaways:Voice of the Customer is Key: Customer insights are crucial for shaping effective go-to-market strategies.  Five Components of Go-to-Market Strategy: The five key questions to answer are who is the target audience, what are the offerings, why should buyers care, where should we sell, and how do we hit our targets.  Data Collection and Analysis: Utilize a combination of call recording technologies, surveys, customer interviews, and focus groups to gather customer feedback.  Balancing Quant and Qual: Combine quantitative data with qualitative insights to build compelling narratives and make informed decisions.  Addressing Stakeholder Resistance: Use proof and data to overcome internal misconceptions and align stakeholders.  Importance of Timing: Gather customer feedback throughout the product life cycle, starting from the product vision stage.  Emerging Marketing Trends: The importance of buyer self-education, hyper-personalized marketing, prompt engine optimization (PEO), and the convergence of ABM with intent data.Quotes“Product marketing should be the voice of the company in the market—and more importantly, the voice of the market inside the company.”Best Moments 00:07: Parth shares his journey into tech and marketing.  03:30: The importance of customer voices in shaping go-to-market strategy.  04:45: The five components of an effective go-to-market strategy.  07:30: Methods for data collection and analysis.  13:00: How to deal with stakeholder resistance using proof and data.  16:15: The importance of gathering customer feedback throughout the product life cycle.  19:00: Emerging marketing trends for the next five years.  22:30: Use cases of AI in marketing.24:30: The biggest challenge in B2B marketing: attribution. Tech Recommendations⁠Chorus⁠ – Call intelligence for market and product insights.⁠MindTickle⁠ – Deal rooms and enablement for modern B2B sales.⁠Klue⁠ – Competitive intelligence and win-loss analytics.Books:⁠Crossing the Chasm⁠ by Geoffrey Moore⁠Building a StoryBrand⁠ by Donald MillerBlogs & Newsletters:⁠HubSpot Blog⁠⁠Gartner for Go-To-Market Insights⁠⁠Marketing Brew⁠Podcasts:⁠Marketing Over Coffee⁠⁠Product Marketing Life by PMA⁠Shout-outs:⁠Kevin Akeroyd⁠, CEO at Sovos⁠Ann Handley⁠, Chief Content Officer at MarketingProfs⁠Andy Raskin⁠, Strategic Narrative CoachAbout the Guest:Parth Mukherjee is the VP of Product Marketing, Corporate Marketing, and Go-To-Market Strategy at Sovos, a leading tax compliance platform. With over 20 years of experience in tech marketing—including pivotal roles at Adobe, Cognizant, and five high-growth VC-backed startups (four of which successfully exited)—Parth brings deep expertise in scaling companies through every phase of growth.Before joining Sovos, Parth led marketing at Chorus and MindTickle, and continues to apply a data-driven yet deeply human approach to building strategic narratives that resonate with customers and internal stakeholders alike.⁠Connect with Parth⁠.

Episode SummaryIn this episode of OnBase, host Chris Moody is joined by Alison Mendoza to dive into the power of the Jobs-to-be-Done (JTBD) framework and its transformative impact on innovation, marketing, and product strategy. Alison shares her non-linear journey into R&D, how her background in linguistics shapes her collaboration with engineers, and how JTBD allows companies to avoid blind spots and uncover real customer needs.Listeners will gain insights into how Honeywell uses behavioral science and JTBD to drive meaningful product adoption, why traditional voice-of-customer methods often fall short, and how AI is unlocking strategic work by automating repetitive tasks. From uncovering misaligned innovation strategies to empowering teams through better language and observation, this episode is a masterclass in modern customer-centric thinking.Key takeaways:Jobs-to-be-Done (JTBD) vs. Hypotheticals: JTBD eliminates guesswork by focusing on observable behaviors, not hypothetical customer desires.Behavioral Science + JTBD = Impact: The fusion of decision-making psychology with JTBD drives better adoption and product-market fit.Innovation Pitfalls: Over-reliance on competitor analysis or legacy processes can limit true innovation.Speak Their Language: Product teams must translate customer outcomes into language engineers can act on.AI for Strategic Work: Honeywell's $120M in AI-driven savings shows how tech can free time for impactful, strategic work.Quotes:“We don't really have to worry about product-market fit if we've built a product on the Jobs-to-be-Done framework.”