Podcasts about ICP

How many times have you visited a B2B website and cringed at being asked to provide your contact information, including your email just to download a white paper or watch a video?Why is this a reality in 2023 on most B2B SaaS websites? Because "leads" are still a primary measurement of Marketing success and marketers have not yet invested in the processes and instrumentation to focus on both the "pre-opportunity process" and then the ultimate outcomes of pipeline and revenue.One of the first topics we discussed was the "buying journey" which in the 6sense land is focused on the "pre-buying" or pre-opportunity journey which is often the area that is understood the least. A majority of the pre-opportunity journey is anonymous, most B2B companies will have multiple resources touching the early phase of the journey and there is real friction and resistance for buyers to reveal their identity early in the process.However, by understanding the pre-opportunity journey, a company is better positioned to engage with potential buyers in a more personalized and impactful way. Latane' defines the pre-opportunity buying journey into 5 phases including:- Target- Awareness- Consideration- Decision- Purchase (meaning they are ready to enter the active opportunity phase)Once a company moves into the "decision" of which company a buyer wants to engage in a sales process is the best time for B2B marketers to proactively reach out to a potential future customer. The concept of "IICP" takes the Ideal Customer Profile to another level by introducing the "in-market" Ideal Customer Profile. By understanding that an account is actively researching and evaluating a specific market category that your company plays in. Taking this concept to something that "Sales" cares about includes being able to provide the Sales organization with real-time leads that are actively "in-market" and thus have a much higher conversion rate to qualified opportunities.Next, we double-clicked into why a minority of B2B companies are not actively using "intent data" to determine when an "ICP" account is actively in-market. Latane highlights that a major obstacle is that a well-defined "workflow" is not often in place to ensure that the Sales Development team comes in each morning with a complete, prioritized list available for them to start the day off productively...versus spending their time researching and building a prioritized list for outreach.If you are responsible for engaging a target market and buyer to generate high-quality leads, and/or are interested in how to take advantage of intent data, account-based programs, and the dark web to increase pipeline quality - Latane is a great listen and her book NO FORMS, NO SPAM, NO COLD CALLS is a great read!

No te puedes perder esta gran entrevista con Agustín Barrios Gómez; fundador de ICP, un fondo de capital privado. En esta plática nos cuenta acerca de su historia de vida, su gran éxito en los negocios y la extraordinaria relación entre México y Estados Unidos.

No te puedes perder esta gran entrevista con Agustín Barrios Gómez; fundador de ICP, un fondo de capital privado. En esta plática nos cuenta acerca de su historia de vida, su gran éxito en los negocios y la extraordinaria relación entre México y Estados Unidos.

You want more ICP content? You've got it! In this episode we review a selection of ICP songs we somehow missed in our previous 122 episodes, plus we taste and review Kiwi Strawberry Faygo, PLUS WE ANNOUNCE OUR CONTEST WINNER AND LOSER!  We'd like to thank to @SCUM PIT TOYS for partnering with us on the prize packages for this contest. You can listen to the playlist of songs for this episode HERE. -- And hey, if you want to interact with us, send us messages, follow us, support us, or join our community, check out the links on our WEBSITE.

https://anchor.fm/thepublicsafetyguru/subscribe Exclusive content and support: https://www.patreon.com/theemttutor The EMT student should understand how to manage trauma-related issues of the head and spine. The student will learn how to recognize life threats associated with these injuries as well as the need for immediate spinal stabilization and, potentially, airway and breathing support. We will discuss the anatomy and physiology of the nervous system and the pathophysiology, assessment, and management of traumatic brain and spinal cord injuries. We will also discuss traumatic brain injury (TBI), including initial mechanism of injury, and primary (direct) versus secondary (indirect) injury. Transport considerations are discussed with a focus on potential deterioration. Last we will discuss helmet removal. Knowledge Domains: The EMT student should know the anatomy and physiology of the nervous system, including its divisions into the central nervous system (CNS) and peripheral nervous system (PNS), and the structures and functions of each. You should know the functions of both the somatic and autonomic nervous systems. You must know the major bones of the skull and spinal column and their related structures; include their functions as they relate to the nervous system. You need to explain the different types of head injuries, their potential mechanism of injury (MOI), and general signs and symptoms of a head injury that the EMT should consider when performing a patient assessment. You should know what traumatic brain injury (TBI) is. The EMT should know the difference between a primary (direct) injury and a secondary (indirect) injury; include examples of possible MOIs that may cause each one. You should know the different types of brain injuries and their corresponding signs and symptoms, including increased intracranial pressure (ICP), concussion, contusion, and injuries caused by medical conditions. You should be able to describe the different types of injuries that may damage the cervical, thoracic, or lumbar spine; include examples of possible MOIs that may cause each one. The EMT must explain the steps in the patient assessment process for a person who has a suspected head or spine injury, including specific variations that may be required as related to the type of injury as well as list the mechanisms of injury that cause a high index of suspicion for the possibility of a head or spinal injury. The EMT must know the medical care of a patient with a head injury; include the three general principles designed to protect and maintain the critical functions of the CNS and ways to determine if the patient has a traumatic brain injury. You should also know the medical care of a patient with a spinal injury; include the implications of not properly caring for patients with injuries of this nature, the steps for performing manual in-line stabilization, implications for sizing and using a cervical spine immobilization device, and key symptoms that contraindicate in-line stabilization. The EMT should be able to explain the process of preparing patients who have suspected head or spinal injuries for transport; include the use and functions of a long backboard, short backboard, and other short spinal extrication devices to immobilize the patient's cervical and thoracic spine. Last the EMT should know the different circumstances in which a helmet should be left on or taken off a patient with a possible head or spinal injury and the steps to follow to remove a helmet, including the alternate method for removing a football helmet. --- Send in a voice message: https://anchor.fm/thepublicsafetyguru/message

