Podcasts about flipmyfunnel

B2B Marketing can be broadly grouped into eras based on specific go-to-market strategies that were dominant at the time. Today's guest played a pivotal role in the development of not just one but two (!) of these era-defining strategies: lead generation / content marketing and account-based marketing (ABM).Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Jon Miller was the co-founder and first CMO of Marketo, CEO of Engagio, and CMO of DemandBase. From Jon's LinkedIn: "Jon has played a pivotal role in shaping the world's most disruptive marketing technology platforms, with a focus on thought leadership, category creation, and strategic go-to-market."https://www.linkedin.com/in/jonmiller2/Key Topics[01:30] - Founding of Marketo, positioning against Eloqua[05:25] - Jon's early use of content marketing, around the same time as Hubspot. Definitive Guides. [10:45] - Marketo's early revenue process. Lead scoring. SDR qualification. [13:50] - Issues with the lead generation model. [21:13] - Rise of ABM. Founding of Engagio. Relationship with Terminus and DemandBase. Flip My Funnel. Acquisition of Engagio. [29:06] - Effectiveness of ABM. Challenges. Importance of seeing ABM as a spectrum vs. a binary. [34:05] - Jon's axioms of marketing[35:50] - Development of marketing operations. RevOps. What marketing operations needs to do to be more strategic. [45:05] - What's next in GTM? Potential impact of AI. Resource LinksThe Marketing Playbook I Helped Create Doesn't Work Anymore. Here's the New B2B Marketing Playbook. - Jon's article on the issues with the lead generation playbook he helped create. Learn MoreDiscuss this episode over at the Revops FM SubStack community: LinkedIn - General

In this replay episode that originally aired in March 2021, Dan Sanchez interviews Sangram Vajre, co-founder of Terminus, host of the #FlipMyFunnel podcast, & author of ABM is B2B. They discuss… Why ABM isn't a better form of marketing, it's a different form How organizations can view go-to-market as a product, not a strategy 4 questions Sangram's new book will answer about ABM in customer service

In under an hour, you're going to feel like you've had the best GTM mentoring session of your revenue career. In this episode of the CRO Spotlight Warren is joined by Sangram Varje, best-selling author, and Co-Founder and GTM Advisor at Terminus. In this episode they look at an array GTM issues that you need to know about: who owns go to market, symptoms of product/market fit that needs work, what the Most Important Metric is for revenue teams, why churning C-Level executives is not a GTM fix, and the importance of setting expectations to succeed as a CRO.