“If you use AI for simple tasks, it will give you simple output. Use it for complex challenges—like segmentation or positioning—and you'll see exponential value.”Best Moments Tech recommendations:⁠⁠Notebook LM (Google)⁠⁠: A powerful AI research assistant ideal for strategic marketing and A/B testing.Resource recommendations:⁠⁠Thinking, Fast and Slow⁠⁠ by Daniel KahnemanBooks by ⁠⁠Jonah Berger⁠⁠ – Practical marketing playbooks from the Wharton professor⁠⁠321 Newsletter by James Clear⁠⁠ – Weekly insights on habits, strategy, and self-improvementLeaders to follow:⁠⁠Chandler Stillman⁠⁠– Director, Marketing & Customer Experience at ADDMAN⁠⁠Liz Schmittou⁠⁠– Brand & Marketing Content Leader at ADDMAN⁠⁠Emily Carr⁠⁠– Consulting Account Lead at Google⁠⁠00:30⁠⁠Alison's global career journey from flight attendant to R&D innovatorBest moments:⁠⁠03:00⁠⁠JTBD explained and why most voice-of-customer methods fall short⁠⁠08:30⁠⁠How to bridge engineering and customer outcomes with the right language⁠⁠14:00⁠⁠The synergy between behavioral science and JTBD in shaping innovation⁠⁠16:40⁠⁠Honeywell's AI success: $120M saved through automation and productivity tools⁠⁠20:20⁠⁠The evolving challenges of B2B marketing and the role of dynamic contentAbout the guest:Alison is the Global Sr. Director of Innovation at Honeywell International, leading innovation and growth across the Honeywell portfolio of businesses. With over 15 years of global experience, she integrates customer-centric expertise in aerospace and advanced technology sectors. Alison is also a member of the Strategic Communications Committee at AUVSI and actively recruits for the Honeywell Political Action Committee. She shares insights on innovation, communication, persuasion, and leadership in her LinkedIn blogs.⁠⁠Connect with Alison⁠⁠.

In this episode of OnBase, host Chris Moody welcomes Nicole Warshauer for an enlightening conversation on health benefits, empathy-driven branding, and building consumer trust through education. Nicole walks us through her non-linear career journey and how her passion for community and storytelling has shaped her role at HealthEquity. She shares practical strategies for educating diverse healthcare consumers, discusses the emotional complexities of health benefits, and explores the skills marketers need to build brands around “unsexy” topics.Nicole also explores HealthEquity's innovative tools, such as Engage360 and HSAnswers, which use AI and multi-channel strategies to deliver personalized, accessible benefits education. Whether you're navigating the healthcare landscape or trying to humanize your B2B brand, this episode is full of actionable insights and authentic inspiration.Key TakeawaysEmpathy is Foundational: To demystify healthcare benefits, brands must lead with empathy—understanding emotional roadblocks like fear and confusion that often prevent consumers from making informed decisions.One Size Doesn't Fit All: Benefits education must be personalized. Demographics, health history, family structure, and financial literacy all play a role in how people access and use healthcare.Data-Driven Education Works: Programs like Engage360 have led to a 46% increase in HSA contributions and a 60% increase in investing, showing the power of well-targeted benefit education.Building Brands for “Unsexy” Industries: The best marketers can make even mundane products relatable. Skills like curiosity, critical thinking, empathy, and strong writing are essential for success.Tech with a Human Touch: AI tools can scale education efforts, but without human oversight and strategic intent, they won't succeed.Quotes“Marketing for the unglamorous takes empathy and grit. That's where the best brand builders thrive.”Tech recommendationsChatGPTJasperCopilotBook recommendationsStorytelling with Data by Cole Nussbaumer Knaflic – A go-to for making data digestible and visually compelling.Shout-outsJade Tambini, Founder and Marketing Course Leader, B2B Jade.Hannah Shamji, Customer researcher for B2B SaaS.Erica Schneider, Founder, Cut The Fluff.About the GuestNicole Warshauer is the VP of Brand Marketing at HealthEquity, where she builds, leads, and engages community-first marketing teams that drive brand growth and resilience. With more than 15 years of experience in marketing and communications across healthcare, tech, design, nonprofit, education, and real estate, Nicole has cultivated a unique ability to deliver integrated, purpose-driven strategies that resonate.She is passionate about creating and nurturing communities of brand evangelists—both internally and externally. Her past work includes collaborations with renowned organizations like Yelp, Dribbble, and Trusted Health. Nicole also offers consulting services to help managers lead high-performing remote teams and optimize their marketing strategy.Connect with Nicole.