▸▸ Get the EXACT questions to ask early-adopter ICP customers to ensure you develop their IDEAL product: https://www.saasacademy.com/top-customer-development-questions Are you feeling stuck in your business? These three powerful questions helped me make a tough decision to shut down a $1.8M businessand completely transform my future growth to 10X. Watch this video to discover how they can help you too.   Hit Play!

YOU GOTTA GET DOWN TO THE NITTY-GRITTY DETAILSA lot of sellers today write their messaging based on a particular pattern or template that is designed for a persona, but is that enough? What about their differences in writing preferences? How about their desired formats, those things drive them nuts. Today, Collin discusses the secret sauce of boosting your positive outbound replies to 236% with the power of personalization. Learn more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: THAT'S NOT HOW PERSONALIZATION IS DONE“Most people have sort of a baseline sequence that they're running, which is really typically based more on a persona. This is our ICP, maybe here's their size, here are the problems that we think that they may have, all that stuff is valuable. But what isn't taken into consideration is the variations of different people that are recipients of that message. And that's where you can really see a big lift, is when you personalize to the person.”COLLIN: THE SECRET SAUCE TO PERSONALIZATION“The secret sauce is knowing your prospects and knowing what their personality type is, knowing certain things like, what your subject line should be based on their personality. What do you know? Should you say hi? Should you say, Hey, should you put the first name only? Right? These are all small details that a lot of people think are meaningless.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Ashley Guttuso is a Chief Strategy Officer. She joins us to talk about how to do effective content marketing that helps sales teams be successful.Her overview on content marketing is an important starting point for the conversation. Flagging where a lot of teams get started on the wrong foot. And considering what Google is really looking for these days when it comes to SEO.Then she introduces the serving vs. selling framework and how this can be applied to product and content marketing. Ashley includes a detailed approach for ensuring that you're always talking to customers to better identify, understand, and resonate with your ICP. Find Ashley on LinkedIn: https://www.linkedin.com/in/ashleyguttuso/Learn more about Audience Ops: https://audienceops.com/

MOSTASTELESS, the album so nice we reviewed it twice. In this episode, Robbie (@TwiztidHistory) joins us to discuss and review Twiztid's 1999 album, MOSTASTELESS (the "national" version). In this episode we also talk about our favorite albums of 2022! If you want to hear our favorite songs of 2022 playlist, bump it HERE, and if you just want to get straight to the Mostasteless review, skip to 32:47.  To listen to our official Twiztid with Us playlist, click HERE. -- And hey, if you want to interact with us, send us messages, follow us, support us, or join our community, check out the links on our WEBSITE.

Spyder goes back to work and has some encounters with some people that make him question our kindness. Austin is planning on carrying on his family tradition with his gallbladder and celebrates with Schlotzkys. Austin assigns segments to the boys, and more.

Con fondos públicos, el director ejecutivo del ICP se llevó a presidente de la Junta y a Archivera al viaje a España. La seguridad y la violencia del país al garete y a un amigo del #PNP se le ocurre recurrir al Tribunal a cuestionar la prohibición de armas en Fiestas de la Calle San Sebastian. Aprueban privatización de generación AEE para 17 generatrices. Lideres comunitarios The Cliff insisten en la destrucción de la #ZMT a pasos de las estructuras sobre Cueva Las Golondrinas, hay permiso de paralización y se instaló la Policía a vigilarle el desarrollo a Aguadilla Pier. ¡Sintoniza y comparte! #periodismodeinvestigación #periodismoindependiente

Revenue leaders know that having an effective go-to-market strategy is critical for the success of their business. But the number one challenge many organizations face is achieving scalability—how can you "do more with less?" In this episode, we look back at another 2022 B2B Sales & Marketing Exchange session hosted by Lisa Sharapata, former CMO of BoostUp.ai! Lisa offered amazing insights and actionable tips on how revenue leaders must change their go-to-market approach among the constantly changing buyer expectations we experience.Some of the biggest takeaways from the session include: What “growth at all costs” looks like in the B2B marketplace; The “P-E-R-F-E-C-T” framework to follow when reassessing your go-to-market strategy; The difference between “market fit” and “customer fit”; Why reporting on your NRR, versus your ARR, is so much more important to understanding the growth of your business; and The importance of product market fit and ICP fit. RELATED LINKS Check out the agenda and register for B2BMX 2023 — use the code PODCAST25 during checkout to get 25% off your ticket! Connect with Lisa Sharapata on LinkedIn!