Key Points: Sangram explains the problem he identified that inspired Terminus (01:00) How Sangram developed the FlipMyFunnel framework in Terminus' first year (02:31) My thoughts on community creation as a moat (04:37) I explain the benefits of developing your company around a clear point of view (07:19) Why Terminus defined their category as account base marketing, rather than the narrower niche of account-based advertising (08:19) I unpack the importance of having both focus and broader resilience in your company with a quote from Strava's Mark Gainey (09:44) Sangram describes three stages companies go through: problem-market fit, product-market fit, and platform-market fit (11:39) Terminus' approach to acquisition (14:00) I describe the advantages of growing via acquisition with a quote from Cisco's former Chief Technology and Strategy Officer, Padmasree Warrior (15:40) How Terminus continued to build demand through community events (18:58) I explain why having a strong point of view is so compelling, with a quote from Celonis' Dave Peterson (20:36) Why Terminus embraces competitors as a sign of a healthy category (22:28) Why creating a new subcategory may be easier than winning a brand preference war (25:10) Wrap up (31:59) Mentioned:Sangram Vajre LinkedInSangram Vajre TwitterTerminus LinkedInTerminus WebsiteMark Gainey LinkedInPadmasree Warrior LinkedInDave Peterson LinkedInMailChimpAugustAmp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity by Frank SlootmanMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Welcome to Innovation Meets Leadership! I'm your host, Natalie Born. In this episode, Sangram Vajre from Season 1 is back! He discusses what the go-to-market means and why low retention rates translate to the death of organizations. He expounds on the four leaky buckets to consider when solving the common problems businesses face. Bestselling author Sangram Vajre co-founded Terminus in 2014 and ever since has been teaching the business of marketing with his signature frameworks. He's an international keynote speaker, was named one of the top twenty-one B2B marketing influencers in the world, and is the host of a top-fifty business podcast called FlipMyFunnel. Bryan Brown is Chief Strategy Officer at Terminus and a SaaS visionary in the marketing and sales tech industry. From co-founder to scale with multiple exits, he has envisioned and brought to market software that has shaped the way thousands of businesses grow and communicate with their customers. All resources, templates, scorecards, and frameworks from this book can be found on www.themovebook.com. Main Takeaways: ● Embracing our Business Journey by Exploring the Go-To-Market ● How Retention Rate Translates to the Company Valuation ● Solving the Problem by Targeting the Retention Angle Key Quotes: “You can't solve all of it at one go… Really get into that and say, we're gonna pick this first problem, or the second, or the third.” - Sangram Vajre Be sure to check out full show notes at https://innovationmeetsleadership.com/resources Connect with Sangram Twitter: @sangramvajre Instagram: @sangramvajre LinkedIn: https://www.linkedin.com/in/sangramvajre/ Terminus Website: https://terminus.com/ Move: Themovebook.com These are proven solutions to advance your leadership and innovation process. Check out our website innovationmeetsleadership.com or connect with us on Instagram or Facebook @innovationmeetsleadership Don't forget to subscribe and leave a 5-star review. Let's go transform something! --- Send in a voice message: https://anchor.fm/natalie-born/message Support this podcast: https://anchor.fm/natalie-born/support

First Ever "On-Site" Broadcast of the CoFounders & StartUp Show with a LIVE audience! CoFounders & Start-Up Podcast LIVE CoFoundersLab Matchup held in 45 cities and 5 countries comes to Atlanta! The event connects co-founders, advisers, and interns to build strong, core startup teams. Among the panel experts are: Sangram Vajre CoFounder of Terminus, Author of Account Based Marketing Founder of Flip My Funnel and Inc Columnist. https://www.linkedin.com/in/sangramvajre Cassius Butts Executive In Residence at Georgia State University J. Mack Robinson College of Business Former Regional Administrator - U.S. Small Business Administration https://www.linkedin.com/in/cassiusbutts Jim Beach Founder and Host of the School for Startups Radio Show Syndicated Radio Show on 12 Am/Fm Markets Devoted to Small Business Web Sites and Social Media https://www.linkedin.com/in/jamesabeach   Matthew Thiry Attorney/Shareholder, Davis, Matthews & Quigley, P.C. Business Law; Fiduciary Litigation; Arbitrator and Mediator Services https://www.linkedin.com/in/matthewthiry J Cornelius Founder and CEO / Nine Labs Helping startups transform ideas from the napkin to revenue. President Atlanta Web Design Group (3K+ members) https://www.linkedin.com/in/jcornelius Panel Moderator: Rich Casanova Broadcaster, Talk Show Host Chief Operations Manager, Pro Business Channel https://www.linkedin.com/in/richcasanova CoFounders Podcast Conversations with Co-Founders & Start-Ups To nominate or submit a guest request visit: www.OnAirGuest.com To view more photos from this show visit: www.ProBusinessPictures.com ‹ › × × Previous Next jQuery(function() { // Set blueimp gallery options jQuery.extend(blueimp.Gallery.prototype.options, { useBootstrapModal: false, hidePageScrollbars: false }); });

RevOps is one of the most important roles in any organization, second only to the CEO, and it will stay that way over the next three to five years. Why is it so important and how do you implement a go-to-market framework that works for your team? In this wide-ranging conversation, special co-host Heather Quitos and I interview Sangram Vajre, Co-Founder and Chief Evangelist at Terminus, about his new book MOVE and the lessons that it teaches us about the RevOps function. We discuss: Who owns GTM Why RevOps is the second most important role in any organization Why GTM effectiveness is more important than GTM efficiency The positive side effects of an autonomous RevOps team Building a GTM tech stack strategically Check out these resources we mentioned during the podcast: The Data Room podcast Flip My Funnel podcast The MOVE: The 4-Question Go-To-Market Framework Have an idea for a guest or show topic? Email me at dan@scaleMatters.com. Hear more go-to-market excellence by subscribing in Apple Podcasts , Spotify , or wherever you listen to podcasts. Listening on a desktop & can't see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