In this episode of OnBase, host Chris Moody sits down with Craig Chiofalo to explore what it truly takes to build and lead a world-class support engineering organization. Craig pulls back the curtain on the operational strategies and tech stack powering Demandbase's award-winning team—including how tools like Salesforce Einstein and SupportLogic are transforming their approach to proactive support. He also shares lessons on hiring for excellence, scaling impact without ballooning headcount, and why deep, daily collaboration across product, engineering, and customer success is the cornerstone of lasting success.Key takeawaysRight Team, Right Tech: Hiring the right talent, enabling them with strong onboarding and internal tools, and layering in AI-driven technologies can drive exponential impact without scaling the team linearly.Cross-Functional Collaboration Is Everything: Craig attributes much of the team's success to deep integration with product, engineering, and customer success—teams that work together daily to elevate the customer experience.Award-Winning Process Maturity: From rewritten job descriptions to internal training certifications and advanced sentiment monitoring, Craig's team has refined its approach year after year to earn industry recognition.Operationalized AI: AI tools like SupportLogic and Salesforce Einstein are leveraged not just for efficiency, but for better sentiment analysis, proactive support, and smarter data insights.Measure What Matters: In addition to SLAs, Craig's team emphasizes customer satisfaction and effort scores—tracking detailed metrics while staying focused on proactive issue resolution.QuotesOn Team Excellence“This team is phenomenal—not just individually, but in how they collaborate. That synergy is the catalyst behind everything we've achieved.”On Leveraging AI Thoughtfully“AI should be seen as an assistant. It's like a dishwasher—you still load it and unload it, but it saves time and effort on repetitive tasks.”(04:00): How Craig rewrote job descriptions and created testing processes to hire and retain top-tier talent.(09:00): A deep dive into Salesforce Service Cloud, SupportLogic, and the internal troubleshooting app that dramatically reduces time to resolution.(14:00): How the team uses data and proactive alerts to prevent fires before they happen.(18:00): Craig's thoughtful breakdown of AI as a productivity enhancer, not a replacement.Tech RecommendationsSalesforce Service Cloud + Einstein: A central support platform now enhanced with AI capabilities for smarter case handling.SupportLogic: Real-time sentiment analysis and escalation prediction across customer interactions.Resource RecommendationsNewsletter:MIT Technology Review – AI-focused and practicalHarvard Business Review – Daily updates on leadership and strategyMcKinsey – Insightful newsletters with AI-related contentShout-outsUmberto Milletti, Chief R&D Officer at DemandbaseAngelle Stromeyer, RVP Customer Success at DemandbaseErika Setla, Sr. Director, CX Strategy & Ops at DemandbaseAbout the GuestCraig Chiofalo is a customer-focused leader with over 20 years of experience directing customer support, service, and success teams across SMB to enterprise clients. Currently Vice President of Support Engineering at Demandbase, Craig leads a Stevie Award–winning team recognized for delivering outstanding customer service. He brings a proven track record of building high-performing, collaborative teams that exceed goals, with a leadership style rooted in fairness, energy, and a deep passion for technology.Craig has held key roles at IBM, Silverpop, CallRail, Calendly, and Salsify, often joining during critical growth phases to scale operations, implement smart automation, and drive cross-functional alignment. His expertise spans platforms like Salesforce, Zendesk, Jira, Confluence, and SQL—always with a hands-on, data-informed approach to delivering exceptional customer outcomes.