La farsa, la propaganda de anunciar acuerdos para preservar documentos históricos cuando el #ICP está manga por hombro. Un recordatorio histórico a Thomás Rivera Schatz. La verdad "monda y lironda" de quien discrimina y encubre en la Oficina de la Procuradora de las Mujeres desde antaño. Los fogones prendíos en Aguadilla y el saldo de la intervención de las comunidades ayer. ¡Sintoniza y comparte! #periodismoinvestigativo #periodismodigital

ALWAYS SEND THE RIGHT REP FOR THE RIGHT ICPAs Collin discusses that reps perform better on different channels, Mark adds on by explaining that as a leader, you must send the right rep who is skilled with the kind of channel to be used for a specific ICP. Mark also discusses the importance of providing your reps with the right tools instead of just dumping them with MQLs. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSMARK: SEND THE RIGHT REP FOR THE RIGHT ICP“Most organizations are only selling to one or two ICPs. So then just make sure that you've got the right reps to deliver the channel. So you've got a guy that's great on video, but your ICP is not answering video, maybe don't hire. You know, and I'm not sure that people are going through that level of due diligence when they should be.”Connect with MarkMark McInnes | Sales Development As A Service | Sales-Dev.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

The Millenium / Y2K has come & gone.. The legendary Slipknot show happened January 11th, 2000. (episode 29 is all about that show). January 14th, 2000 The Misfits, Speed Dealer, & Element were scheduled to play at the Tower but due to the situation that arose at the Slipknot show, this one was moved to the Diamond Ballroom as well as the following Bo Diddley show. Next, the Insane Clown Posse comes back to OKC for a show scheduled at the Myriad side hall, all while a wedding, an FCA Conference, & an OKC Blazzers Hockey game were all happening at the same time. The second time was not the charm. An hour before the doors opening, ICP decides to cancel & their fans were none to pleased with this decision & proceeded to lose their minds. What happens when a 15 year old juggalo decides to attack an Oklahoma City Police Officer? Listen & find out... Motorhead, Nashville Pussy, & the Supersuckers come to the Diamond, playing a legendary show for less than 400 people. We talk about a Disturbed show at the Diamond Ballroom w/ Apartment 26 where less than 300 people were in attendance. The 1980's music scene is known for its debauchery, however, we discuss a band from Texas that was signed to Tommy Boy Records called Pimpadelic. Who is quite possibly the hardest partying band we've ever seen! The Rock & Roll Adventures of Max Baker Jr. Continues as we wrap up the year 2000 in this Episode! See omnystudio.com/listener for privacy information.

This week on How To Win: Mark Kosoglow, B2B SaaS thought leader and CRO of the customer success platform Catalyst Software. Founded in 2017, Catalyst's founders saw a need to create a tool that integrated customer success tools into a platform that was easy to learn and implement. To date, Catalyst has raised over $45M in funding and employs more than 100 people. Before Catalyst, Mark spent 8 years at the sales execution platform Outreach where he led their sales team as VP and later Senior VP of sales. In this episode, Mark breaks down his five-step growth process. We discuss pipeline generation, engineering company processes, and creating moments of impact for your customers. I weigh in on the importance of understanding your ICP, why you should always be striving to learn new things, and the retention economy.Key Points: Step One - Choosing your ICP (01:37) I weigh in on how to decide which customer segment to target (04:17) How does ACV play into Mark's strategy? (05:18) Step Two - Generating a pipeline (07:32) I discuss why you shouldn't be afraid to be a student with a quote from author Tom Vanderbilt (08:19) Mark lays out his SDR-heavy approach to sales (09:33) Step Three - Converting the pipeline (11:26) Why if you want to scale it, you should teach it and repeat it with a quote from Databox's Peter Caputa (15:38) Step Four - Retaining customers (17:39) I talk about the new retention economy (21:25) Step Five - Optimization (22:18) Mark explains why one person should be in charge of the customer journey (24:10) Wrap-up (27:55) Mentioned:Mark Kosoglow LinkedInCatalyst Software LinkedInCatalyst Software WebsiteTom Vanderbilt TwitterHow building methodically is helping Peter Caputa and Databox disrupt the business marketing analytics industryMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

WE'RE BACK! Same podcast, sort of new name! It's the first episode of season 6, as we go full TWIZTID WITH US! In this episode, Robbie (@TwiztidHistory) joins us to discuss and review Twiztid's 1998 album, MOSTASTELESS (the original version - don't worry, the next episode will be our review of the "national" version)  -- Hey, if you want to interact with us, send us messages, follow us, support us, or join our community, check out the links on our website: https://www.icpwwe.com/