I haven't met anyone who's been doing ABM for as long (and as well) as Anamika Gupta, Head of Account Based Marketing and Deal Based Marketing at Fujitsu Americas. She's been practicing ABM longer than anyone I've ever met, which means she knows it inside and out. I invited Anamika onto the #FlipMyFunnel podcast to demystify what account-based marketing really is, especially in large organizations. She came on and shared her expertise on how ABM should truly be accomplished. ----------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

ABM takes both a strategic approach and an operational approach to be successful.  But a lot of companies run into roadblocks at some point along the way. And the limitations their programs encounter are not strategic — they're operational.  So, how can you tighten up the operations behind your ABM program to make it run more successfully? Leah Allan, Vice President of Marketing at Model N, came on this episode of the #FlipMyFunnel podcast to give us some pointers on the matter. --------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

In the end, B2B marketing is all about driving leads and turning those leads into opportunities and net new revenue. To make that happen, you must work closely with sales. (You've probably figured that out by now.) But sometimes we struggle with how to work with sales.  If you're looking for tactical ways to increase your alignment with sales, then you're in luck. On this episode of the #FlipMyFunnel podcast, David Tam, Director of Marketing at OneLogin, talked about living out alignment on a daily basis.

I don't have the symptoms of racism. I don't use the "n" word. I don't tell racist jokes. I don't discriminate against people. I'm sympathetic to the black movement and I push for equality.  But I could still be an asymptomatic carrier of the racism that harms so many black people. Reggie Rivers, former running back for the Denver Broncos and current president of The Gala Team, a benefit auctioneer company, joined us on the #FlipMyFunnel podcast for the fifth in a series of conversations about race.   We talked about his experiences as a successful black man, what privilege really means, and how to make a difference. --------------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

He sat in jail. In and out of the hole. It was in jail that he met his father for the first time...because his father was in the cell next to his. He was 17 years old. That was Alvin's life story. It's a story that caused Kwame Johnson to turn his life around and pushed him toward the work that he currently does as President and CEO at Big Brothers Big Sisters of Metro Atlanta. Kwame joined us on the #FlipMyFunnel podcast for the fourth in a series of conversations about race. We talked about how mentoring relationships can bring people of different races together in life-changing ways and about why he's hopeful for the future. ----------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

One of the highlights for us at B2BMX was a panel discussion where four experts talked about ABM strategies they've deployed at their companies.  The panel featured Som Puangladda, VP of Global Marketing at GumGum, Adam Goyette, VP of Marketing at G2 Crowd, Eric Martin, Senior Director of Demand Gen at SalesLoft, and Justin Gray, the well-known founder of LeadMD. Som, Adam, Eric, and Justin joined forces to address topics like deployment, personalization, scalability, measurement, and alignment. On this episode of #FlipMyFunnel, we're sharing that discussion with you.  ----------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

The point of leadership is to produce some desired and intended end result.  To actually get something done.  Think about the word “executive”. The word “execute” is right there at the heart of it.  Leadership is all about taking action — and getting your team to take action, too.  So, what are the keys to getting it done? How can you encourage your team to be productive and efficient? That's exactly what we talked about on the latest #FlipMyFunnel episode. We've been doing a mini-series on leadership and for the past two episodes we've been focused on how important communication is to being a great leader.  But now we're switching gears. We're taking a look at what it means to be a leader who takes action. And Joe Kerner, Partner and COO at Prestige Leadership Advisors, is here to share his expertise on the matter. -------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