Episode SummaryIn this episode of OnBase, host Chris Moody chats with Maximus Greenwald about reimagining traditional outbound strategies through a concept he calls "warmbound"—the fusion of outbound execution with inbound energy. Maximus walks us through the broken state of traditional lead scoring, the inefficiencies of outdated TAM/SAM/SOM frameworks, and why marketers should own the pipeline.He breaks down how intent signals, AI, and horizontal marketing teams will reshape the future of GTM. Maximus also shares how he tests big bets as a founder, what marketers can learn from enterprise sellers, and how personalization must evolve in the age of generative AI.Key TakeawaysWarmbound, Not Outbound: The strict division between inbound (marketing) and outbound (sales) is outdated. The future is unified, pipeline-first, go-to-market strategies driven by intent.Classic Lead Scoring Is Broken: Rigid filters based on outdated firmographics miss major ICP opportunities. AI can dynamically model what actually drives revenue.Signal Stacking Is the New ICP: Combine CRM, intent data, buyer behavior, and historical signals to build a more accurate, real-time picture of purchase readiness.Marketers Should Own Pipeline: With the right data and tools, marketing can—and should—run outbound motions and be comped like sellers.Horizontal Over Vertical Marketing: Organize teams around the buyer journey stages (cold, warm, hot) instead of just marketing channels.Quotes“Inbound versus outbound is a false dichotomy. Your outbound should drive inbound, and your inbound should fuel outbound. It's all one team now.”“You don't stay in someone's TAM forever. SOM is dynamic. A lead heats up, cools down, and reenters. We need systems that move with that fluidity.”Best Moments03:00–05:00 – From Google Maps to SaaS: Maximus shares how he transitioned into sales and marketing.06:30–09:00 – What's broken in lead scoring—and how AI can fix it.13:00–16:00 – Rethinking TAM, SAM, and SOM as dynamic, not static.20:00–24:00 – The rise of the horizontally structured marketing org.28:00–31:00 – Why marketers should carry a quota—and get paid like enterprise reps.Tech RecommendationsAutobound – An AI-powered sales copywriting tool that personalizes based on deal-winning language.Default – An Inbound lead routing and scheduling engine.Resource RecommendationsPodcast:30 Minutes to President's Club.Report:The 2025 State of Marketing Report by HubSpot.Shout-outsKieran Flanagan – SVP of Marketing at HubSpot.Dave Gerhardt – Founder of Exit Five, formerly Drift.Hunter Walk – Partner and Co-Founder at Homebrew.Finn Murphy – General Partner at Nebular VC.About the GuestMaximus Greenwald is the Co-founder and CEO of Warmly, an AI-powered outbound platform that transforms how companies think about lead generation, pipeline development, and the convergence of sales and marketing. Before founding Warmly, Maximus began his career in engineering and product development at Google Maps, and eventually made the leap from big tech to B2B SaaS entrepreneurship. Today, he helps hundreds of companies unify inbound and outbound strategies under one mission: driving warm leads through smarter, signal-based marketing.Connect with Maximus.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Susan Bloomfield to discuss the power of authentic storytelling in aligning marketing and sales. Susan shares her journey from research to marketing leadership and how she built her expertise in business development. She dives deep into the three P's of storytelling—People, Passion, and Purpose—and how they drive engagement and differentiate brands.She also highlights how marketing can support sales in a way that feels genuine, engaging, and human—while still delivering measurable results. If you're looking to create a brand strategy that resonates and builds strong relationships, this conversation is a must-listen!Key TakeawaysThe Three P's of Storytelling: A compelling marketing strategy is built on People, Passion, and Purpose—focusing on the human side of business and brand identity.Sales & Marketing Alignment: To effectively align marketing and sales, marketers must ensure that content and branding support real customer conversations.Authenticity Wins: Customers connect with brands that tell relatable, real stories rather than generic, polished corporate messaging.The Role of AI in Marketing: AI can assist with content generation, personalization, and campaign testing, making storytelling and brand engagement more scalable.The Power of Personal Brands: The rise of micro-influencers and relatable voices on platforms like TikTok has transformed the way companies approach brand marketing.Quotes"The best brands amplify success—not just their own, but the success of the people they serve.""If you want to align marketing and sales, you have to make marketing an extension of sales, not just a content factory.""People buy from people. Storytelling isn't about selling—it's about building