The Fell Off Men Of The Year: Let's check in some more cast of characters, specifically THE BOY BLUE!Corey Feldman: Another check in with everyone's favorite cast of characters, as we crown the Feldman of the Year, we need to check with Corey himself!A NEW YEAR: Find out what YEAR IT IS as the BOIS ring in the NEW YEAR! We also crown a Feldman of the year and a Feld-Man of the year, and maybe things get a little sad toward the end.STEALTH R US!, PHILLIP!, SURVIVOR!, STEVIE WONDER!, PART TIME LOVER!, I'M MY OWN GRANDPA!, FELL OFF MAN OF THE YEAR!, THE BOY BLUE!, COORS!, THE BOY BLUE DEVIL!, NEW YEAR'S EVE!, CELEBRATION!, STREAM!, WAR OF THE WORLDS!, ICP!, LIP SYNCING!, GREAT MALENKO!, HOKUS POKUS!, HAPPY NEW BEER!, DRUNK!, HIGH!, OFF THE WAGON!, LEAN!, BAM!, MESSING WITH RON!, CHUGGING!, FIREBALL!, NIGHTMARE!, CHALLENGE!, DELAWARE!, ACCENT!, GAMING!, GTA!, TAROT CARDS!, COREY FELDMAN!, TOUR!, LOVE BELOW 2.1!, JAMZ!, COREYOGRAPHY!, FAKE EAR!, STAND BY ME!, CRY LITTLE SISTER!, LOST BOYS!, DROPPED A BIG POTATO!, JEFFERSON STARSHIP!, CNN!, RING IN THE NEW YEAR!, CBS!, LAS VEGAS!, LOCAL!, COMEBACK KING!, GET FUNKY!, U R FREE!, PEE IS POOP!, BLADE RUNNER VIBES!, TILDA SWINTON!, RUGET HAUER!, SOUTHERN WHITE FOLK!, FUNERAL CRASH!, SHE'S A BITCH!, THOSE CHILDREN!, MEATSPIN!, FLASH KILLED!, JERK OFF IN PUBLIC!, WEAK ROPES!, PERVERT!, CUM IN PUBLIC!, PUFFER FISH!, OCTOPUS!, LOBSTER TAIL!, AMERICAN PIE!, SRI LANKA!, DOG FUCKER!, PICTURE!, PRESIDENTIAL ADVISOR!, PET ABUSE!, OUT OF CONTEXT!, 20CHURRO!, SWEET SIXTEEN!, VOICE OVER GUY!, JINGLE GUY!, KISS AND TELL!, FELDMAN OF THE YEAR!, NMAN!, LIVEMAS!, STUDIO WALKTHROUGH!, GOOD TIMES!, BAD TIMES!, COUSIN EDDIE!, GROUP CHAT!, NOBODY LIKES ME!, SAD BOY HOURS!, CRIME STATS!, THEME PARKS!, HUGO!, REAL TALK!, PEP TALK!, SUPPORTERS!, HATE!, SAM BANKMAN-FRIED!, SBF!, FTX!, TOM BRADY!, STARCRUISER!, END OF THE ROAD!, BOYZ II MEN!, SHAM FRIENDS!, REAL PAIN!You can find the videos from this episode at our Discord RIGHT HERE!

In this episode, Benji talks to Breene Murphy, the Vice President of Strategy and Marketing at Carbon Collective. Discussed in this episode:The use of time, stakes, challenges, and rewards in marketingHow to invite your ICP into a storyRemoving friction in the buying process

We recap a little on last week but its not all fun and games when life is threatened on this weeks episode one of the strokers speaks about one of his scariest mother nature survival stories, and how he managed to escape the cold death grip she had on him.

Download the cheat: https://bit.ly/50-meds  View the lesson:     Generic Name propofol Trade Name Diprivan Indication anesthesia, induction, sedation, Action hypnotic, produces amnesia with no analgesic properties Therapeutic Class general anesthetic Pharmacologic Class none Nursing Considerations • use cautiously with CVD, lipid disorder, increased ICP • can cause apnea, bradycardia, hypotension • burning and pain at insertion site • can turn urine green • assess respiratory status and hemodynamics • maintain patent airway • assess level of sedation

DON'T POST FOR THE SAKE OF POSTINGA lot of sellers post on LinkedIn and other social media with all the high-level ideas and the so-called “million-dollar” concepts, but they tend to forget to ask themselves…IS THIS GOING TO HELP OR EVEN MEAN ANYTHING FOR MY ICP?Collin discusses the importance of making your content relevant and useful for your ICP, even when not promoting your business. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: MIX IT UP, BUT KEEP IT ICP-FRIENDLY“I think that being relevant, you know, with your content is extremely important. I'm okay to mix it up a little bit, you can't be like promoting all of the time, and a little bit of self-promotions, keeping it very educational, and tactical on things that your ICP are going to benefit from, are really important.”COLLIN: HIGH-LEVEL IDEA POSTS? NOT SO MUCH“ Just posting like kind of high-level idea stuff, not that helpful. Getting a little bit more tactical with content is definitely helpful because people want to know the “why” and the “how”, I think that's really, really important, especially if you want to be adding value to the people that follow you, and hopefully, it's your ideal customer profile that follows you on the platform, or the content strategy just doesn't make a ton of sense.”Connect with MeghnaMeghna Khari | Gan.ai | Gan.ai websiteConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Christmas Season bonus drop! Join Peter and Chris as they deep dive into ICP's Xmas '94 EP aka A Carnival Christmas. This episode is dedicated to "It's Coming." Sit back and listen as we dissect the "lyrics," discuss future tours of our studio, talk about where this album lands in the history of juggalo albums, and tackle important topics like what Season 4 will bring to the Rewind.      Twitter: @JuggaloRWD IG: @JuggaloRWD Facebook: @JuggaloRWD TikTok: @JuggaloRWD Website - www.JuggaloRewind.com    LinkTree - https://linktr.ee/juggalorwd    Email us - juggalorwd@gmail.com Call us - 810-666-1570 Additional music provided by Steve O of the IRTD.     Powered by the 20x20 Apparel.     Listen to "It's Coming" on Spotify.     Follow our Xmas 94 Playlist on Spotify.    Follow along with the lyrics on Genius.          All music played is owned by the respective publishers and copywrite holders and is reproduced for review purposes only under fair use. #ForTheJuggaloCulture