The closing session at the B2B Marketing Exchange was really fantastic. It was all about ABM — specifically how Oracle brought their ABM strategy to life.  During the session Jungah Lee, Senior Digital Marketing Manager, Oracle Cloud for Finance, and Lynn Barnhart, Senior Director, Demand Generation for Human Capital Management Cloud Solutions at Oracle, talked about how they successfully deployed their ABM strategy through two very different campaigns. The campaigns focused on two different audience groups with two different sets of goals and objectives, two different orchestrations, and two very different timelines.  Even though these campaigns were vastly different, the ABM framework they used allowed them to achieve success in each campaign. So, on this episode of the #FlipMyFunnel podcast, I'm sharing our biggest takeaways from this session on how to implement a great ABM strategy. --------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

Want some inspiration? Want to see if the American dream is alive and well? Just speak with Lyuda Rogers. As an immigrant to the US, she had to create a mindset that would allow her to make her own opportunities. Rogers joined us on the #FlipMyFunnel podcast to talk about how her immigrant experience has helped shape her into one of Terminus' top Sales Development Representatives. ------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

How do you want to leave quarantine? Lazy? In pajamas? Convinced ice cream is a breakfast food? Personally, I'd prefer to be healthier and more productive.  That's why I turned to Dean Rosson for this Fitness Friday edition of #FlipMyFunnel.Dean is the Owner of Fit2win Corporate Wellness and has some great — and possibly counterintuitive — tips on how you can maintain your energy, be more productive and stay healthy, even through a quarantine. ---------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

One of the big challenges that I get asked about all the time is, how do I enable my internal teams to do ABM? Well, I recently stumbled upon a couple of folks who are doing this really well. I thought it would be great to invite them on the show to talk about this topic. So, on our most recent episode of the #FlipMyFunnel podcast, I interviewed Jordan Fanelli and Cassie Sperber, the enablement experts. Jordan and Cassie are both Account Based Marketing Associate at iCIMS.  In this episode, you'll learn about their experience with enablement — what's worked well and how they've overcome common roadblocks to success.  ---------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

Wharton School of Business Professor Peter Fader schools us on the idea of customer centricity. The idea of getting to know them in order to predict their behaviors.  We also take a look back to the birth of direct marketing and bring some of those founding principles into modern day methods.  It's a wild ride throughout the history of marketing with an Ivy League twist and quite a few $10 words! Peter Fader, Professor of Marketing, the Wharton School of the University of Pennsylvania What we talked about: The origins of direct marketing and how those principles still apply How to get to know your customer well enough to put that knowledge to work Expanding your views to consider customer retention a long term goal   This post is based on a takeover episode of the #Flip My Funnel podcast! Guest Host, Casey Cheshire of The Hard Corps Marketing Show talks shop with Peter Fader, Professor of Marketing, the Wharton School of the University of Pennsylvania  -------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

What if one day your newly appointed CEO announced to Wall Street that your company was going to become account based? You'd probably set up some teams and start some pilot programs to figure it out. But then, what if you learned that, you're not just going to be focusing on a couple hundred accounts anymore — you're going to be focusing on 8,000 accounts? How do you even begin to form a program that can be scaled quickly and successfully? That's exactly what happened to Shellie Smith, Americas lead for account based marketing at Autodesk. In a recent #TakeoverTuesday episode of the #FlipMyFunnel podcast, I (Steve Watt) interviewed Shellie to find out how she and her team accomplished this daunting feat so well. ------------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

Science and marketing come together, as Conversion Optimization “Evangelist,” Brian Massey joins our special guest host, Casey Cheshire to preach all things conversion!  Brian and his team at Conversion Sciences are churning out some impressive conversion testing techniques! So what's their formula? Well, it could be:  - 1 part respect for the data - 2 dashes of taking the time to focus on getting creative - It's 1 overflowing cup of tapping into the creative and fearless child we all once were. - Sprinkle in some hardcore experience in the marketing trenches And voila! Conversions, optimized! Don your lab coat and join Brian and Casey as they dissect conversions! Have a question? Join the discussion on Instagram! This special takeover episode of Flip My Funnel  was hosted by Casey Chesire -Marine, Author, Adventurer, Founder of Cheshire Impact and Host of The Hard Corps Marketing Show. -------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