relationships and trust."Best Moments03:00–05:00 – Susan shares her unconventional journey into marketing and business development.10:00–12:00 – How aligning marketing and sales starts with understanding their shared goals.15:00–18:00 – Why brands should focus on relatable storytelling instead of polished, corporate messaging.22:00–24:00 – The impact of AI on content personalization and storytelling.30:00–32:00 – How emerging micro-influencers are redefining brand authenticity.Resource RecommendationsBook: The Long Game – A deep dive into strategic thinking and planning for long-term success.Publication: Fast Company – A go-to resource for thought leadership and marketing innovation.About the GuestSusan Bloomfield serves as Chief Marketing Officer at Stream Realty Partners.After joining Stream Realty Partners in 2019, she has brought a blend of visionary storytelling and advanced marketing strategies to Stream's forefront. Prior to Stream, Susan served as the Vice President of U.S. Marketing & Research for Colliers International, where she played a crucial role as a member of the senior executive team. Her leadership was instrumental in expanding the firm's strategic marketing and research platform, elevating brand visibility, and fostering expansive business growth.Website: StreamRealty.comConnect with Susan.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Caroline Quinn to explore the nuances of optimizing Account-Based Marketing (ABM) strategies. Caroline shares her deep insights on defining the right ABM mix, navigating between one-to-one, one-to-few, and programmatic ABM approaches, and ensuring marketing investments align with business priorities. She also highlights the importance of curiosity, listening skills, and marketing technology in executing successful ABM programs.With practical frameworks and real-world examples, this discussion is essential for marketers looking to refine their ABM strategies and drive meaningful engagement with key accounts.About the GuestCaroline is an enterprise technology marketer specializing in account-based marketing (ABM) and demand generation. At Cloudflare, she drives demand through targeted campaigns for strategic accounts. Her past roles include building a $65M ABM program at Blue Yonder and developing ABM strategies for sellers at tech organizations such as Google and Apple at PipelineIQ. Caroline began her career at Kronos (now UKG).Monterrey.Connect with CarolineKey Takeaways- Balancing the ABM Pyramid: A strong ABM strategy requires the right mix of one-to-one, one-to-few, and one-to-many approaches. Over-rotating on either extreme can lead to inefficient resource allocation.- The Power of Discovery: A successful ABM program starts with deep discovery—marketers must listen to sellers, understand account needs, and customize approaches accordingly.- Tech-Enabled Personalization: While ABM technology can help scale efforts, marketers must also define key engagement signals manually to ensure flexibility and relevance.- Justifying ABM Investments: To secure buy-in for one-to-one ABM, marketers should use intent data, pipeline signals, and phased investment approaches to demonstrate ROI.- Content as an ABM Multiplier: AI-driven content repurposing can significantly enhance the impact of ABM efforts, making it easier to tailor messaging to different segments and accounts.Quotes"The best ABM programs are fluid—accounts should move between tiers based on their intent and engagement."Tech Recommendations- Demandbase – For account intelligence and ABM execution.- Sendoso – Direct mail platforms for personalized account engagement.- Pipeline IQ – For account profiling and intelligence.- Boardroom Insiders – Executive profiling tool for ABM personalization.- Folloze – Landing page and campaign personalization tool.Recommended ResourceBooks:Multipliers by Liz Wiseman – A must-read for leaders aiming to maximize team performance.

Chris Moody with the Marion County United Way talks about their upcoming Giving Gala on March 29th.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Chad Holdorf to discuss how agentic AI is revolutionizing B2B go-to-market strategies. They explore the rise of AI-driven agents, why automation leaders are doubling down on AI, and the biggest mistakes B2B teams make with AI adoption. Chad also shares real-world use cases from Demandbase, showing how AI agents streamline workflows, enhance intent-based targeting, and deliver predictive recommendations to sales and marketing teams.If you're a sales or marketing leader, this episode will give you actionable insights on how to integrate AI-powered GTM workflows while ensuring data accuracy, personalization, and efficiency.Key takeaways:AI Agents Are Reshaping GTM – AI-driven agents can help 10x productivity, making teams more efficient while removing friction from sales and marketing workflows.The Biggest AI Mistake – Companies focus too much on the technology itself rather than on solving real