IT'S TIME TO PUT IT ON PUBLICLet's say you're done making your video, what are you gonna do with it? Are you gonna send it? Or just keep it? Collin, together with Meghna Khari, explains how you can put your video on public and post it to get noticed. Stay tuned as Collin also discusses why you should set your own expectations in creating a video, which helps in sharpening your skills in the long run. Find out more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: POST THE VIDEO SOCIALLY“You got to get super creative when your ICP is not hanging out on the platform. That's your preference, and I think that you know, actually posting the video is a pretty good way to stand out is very very bold, but not a lot of people are willing to do that. So I love that.”Connect with MeghnaMeghna Khari | Gan.ai | Gan.ai websiteConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Christmas Season bonus drop! Join Peter and Chris as they deep dive into ICP's Xmas '94 EP aka A Carnival Christmas. This episode is dedicated to "Santa Killas." Sit back and listen as we dissect the lyrics, discuss MEC and Fink's rapping, talk about '81 Skylarks, and tackle important topics like gimmick swapping among juggalo artists.      Twitter: @JuggaloRWD IG: @JuggaloRWD Facebook: @JuggaloRWD TikTok: @JuggaloRWD Website - www.JuggaloRewind.com    LinkTree - https://linktr.ee/juggalorwd    Email us - juggalorwd@gmail.com Call us - 810-666-1570 Additional music provided by Steve O of the IRTD.     Powered by the 20x20 Apparel.     Listen to "Santa Killas" on Spotify.     Follow our Xmas 94 Playlist on Spotify.    Follow along with the lyrics on Genius.          All music played is owned by the respective publishers and copywrite holders and is reproduced for review purposes only under fair use. #ForTheJuggaloCulture

Finding your dream customers can be tricky, and knowing which customers aren't a good fit is important. That's where customer profiles come in handy. In this episode of Awkward Silences, Andrew Michael, CEO of Avrio, discusses the importance of ideal customer profiles. Andrew draws upon his experience and shares insights on creating customer profiles, customer research methods, and tips on how to get started. In this episode, we discuss: The role of the ideal customer profile (ICP) in an organization Using thermographic and demographic properties to create an ICP Creating personas and segmenting audiences Conducting studies and collecting data about your customers How teams get ICPs wrong Tips and best practices for developing and using ICPs Highlights: [00:06:03] The benefits of ideal customer profiles (ICPs) and who uses them [00:08:15] Andrew discusses the details of how they developed ICPs at Hotjar [00:11:34] Anti-ICP: Ruling out a large portion of your audience [00:24:08] Andrew details how to discover criteria that reveal insight [00:25:40] Tip: Don't overcomplicate ICP, three or four defining characteristics are enough [00:29:19] Anti-ICP: How to communicate with customers that you don't want [00:32:16] An effective ICP contributes to retention, alignment, and customer satisfaction [00:35:44] Andrew's final piece of advice: ICPs “needs to be a company-wide initiative” Sources mentioned in the episode: userinterviews.com/awkward CHURN.FM Podcast About our guest Andrew Michael is the CEO at Avrio – a software development research platform – host of Churn.FM, and Founding Member of Startup Cyprus. Andrew is also a teacher and speaker featured at the How to Web Conference 2022 and Advancing Research 2022. Before joining Avrio, Andrew worked at Hotjar, where he held leadership roles in marketing, management, and experience design. --- Send in a voice message: https://anchor.fm/awkwardsilences/message

ICP has a lot of FUD thrown at it over the years, and as it turns out, it may all tie into a bigger conspiracy that set out to snuff out ICP from the beginning. In this video, I spill the details on who is behind the silencing of ICP and how the project is still going strong despite everything working against it.

Heading into 2023, B2B SaaS CFOs are doubling down on using performance metrics to guide the 2023 operating budget. A key question is what metrics they use to help evaluate the Marketing budget, and what metrics they wish they had from Marketing to help inform budget allocation and investment decisions.Chris Golec, the founder, and CEO of intent data and account-based program platform leader Demandbase has recently launched his new company, Channel99 which is purpose-built to help bridge the gap between Marketing performance metrics that Marketing is currently capturing and those performance metrics that Finance leaders would like to see that help inform their budget allocation and investment analysis.We started the conversation with Chris on the evolution of B2B Marketing over the last ten years. In the early 2010s, Marketing Automation platforms enabled broader and more frequent outreach to their target buyers, and then Account-Based programs started to evolve in the 2015 - 2020 timeframe to increase the "quality of Marketing outreach. Chris predicts that moving into 2023 and beyond, B2B Marketing organizations will be held to more "performance-centric" measurements that focus on the ultimate outcomes of pipeline and revenue ($) that the CFO uses to evaluate return on investment for all Marketing program investments.We dove into the megatrends that Chris mentioned early in the podcast, and the impact of Marketing Automation, Intent Data, and Account-Based Marketing programs. Chris highlighted, though self-admittedly from a biased perspective that these investments did increase the Return on Marketing investment, but most companies do not have the infrastructure to measure the impact of Marketing investments down to the last mile of pipeline and revenue ($).When asked if Marketing is using metrics to inform decisions, Chris highlighted that the majority of Marketing performance measurements (metrics) are primarily department focused, and not linked to the ultimate outcomes that CFO and CEO are most interested in - Pipeline and Revenue generated. One quick action to change this reality is for the CEO and CFO to require Marketing leaders to measure the ultimate outcomes in dollars...not activity, engagement, and leads.Chris shared his premise that one reason that Marketing does not provide more granular "finance performance metrics" to the CFO is the lack of easy-to-use infrastructure that can measure dollars invested in high-priority target accounts that fit the Ideal Customer Profile (ICP) through to revenue generated.Another key requirement to capturing and generating good Marketing ROI performance metrics is to start with understanding discretionary program spending on things like paid and organic search and understanding not only the engagement levels, but the engagement levels with accounts in their target market (ICP) and then pulling the thread all the way through to revenue.If you are a "performance" centric B2B Marketer or a Finance leader trying to better understand the return on Marketing investment, the conversation with Chris Golec is highly informative and thought-provoking!!!