Sometimes it's good to take things up a notch. Perhaps your ABM program has some wings, or you have some ABM tech … but you want to take things deeper. This is the #FlipMyFunnel episode for you. This week's #TakeoverTuesday episode is hosted by Steve Watt, an ABM Strategist. He interviews Meredith Fuller, Managing Director of Buying Engagement at Quarry. Quarry is a B2B agency, that was, once again, named to the top 10 US B2B marketing agencies. And to top that, they were the only one singled out as specialists in ABM. Meredith unpacks:  How intent data can go one layer deeper than traditional analytics How behavioral data builds on predictive analytics The difference between table-stakes personalization and depersonalization --------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni,  Seth Godin, Whitney Johnson, Kim Scott LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

Our very special guest host Casey Chesire of The Hardcore Marketing Show takes over the Flip My Funnel Podcast today!  Casey lives up to his reputation for fun conversations with the smartest, most badass marketers out there while interviewing author and industry expert, Adele Revella about her No BS approach to buyer personas. By throwing out many of things we thought we knew about how to develop a buyer persona, Adele shares her methods for getting the answers you actually need to market to your buyer effectively.  They explored: The 2 biggest myths about knowing your buyers Why it is not enough to simply have a picture and a name for a Buyer Persona How to interview your buyers effectively Why demographics are rarely as important as you think Adele Revella's new book: Buyer Personas   If you have a question, join the discussion on Instagram. This special takeover episode of Flip My Funnel is hosted by Casey Chesire  Marine, Author, Adventurer, Founder of Cheshire Impact and Host of: Hard Corps Marketing. --------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni,  Seth Godin, Whitney Johnson, Kim Scott LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

Question: If your company had 40 events per year instead of 1, would you improve as if you had 40 years worth of learning? This question has to do with the benefits of an iterative approach which is one of the pillars of agile marketing. There is a lot of confusion about what agile marketing is, and many dismiss it as just the latest buzzword.  But In this episode of #FlipMyFunnel, we're joined by Jim Ewel, former Vice President of Marketing at Microsoft. Jim unpacks why iterative, goal-aligned experimentation is a superior strategy to large expensive campaigns. -------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

Are you one of those people who just has to have the latest smartphone, even if the one you own is working just fine?  Do you preorder it before you even read the specs only to find out 6 months later you didn't use a single new feature?  It's okay; no judgments here... With a smartphone, it's probably not a big deal. But before you rush out to spend infinitely more on a shiny new tech stack for a transition into ABM, you probably should know what — and, more importantly, why — you're buying. Don't worry, our latest #TakeoverTuesday episode of #FlipMyFunnel is going to help you figure it all out.   Guest host Steve Watt speaks with David Chirakal, Senior Director, Marketing Technology & Operations at Quarry, about what you need to think about as you ready your tech stack for ABM success. ------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

Vulnerability is not a weakness, as you may have been told. Vulnerability and self-awareness are actually keys to great leadership, especially in marketing, where a primary function is connection with people. Getting to the heart of the matter -- a path far too many shy away from. But Not Andrea Neiman. Andrea joined me on the #FlipMyFunnel podcast to tell about how vulnerability and self-awareness are powerful tools in marketing. Andrea is the Senior Manager of Marketing at NetLine Corporation, and has been a Product and/or Channel Marketing Manager at various companies, including Adobe, Logitech ,and others. She came on the show to help us humanize B2B. --------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

According to my friend Allen Gannett, the CEO of TrackMaven, and one of the keynote speakers at the very first #FlipMyFunnel conference, anybody can be a genius.  Allen has written a book called The Creative Curve, in which he explores the myth that we are born creative, and how you too can be a creative genius. All it takes is a lot of hard work, a little luck, and what Allen calls “The 4 Laws of the Creative Curve.”  ------ Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