customer problems. AI should be outcome-driven.From Data Overload to Actionable Insights – AI-driven intent signals analyze vast amounts of GTM data, surfacing key insights and next best actions for sales and marketing teams.AI SDRs Are Failing Without Context – AI agents that lack proper customer data make embarrassing mistakes, like sending irrelevant emails to buyers who already know the product.Agent Base: AI with Context & Accuracy – Demandbase's Agent Base ensures that AI-driven sales and marketing actions are informed by accurate, unified data, preventing misalignment between teams.AI Must Be Embedded in the Workflow – AI agents should enhance existing workflows rather than requiring users to switch between multiple tools, ensuring smooth execution.Future of AI in B2B – The next wave of AI will focus on deep research capabilities, personalized recommendations, and predictive actions, eliminating guesswork for GTM teams.Quotes:"The most powerful AI agents aren't just about automation – they're about solving real customer problems and making revenue teams more effective.""Without the right data, AI agents are just noise. The difference between success and failure in AI-driven GTM is data accuracy and context."Best moments:03:00–05:00: Chad shares his journey to Demandbase and his vision for AI-powered GTM strategies.08:00–10:00: Why AI adoption is skyrocketing but the execution still lags behind in B2B companies.12:00–15:00: Breaking down how Agent Base delivers real-time AI-driven insights without adding complexity.18:00–22:00: The biggest failures of AI SDRs and how data-driven AI agents can solve these issues.25:00–30:00: The future of AI in sales & marketing – from predictive modeling to agent-driven engagement.Tech recommendations:Perplexity AI – AI-powered deep research for customer insights & content generation.OpenAI / Gemini – AI tools for data processing & workflow automation.Book recommendations:The Inner Game of Tennis by W. Timothy Gallwey – A classic on performance psychology & learning through observation.Podcast recommendations:My First Million – A business podcast that breaks down growth strategies & success stories.Leaders to follow:Gabe Rogol, CEO at DemandbaseUmberto Milletti, Chief R&D Officer at DemandbaseKelly Hopping, CMO at DemandbaseMarc Benioff, Chair & CEO at Salesforce.Parker Harris, CTO at SalesforceSign up for AgentbaseMeet Chad at the Forrester B2B Summit (March 30) & EMEA Conference in London (April 30).Sign up for Demandbase's AI Agent Design Partner Program – coming soon!Follow Chad Holdorf on LinkedIn for AI-driven B2B insights.About the guest:Chad Holdorf is VP of Product at Demandbase, leading product to transform how marketers drive pipeline and revenue. With 15+ years in product, including leadership roles at Pendo, Salesforce, and John Deere, he builds high-performing teams, drives bold product strategies, and delivers results.Connect with Chad Holdorf.

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.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Chad Sollis to discuss why digital accessibility is a strategic priority for brands today. Chad shares his journey from graphic design to marketing leadership, highlighting the importance of accessibility in enhancing brand reputation, compliance, and consumer loyalty. He breaks down the key principles of accessibility, how it impacts SEO, and best practices for embedding accessibility into marketing and product development.Key Takeaways-Digital Accessibility is a Brand Imperative: One in four Americans has a disability, representing $20B in buying power. Accessible experiences foster loyalty and repeat business.-SEO and Accessibility Go Hand-in-Hand: Proper use of header tags, alt text, and navigation structures benefits both search rankings and user experience.-Prioritizing Accessibility in Design & Development: Integrating accessibility into design, development, and QA processes ensures it becomes a natural part of content creation rather than an afterthought.-Measuring ROI on Accessibility: Companies that invest in accessibility see improved website traffic, increased conversions, and long-term customer loyalty.Quotes"When companies design for accessibility, they're not just meeting compliance requirements—they're creating more inclusive and engaging experiences for all customers."Best Moments 03:00–05:00 – Chad's unconventional journey from graphic design to marketing leadership.10:00–13:00 – Why accessibility should be a strategic priority for senior leaders.15:00–18:00 – The connection between SEO and accessibility: how structure improves discoverability.22:00–25:00 – Overcoming accessibility challenges and integrating best practices into business processes.30:00–33:00 – How brands can measure the ROI of their accessibility initiatives.Tech RecommendationsStoryblok – Headless CMS that streamlines content personalization and accessibility.Amplience- An AI content platform.Mutiny – AI-driven personalization platform to optimize user experiences.Resource RecommendationsBooks:-Extreme Ownership by Jocko Willink-How to Win Friends and Influence People by Dale CarnegieShout-outs-Scott Harris, VP of Performance Marketing at Box.com – Marketing expert with a deep understanding of growth strategies.