SHOULD I OR SHOULD I NOT?There are so many ways of doing your first touch to your prospect, but the real question is, should you try all of these different approaches? Collin says YES, and you can learn more about why you should and how you can do it, only here in the latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSCOLLIN: KNOW YOUR ICP AND DEVELOP A STYLE“Knowing your ICP, or your persona is one thing, but also, if you're doing a little bit of research on that person, that specific person, their title, how they comment, how they engage that type of content, you're gonna get a better sense of their communication styles as well.”COLLIN: TEST ALL POSSIBLE WAYS OF COMMUNICATING“There is no silver bullet here. Like you've got to test all these different things. Should you send a message in the connection request? Should you not or should you send a video? Should you be direct, all of these things are gonna highly depend on you.”Connect with MandyMandy McEwen | Mod Girl Marketing | Contact us at ModGirlMarketing.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

Host: Peter Buch, MD, FACG, AGAF, FACP Guest: Nancy S. Reau, MD The most common liver disease caused by pregnancy is intrahepatic cholestasis of pregnancy (ICP). So what do clinicians need to know to best treat their patients? Explore the impact of liver disease on pregnancy as Dr. Peter Buch is joined by Dr. Nancy S. Reau, Professor in the Department of Internal Medicine at Rush Medical College.

Christmas Season bonus drop! Join Peter and Chris as they deep dive into ICP's Xmas '94 EP aka A Carnival Christmas. This episode is dedicated to "Red Christmas." Sit back and listen as we dissect the lyrics, discuss holiday horror movies, talk about our five favorite Faygos (hey!), and tackle important topics avoiding scary towns in mid-Michigan.      Twitter: @JuggaloRWD IG: @JuggaloRWD Facebook: @JuggaloRWD TikTok: @JuggaloRWD Website - www.JuggaloRewind.com    LinkTree - https://linktr.ee/juggalorwd    Email us - juggalorwd@gmail.com Call us - 810-666-1570 Additional music provided by Steve O of the IRTD.     Powered by the 20x20 Apparel.     Listen to "Red Christmas" on Spotify.     Follow our Xmas 94 Playlist on Spotify.    Follow along with the lyrics on Genius.          All music played is owned by the respective publishers and copywrite holders and is reproduced for review purposes only under fair use. #ForTheJuggaloCulture

Christmas Season bonus drop! Join Peter and Chris as they deep dive into ICP's Xmas '94 EP aka A Carnival Christmas. This episode is dedicated to "Santa's A Fat Bxtch." Sit back and listen as we dissect the lyrics, discuss holiday parades, talk about Jesse Ventura and his marksmanship, and tackle important topics like how old is too old to wait for Santa.      Twitter: @JuggaloRWD IG: @JuggaloRWD Facebook: @JuggaloRWD TikTok: @JuggaloRWD Website - www.JuggaloRewind.com    LinkTree - https://linktr.ee/juggalorwd    Email us - juggalorwd@gmail.com Call us - 810-666-1570 Additional music provided by Steve O of the IRTD.     Powered by the 20x20 Apparel.     Listen to "Santa's A Fat Bxtch" on Spotify.     Follow our Xmas 94 Playlist on Spotify.    Follow along with the lyrics on Genius.          All music played is owned by the respective publishers and copywrite holders and is reproduced for review purposes only under fair use. #ForTheJuggaloCulture