Sales 3.0 has arrived and could be about to destroy your sales job. When account-based marketing and sales enablement platforms meet artificial intelligence, the salesperson needs to add more value than merely taking the customer's order. Just as McDonald's is striving to replace human cashiers with self-order kiosks, Sales 3.0 will eliminate any sales position that doesn't help the end customer with their business. To prepare for this future, listen to today's throwback episode of the Flip My Funnel podcast. We spoke with Barbara Weaver Smith, Founder and CEO The Whale Hunters. ------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

Most of the crazy community in #ABM believes passionately in the problems we solve and the value we deliver. We love what we're doing, and we're excited to share because we know we can solve our customers' pain points. Maybe it's time we became more familiar with a method of communication that delivers the excitement we have about the product we represent. Let's dive a little deeper into personalized video content. I brought in a pro from BombBomb, where fun is literally one of their core values, and personalized video is their core product. Also, “fun” isn't just some back-of-house mantra slapped on a “why you should work here page” … fun is woven into the fabric of the entire company, all the way through to the VP of Marketing, Ethan Beute.  Check out his goal on the first line of his LinkedIn profile: “To wake up every day excited to make things.”  Videos are one of Ethan's main creations. I had to have him on #FlipMyFunnel to share what he's learned from making over 7,000 videos.  ------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

Have you ever been to one of those delis with the signed pictures of celebrities all over the wall? Maybe they had a sandwich named after the most prestigious A-lister to dine there? Those delis would have trouble surviving if they only catered to celebrities, right? But you certainly don't get a sandwich named after you for a visit. Well, one of the beauties of ABM is it can be used to treat everyone you do business with — big or small — like a sandwich-worthy VIP.  On today's #FlipMyFunnel, special guest host Steve Watt catches up with Eric Martin, VP of Account-Based Marketing at SAP, to find out how a giant like SAP is extending their brand of exclusivity to smaller companies.  This #TakeoverTuesday post is based on a podcast with special host Steve Watt and guest Eric Martin. If you'd like to listen to the full episode, you can check it out here. ------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

Think always of your prospect's challenges, not your solution. If you want to see a company that's learned how to put their prospects' challenges first, listen to today's episode of the Flip My Funnel podcast. We spoke with Michael McCunney, Vice President, Marketing at Revenue Analytics.  Michael and I talked about why marketers need to speak their prospect's pain and sometimes tell them no. ----------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

As you know, on Tuesdays we have been doing our Takeover series. For this series, Ethan Beute has been hosting awesome interviews, all focused on this idea of evangelism.  Well, for today's episode of the Flip My Funnel podcast, we thought we'd shake things up a bit. Our guest's host today is... me, Sangram. That's right. Today, I'm a guest on my own podcast! On today's show, Ethan and I talked about what makes a great evangelist.  -------------------------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

For today's episode of the Flip My Funnel podcast, we spoke with Daniel Englebretson, Director of Integrated Marketing at Phononic. In this show, Daniel and I talked about how Phononic used Terminus to reap ABM success. Here's what we're unpacking today: Can Your Demand Generation Be Too Successful? Account Based Marketing Proves Its Worth How They Did It Blogging Strategy Changed Selling the Sales Department on ABM Keeping It Fresh Too Much Success --------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn. 

What if you didn't have to wait until you were “in charge” to lead those around you? Authority doesn't always equal leadership. Regardless of your position, you can start leading now. Reggie Rivers is a former running back for the Denver Broncos and currently a keynote speaker for his company Corporate Kickoff. In this episode of the #FlipMyFunnel podcast, Reggie joined us to talk about leadership, trust, and celebrating small wins. ------ Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

For today's episode of the Flip My Funnel podcast, we spoke with JD Prater, Quora Evangelist at Quora.    JD and I talked about why Quora needs to be part of any marketer's arsenal. Here's what we're unpacking today: From Quora Believer to Quora Evangelist How an Evangelist Measures Success Why Marketers Need to Quora Seriously Sangram's Summary JD's Challenge

What if the most exciting part of your day was being marketed to? It's not as crazy as it sounds. Tyler Lessard, CMO of Vidyard, spoke at a #FlipMyFunnel event about how to make your accounts love the fact that you're targeting them. He tells the story of how Vidyard's first ABM efforts flopped—until they discovered a simple, amazing way to customize their targeting. ----------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