-Nick Rico, Chief Commercial Officer at Lucid Software – Growth leader with a background in finance and marketing.-Manuel Rietzsch, VP, Revenue Marketing at AudioEye – Revenue marketing leader driving accessibility-focused initiatives.About the GuestChad Sollis is a seasoned marketing and product leader with over two decades of experience in driving business growth and innovation across various industries. As the Chief Marketing Officer, Chad spearheads strategic initiatives in brand development, product marketing, growth, revenue operations, and customer engagement.As a data-driven executive, Chad has demonstrated a remarkable ability to scale businesses, having contributed to the growth of companies from $30 million to $3 billion in annual revenue and helping 4 companies execute successful IPOs. With a diverse background that includes leadership roles at market-leading companies such as Adobe, Pluralsight, Vivint, and Traeger, he has generated a wealth of expertise in marketing, digital products, and technology spanning both B2B and B2C sectors.Connect with Chad.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Abhishek Damani to discuss the critical role of aligning sales performance metrics with broader business goals. They explore why traditional sales metrics sometimes fall short and how companies can define KPIs that reflect strategic priorities.Abhishek also shares his structured four-step approach for identifying and tracking performance indicators, along with insights into how AI is transforming sales processes. Whether you're a revenue leader, a sales manager, or a marketer looking to bridge the gap with sales teams, this episode is packed with practical takeaways on driving efficiency and improving business impact.About the GuestAbhishek Damani leads sales enablement for Industrial markets business at Cummins Inc., where he's responsible for driving sales functional excellence by implementing tools and creating resources, training, and KPIs to improve sales teams' productivity.Cummins Inc. is a global power solutions leader helping its customers successfully navigate the energy transition with its broad portfolio of products. The products range from advanced diesel, natural gas, electric, and hybrid powertrains and powertrain-related components. Headquartered in Columbus, Indiana (U.S.), since its founding in 1919, Cummins employs approximately 75,500 people committed to powering a more prosperous world.Connect with Abhishek DamaniKey Takeaways- Aligning Sales KPIs with Business Goals is Crucial:Measuring only revenue growth can create misalignment with broader company objectives like profitability or market expansion. Sales teams must tailor their KPIs to reflect business priorities.- Traditional Sales Metrics Have Blind Spots:While win rate and sales velocity are important, they fail to capture long-term trends like customer sustainability goals, industry shifts, and regional sales discrepancies.- Four Steps to Defining Impactful KPIs:Understand strategic and operational business goals.Identify KPIs that track progress toward those goals.Determine how sales contributes to those metrics and what data is required.Measure progress and drive accountability.- AI is Enhancing Sales Processes:From summarizing meeting notes to tracking customer engagement and automating administrative tasks like expense reporting, AI is freeing up valuable time for sales teams.- Bridging Sales and Marketing with Data:Cummins uses a structured business planning process to ensure sales forecasts align with market trends, breaking silos between sales, marketing, and engineering teams.Quotes"If KPIs don't align with company goals, everyone gets frustrated. Sales meets their numbers, but leadership still isn't happy."Tech Recommendations-reMarkable Paper Tablet – A digital notebook for handwritten notes and organization.- AI-Powered Meeting Note Summarizers – Automating administrative tasks like note-taking and action item tracking.Recommended ResourceBooks:-How Not to Be Wrong: The Power of Mathematical Thinking by Jordan Ellenberg.-The First 90 Days by Michael Watkins.Podcast:-Everyday AI Podcast by Jordan Wilson.⁠Connect with Abhishek Damani⁠⁠⁠⁠⁠⁠|⁠⁠⁠⁠⁠⁠⁠⁠ Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠|⁠⁠⁠⁠⁠⁠⁠⁠Website

BYU Director of Golf Todd Miller joins the live show on ESPN 700 to break down the Cougs big win in AZ. Riverside's Chris Moody on being named Utah PGA Professional of the Year. TA Barker on becoming president of the Golf Course Superintendents Association of America. Copper Rock GM Tory Gatrell reports the Copper Rock Am, and Shane Jewett checks in from Unita Golf. Pod sponsored by Goldenwest Credit Union. 