Pete Kazanjy is the author of Founding Sales: The Early Stage Go-to-Market Handbook and the founder of Modern Sales Pros, an invite-only peer learning community focused on sales operations and sales leadership. He's also the co-founder of Atrium, a B2B SaaS company that provides data-driven sales solutions. Pete got his start in product at VMware and then dove deep into the art and science of sales. In today's episode, we talk about the importance of founder-led sales and how to methodically scale a sales department. He explains the difference between old-school sales and modern sales, which focuses on human connection and solving problems for customers. He also shares actionable tips to improve your sales technique and explains how to use data to monitor your success at different milestones in the sales process.—Find the full transcript here: https://www.lennyspodcast.com/founder-led-sales-pete-kazanjy-founding-sales-atrium/#transcript—Thank you to our wonderful sponsors for supporting this podcast:• Vanta—Automate compliance. Simplify security: https://vanta.com/lenny• Flatfile—A CSV importer that says yes instead of error: mismatch: https://www.flatfile.com/lenny• Merge—A single API to add hundreds of integrations into your app: http://merge.dev/lenny—Where to find Pete:• Twitter: https://twitter.com/Kazanjy• LinkedIn: https://www.linkedin.com/in/kazanjy/• Website: https://kazanjy.svbtle.com/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• Twitter: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—Referenced:• Founding Sales: The Early Stage Go-to-Market Handbook: https://www.amazon.com/Founding-Sales-Go-Market-Handbook-ebook/dp/B08PMK17Z1• Brianne Kimmel's SaaS school: http://briannekimmel.com/saas-school/• Modern Sales Pros: https://modernsaleshq.com/• The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses: https://www.amazon.com/Lean-Startup-Entrepreneurs-Continuous-Innovation/dp/0307887898• The Four Steps to the Epiphany: Successful Strategies for Products That Win: https://www.amazon.com/Four-Steps-Epiphany-Successful-Strategies/dp/1119690358/• Pete's presentation on founder-led sales: https://www.youtube.com/watch?v=WAXIVAZJyPA• Pete's guest post on Lenny's newsletter: https://www.lennysnewsletter.com/p/sales-bottom-up• The Cadence: How to Operate a SaaS Startup: https://medium.com/craft-ventures/the-cadence-how-to-operate-a-saas-startup-436aa8099e8• Maker vs. Manager Schedule: http://www.paulgraham.com/makersschedule.html• Amplitude: https://amplitude.com/• Atrium: https://www.atriumhq.com/• Greenhouse: https://www.greenhouse.io/• Pete's ICP Template: https://www.foundingsales.com/2-product-marketing#building-narrative• Marissa Fuhrer Bell on LinkedIn: https://www.linkedin.com/in/marissafuhrer/• Data-driven sales master class: https://salesnerds.atriumhq.com/msp-nailing-science-of-sales-figma-webinar-video• The Goal: A Process of Ongoing Improvement: https://www.amazon.com/Goal-Process-Ongoing-Improvement/dp/0884271951• The Score Takes Care of Itself: My Philosophy of Leadership: https://www.amazon.com/Score-Takes-Care-Itself-Philosophy/dp/1591843472• All-In podcast: https://www.allinpodcast.co/• Encanto on Disney+: https://www.disneyplus.com/movies/encanto/33q7DY1rtHQH—In this episode, we cover:(00:00) How Pete met Lenny (05:05) Pete's background(07:20) Modern sales vs. old-school sales(09:17) What is founder-led sales, and why is it so important?(14:58) When to hire your first salesperson (18:20) Why you should keep your in-person events to around 10 people(19:34) What a sales motion is and why it needs to be updated regularly (20:55) What are the leading indicators of success?(23:54) Why founders don't need to be rock stars at sales(28:28) Sales mindset changes—the number-one tip to improve your sales(33:30) How modern sales should focus on helping customers solve problems(36:00) A few tips to help you get better at sales(36:40) ICP and personas(39:14) Why you should hire junior sales staff in the early stages(45:40) Signs your new hires aren't a good fit(47:38) The importance of using metrics for success(49:33) Month-by-month expectations for sales hires(51:19) Why work from home is bad for junior salespeople(54:19) Why you shouldn't be afraid of sales(55:19) Lightning round—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

In this episode of the Enterprise Sales Development podcast, we speak with Cathy Veri, Strategist at The Pedowitz Group. Cathy talks about her experience in the buyers journey and many of the mistakes people make in analyzing and creating their ICP. She discusses the importance of investing in SDRs and content to get off the hamster wheel and accelerate growth as a company. She also shares how you can use data more effectively in your strategies to sell more. WHAT YOU'LL LEARN The value of mapping out content to the buyer journey and to the persona Targeting your ICP better and capturing intent The Fly Wheel vs. The Funnel Coaching confident sales teams  QUOTES “If you are not doing SEO analysis, and seeing what is trending and what keywords need to be in the first two hundred words, you are creating content in a cave. In the old days, people used their gut to determine what the market needed. But why do you need your gut now? We have so much data.” -Cathy Veri [02:28] “You have to be laser focused on what you are saying and confident enough to say it. You can't sell someone feature feature feature. Something has to be in it for the customer.” - Cathy Veri [09:40]  “People buy specifics. They don't want general stuff.” -Cathy Veri [32:58] “If the salespeople could sit with an SDR for a whole day, once a quarter, SDR teams would infinitely benefit. Marketers, salespeople, managers, sit in that seat and listen to what the customer is asking. Learn from those calls.” - Cathy Veri [45:09] TIMESTAMPS [00:00] Intro [01:50] What people get wrong at the top of the funnel [04:40] Mapping [08:35] Identifying problems and finding solutions  [11:05] Close One Analysis in reverse [17:30] Content syndicators  [21:43] Creating a proper ICP [25:54] Factors to weigh before making go-to-market decisions [31:29] Linking the right assets as a marketer [36:37] Sharing success for everyone's benefit [41:20] Increase in pick-up rates due to covid [48:07] Investing in SDRs and content CONNECT Cathy Veri on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