What does being a leader really mean?  Is it the title? Is it the responsibilities? Is it the number of people you're in charge of? Determining your definition of a leader could help you serve people better and, ultimately, make a bigger impact. In this episode of #FMF, I catch up with my good friend Patrick Lencioni. Patrick is the founder and president of The Table Group, a firm dedicated to helping leaders improve their organizations' health. He's also the author of numerous books including The Five Dysfunctions of a Team, The Ideal Team Player, and the forthcoming The Motive.  Here's what we're unpacking today: Defining what a leader is and why it matters Seeing your job as a verb instead of a noun Why doing the difficult things sets a leader above the rest To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website. -------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

Jeremy Middleton is the Senior Director of Digital Marketing at Pramata. This episode of #FlipMyFunnel comes from a recent Terminus Customer of the Month event in which Jeremy was our guest speaker. Jeremy's company specializes in working with large companies with complex customer relationships who struggle to manage them for a number of reasons related to portfolio size/complexity and a very low operating margin. Companies like this suffer from revenue leakage, an issue that many in the organization don't know about, are in denial of, or simply don't care about. Jeremy unpacks the ways in which the company struggled prior to using Terminus and adopting an ABM model, and how and why his business growth is accelerating now.   ------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

We have some “contrarian” advice for all B2B Marketers, and it comes straight from LinkedIn: First piece of advice: The only advantage you can gain is in going against the crowd (be contrarian). Second piece of advice: Listen to Peter Weinberg, LinkedIn's Global Brand Strategy Lead.  You may not agree with everything he has to say, but you need to listen anyways: He's one of the people who's working behind the scenes, changing the landscape for LinkedIn, where a growing amount of B2B marketing and advertising is taking place. (Oh, that contrarian thing came from Peter, by the way.) He joined us at #FlipMyFunnel 2018, and it's all right here. ------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

What do coaching soccer and being a CMO have in common? Well, actually, a lot. Gene Foca is currently the CMO of Getty Images. Before that he was the SVP of Marketing at FreshDirect. Before that he was Senior Director of Marketing at Amazon. And way before that he was a paid soccer coach at the club and high school levels for nearly 20 years. Gene came on the #FlipMyFunnel podcast to talk about the lessons he learned as a soccer coach that he has applied as CMO. We talked about creating successful teams and working to ensure a frictionless customer experience. He also gave us an inside look at what Getty Images is focusing on next to raise their customer experience to the next level. Check it out.  ---- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

It seems like entrepreneurs are a special breed of people. Where do they get their energy? Their time-management skills? Their focus?  Is it the freedom their job gives them? No! Entrepreneurship is mindset, not a job description — and one every leader can and should adopt.  That's what Dragon Army CEO Jeff Hilimire's book, The 5-Day Turnaround, is all about: improving leadership by thinking like an entrepreneur.  In the latest FlipMyFunnel, Jeff shares some of his secrets for adopting an entrepreneurial mindset and why they matter — whether you're an entrepreneur or not.  Here's what we talked about: Entrepreneurship as a mindset Why your fallback plan is holding you back How you can avoid a dysfunctional team To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website. -------- Join Sangram's "Becoming Intentional" newsletter for a 1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

How to be a good CMO: Think like a CFO. Act like a CRO. Talk like a CMO. Of course, there's a little more to it than that. But you get the picture. In this episode of #FMF, I catch up with the CMO at BlackBox Consulting & Advisory, Denmark Fransisco. We discuss the key attributes any prolific CMO needs in their toolbelt. Here's what we're unpacking today: What keeps effective CMOs up at night. How and why to manage your team according to KPIs. Key ABM findings for CMOs to consider. To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website. ----- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

Q: How do you know when you're an ABM ROCK STAR? A: When the lawyers are afraid to stop you because you're making the company too much money. This is exactly what happened to Daniel G. Day, Director of Account-Based Marketing (ABM) and Market Planning at Snowflake Computing. Snowflake Computing is a cloud-based data-warehousing startup.  In this episode of the #FlipMyFunnel podcast, he touches on ABM best practices, legal woes, and how the new version of Terminus is a real game changer. ------ Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