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Kelly Flowers to discuss the power of systems-based strategy in driving predictable outcomes in sales development. Kelly shares her unique journey into sales, the lessons she learned from transitioning industries, and how she developed a structured approach to pipeline generation, OKRs, and sales efficiency. She also highlights the biggest challenges in sales today, the role of AI in streamlining sales processes, and the myths that hold sales teams back. With practical insights and actionable strategies, this conversation is a must-listen for revenue leaders looking to optimize their go-to-market strategies and drive consistent results. About the Guest Kelly Flowers serves as the AVP, of Global Sales Development at SentinelOne and previously held positions including Head of Sales and Business Development at 1Password, Director of AMER Sales Development at Databricks, and Senior Manager of Customer Success, Enterprise Renewals at New Relic, Inc.  Additionally, Kelly has experience as a Manager of Sales Development and as an SDR Manager at Wizeline, as well as serving as the San Francisco Community Chair for Women in Sales Everywhere (WISE). Kelly holds a degree in Global Studies & Spanish, International Relations from Sonoma State University and has also studied Spanish Language at Tecnológico de Monterrey. Connect with Kelly Key Takeaways- Systems Thinking vs. Goal Setting: Goals help you achieve one-time success, but systems-based strategies ensure sustainable, repeatable success. - Pipeline Predictability Comes from Process: Breaking down the sales cycle into measurable inputs and outputs helps reps consistently hit quota. - Behavior Matters as Much as Performance: Being a "quota crusher" isn't enough—collaboration, integrity, and consistency are key to long-term success. - AI as a Sales Multiplier, Not a Replacement: Sales professionals must leverage AI tools for research, prioritization, and process automation—but human connection remains essential. Quotes "Revenue intelligence makes arguments about 'who said what' obsolete by providing unfiltered, real-time data everyone can trust." Recommended Resources Books:- Setting the Table by Danny Meyer Newsletter: - Endurance by Katie Ceccarini Podcast: - Grit with Joubin Mirzadegan Connect with Kelly⁠ ⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠Website

Episode Summary In this episode of OnBase, hosts Chris Moody and Alicia Hale sit down with Udi Ledergor to explore the transformative power of revenue intelligence in account-based go-to-market strategies. Udi shares insights from his extensive career, breaking down the evolution of revenue intelligence, its impact on sales and marketing alignment, and the role of AI in reshaping the buyer experience. With thought-provoking anecdotes and actionable advice, this episode is packed with valuable takeaways for revenue leaders aiming to drive growth and foster collaboration. About the Guest Udi Ledergor is a five-time Marketing leader at B2B start-ups and is currently the Chief Evangelist at Gong. On his journey from Marketer #1 to Gong's Chief Marketing Officer, he led the creation of the revenue intelligence category, pioneered an iconic, human-centric brand, and led Gong's Marketing efforts from zero to hundreds of millions in revenue. Passionate about startups and brands during the day, whisky, music, and social activism at night, Udi is also an author, speaker, mentor, angel investor, board member, and advisor based in San Francisco. Connect with Udi Key Takeaways - CRM is Becoming Obsolete: Traditional CRM systems fail due to partial, delayed, and biased data. AI-driven tools like Gong are set to replace outdated CRM workflows by automating updates and delivering accurate, real-time insights. - The Power of Mirroring in Sales: Reps who mirror a buyer's language, including subtle use of swearing, can build rapport and improve win rates by up to 8%. - Sales Success Lies in Listening: Reps who speak less than 46% of the time on calls outperform those who dominate conversations, highlighting the importance of listening to buyer needs. - Revenue Intelligence Fuels Team Alignment: By providing a single source of truth, Gong removes guesswork, aligning sales, marketing, and rev ops on shared data and actionable insights. - AI Enhances Buyer Engagement: From instant call summaries to personalized follow-ups, AI simplifies workflows and improves the buying experience, making it more efficient and human-centered. Quotes “Revenue intelligence makes arguments about ‘who said what' obsolete by providing unfiltered, real-time data everyone can trust.” Recommended Resource Books: - Think Again by Adam Grant - Red Notice by Bill Browder - Freezing Order by Bill Browder ⁠Connect with Udi⁠ ⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠⁠Website

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.”

Say hi to Jodie on InstagramCheck out Jodie's websiteIn this episode, Jodie interviews globally renowned educator Chris Moody about the evolving landscape of education, particularly in the beauty industry. They discuss the importance of engaging learners, overcoming imposter syndrome, and focusing on deep, rather than wide, teaching. Chris shares his journey from hairstylist to top educator, emphasizing the value of experiential learning and the future of hybrid education. Key takeaways include the significance of delivering impactful education, the difference between teaching and exhibiting, and the potential of integrating technology in learning environments.00:00 Introduction and Greetings00:06 Diving into Education and Attention Spans01:08 Chris's Journey into Education03:34 Key Insights on Effective Teaching05:50 Common Mistakes in Education10:30 Branded vs. Independent Education21:52 Engaging Learners Effectively28:07 Future Trends in Education30:02 Conclusion and Farewell

Hurricane Helene ran roughshod over western North Carolina in late September, killing nearly 100 and making life difficult for thousands more. Major speaks to Appalachian State professor and former CNN correspondent Chris Moody who lives in the region and has been tracking the clean up effort. Major is also joined by elections expert and CBS News contributor David Becker who explains how voting will change in North Carolina to accommodate storm victims. Join us.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.