Often, it's not the small things, but the big things that truly determine our daily productivity. The smallest tweaks can have the largest impact. Bryan Wish is the kind of guy who knows exactly what we're talking about. He's a pro at efficiencies, helping executives get the most out of the day. James Carbary interviewed him on a #TakeoverTuesday episode of the #FlipMyFunnel podcast. On the show, Bryan gave 4 super easy, practical tips that can have dramatic impact on your day-to-day, and your workweek. ---- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

You know a good storyteller when you hear one. They're usually engaging, relatable, and very likable. Some storytellers, like my last guest on FMF, just have that X factor. The thing you can't quite put your finger on. Luckily for us, Bob Goff shares how he remembers and delivers meaningful stories via speaking events and his New York Times Bestseller, Love Does. Here's what we're unpacking today: Why taking notes of your ideas will make you a better storyteller. How using images as speaking prompts are way more effective than text. Why being honest with the audience means being honest with yourself first. To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

Deals don't come easily.  The days of cold-calling and spray-and-pray emails are quickly fading. What's a salesperson to do in today's climate of increased noise, and decreased acceptance?  Collaborate. Logan Lyles came on a #TakeoverTuesday episode of the #FlipMyFunnel podcast to discuss selling in today's climate.  He's the director of partnerships at Sweet Fish Media and has over a decade of experience in B2B sales. Since hopping on board at Sweet Fish, he's been crushing deals, and he doesn't do cold outreach. He gave his 3-step process to stand above the noise, build customer relationships, and close deals.  We captured it all right here.

The fastest email experience ever made — who wouldn't want that? Well, actually, when Superhuman was first finding its footing, there weren't too many people who'd be sad to see it go. Fortunately, Superhuman's fearless leader, Rahul Vohra, had a feeling it wasn't the right time to launch then. They hadn't quite nailed down the product-market fit. A year later, Superhuman had nearly tripled its product-market fit. Hear Rahul share about: Superhuman's journey to true product-market fit Defining product-market fit Measuring and increasing product-market fit To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website. ---- Join Sangram's "Becoming Intentional" newsletter for  1 min read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

There's not much better than grandma's homemade apple pie. The problem is she never writes it down! Mixing up that scrumptious pie is nearly impossible without some written instructions. The same goes for ABM strategies, believe it or not. That's why our content team at Terminus has created a step-by-step ABM cookbook, detailing 13 of our favorite concoctions. And, in this episode of #FMF, two contributors to the cookbook, Joel Garcia and Bailie Ward, outline 4 of our famous ABM recipes. Here's what we're unpacking today: The reasons why our content team chose the cookbook layout The best ways to stay at the top of your customers' minds How to creatively use direct mail in your ABM strategy Tips on retaining top-tier customers To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

Think of five brands off the top of your head that have a mega fan base. It's likely that the brands you listed had something to do with entertainment, sports, music, food/beverage, social media, books, or art. But, did you know, even B2B brands can benefit from immense fandom? In this episode of #FMF, I catch up with David Meerman Scott, bestselling author of The New Rules of Marketing and PR and the newly released Fanocracy. He gives us the lowdown on how he and his daughter came up with fanocracy and how businesses can leverage it. Here's what we're unpacking today: The origins of fanocracy and its definition. Why any brand can tap into fandom — even yours! 3 ways to generate more fans Want more from David? Listen to episode 426, Everything You Need to Know to Start Newsjacking w/ David Meerman Scott. To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.

Hiring and developing great talent is a real challenge for any organization. When you hire someone great for your organization, it can do great things for you.  But when you make a mistake and hire someone who isn't a good fit, it weighs the whole organization down.  In this throwback episode of FlipMyFunnel, I sat down with Lucas Ulloque, VP of Sales Development at Terminus, and talked about hiring and investing in great talent as a key to success in building a successful SDR team.