We've made it to the FINAL episode of season 5, our third annual CHRISTMAS EXTRAVAGANZA!  As always, our good friend @Final_FantAndy joins us to talk all things Christmas AND to answer some of YOUR questions!  Thank you all for an amazing year, see you next season as we begin our deep dive deep into Twiztid - the Psychopathic years!And hey, if you want to interact with us, send us messages, follow us, support us, or join our community, check out the links on our website: https://www.icpwwe.com/

Hello again listeners! Welcome to another episode of the SaaS Leader Interview Series.This time, we're joined by Tara Panu, VP of Marketing at VoiceFlow, the collaborative platform used to build chat and voice assistants, to talk about leveraging customer research like a product marketer. Every marketer knows the customer needs to be at the center of all their efforts, but how do you ensure that? Tara spent her first 30 days in her role interviewing customers and prospects, jumping into sales calls, and practicing social listening on LinkedIn. Her efforts revealed new opportunities that she took in to craft her strategy and, finally, her messaging and value proposition started to resonate with them. But that was not her ultimate goal.As she's a customer-centric marketer, she made sure that not only Sales and Marketing but the entire company was leveraging from her findings and keeping their ICP close to better execute their jobs. Tune in to see how she made that happen! In this episode we talk about:Customer researchCustomer-centric marketingMarketing strategyTimestamps:00:00 - 00:54: Introductions00:54 - 03:42: How Tara's background as a product marketer influences her role as VP of marketing03:43 - 06:36: First challenges when joining VoiceFlow06:37 - 10:22: The first 30 days knowing the customers10:23 - 13:32: Why you should go to sales calls instead of listening to recordings13:33 - 16:14: The emergence of the Conversation Designer role16:15 - 19:48: Sourcing customer research interviews19:49 - 24:00: Making sure that customer research findings are used effectively company-wide24:01 - 28:22: Making the most out of customer research interviews28:23 - 29:04: Connect with TaraAbout Tara PanuTara has a passion and obsession for understanding customers deeply. She started her career in customer marketing, then turned to product marketing, and is now leading the marketing department at VoiceFlow. Connect with Tara on LinkedInConnect with Maeva on LinkedInJoin the Flying CatsStill feeling your stomach drop whenever you have to report organic growth to leadership? Things are about to change

The most important asset we have is our time. And when we spend time with our customers only to be unsuccessful in closing them, we've misused our most important asset. We increase our closing ratio when we increase our prospecting qualification skills. Learn how in today's episode! Mark shares inside tips, and 5 activities that could kill your deal.   This episode sponsored by Calendly. 

As our population ages, it is important to consider the role of technology in the lives of older adults. We'll explore a variety of topics related to technology and older adults, including how to better understand their needs, what factors influence their decision to adopt new technologies, and what challenges they face when doing so.We will also discuss ways to improve digital literacy among seniors and make technology more accessible and affordable for this population. Finally, we will explore how to ensure that seniors are safe when using technology and what policies can be put in place to encourage the adoption of new technologies by older adults.Here are the 10 topics:1. How can we better understand the needs of older adults with technology?2. What factors influence older adults' decision to adopt technology?3. What challenges do older adults face when adapting to new technologies?4. How does literacy impact older adults' ability to use technology effectively?5. What strategies can be used to improve digital literacy among older adults?6. How can we make technology more accessible for older adults?7. How can we make technology more affordable for older adults?8. How can we ensure that seniors are safe when using technology?9. How can policymakers increase the adoption of technology by older adults?10. How sales & marketing automation can benefit tech companies serving seniors, with affordability, accessibility, and safe for older adults.In these difficult economic times, it is more important than ever to be efficient with fewer resources. Many businesses are trying to improve and streamline their sales and marketing strategies so they can reach more senior consumers and have a bigger impact. They want to know how to automate their processes so they can accomplish more with fewer resources.Please reach out if you are having difficulty with this. I'd be happy to look into how I can help you optimize and streamline your sales and marketing processes.Automation allows you to do more with less time and staff, allowing you to focus on other aspects of your business. Let's look at how we can help you achieve your sales objectives.Follow Hanh on these platforms:InOneApp - All-in-One Sales & Marketing Platform: https://inoneapp.co/LinkedIn: https://www.linkedin.com/in/hanh-brown-boomerlivingtv/Video Version of this Podcast Episode: https://bl.hanhdbrown.com/replay-hanh-brown-10-things-you-need-to-know-to-successfully-market-to-seniors-1588Youtube Channel - Aging Media Show: https://www.youtube.com/@agingmediashow5456Podcast Site: https://podcast.boomerliving.tv/

Trade – Nipride Class – Antihypertensive agentMOA – Causes direct relaxation of both arteries and veins Indication – HTN emergencies Contraindications – Hypotension, increased ICP, cerebrovascular disease, coronary artery disease, hepatic disease, renal disease, pulmonary disease.Side effects – Cyanide or thiocyanate toxicity, N/V, dizziness, headache, restlessness, abdominal pain, methemoglobinemia.Dosing Adult 0.3-10mcg/kg/minPedi 0.5 – 10mcg/kg/min

It's the final episode of ICP Songs We Missed, and we're reviewing a selection of songs by and featuring ICP from 2019 to 2022. And yes, we talk about THE GRUMP.  ALSO in this episode, we announce the Songs We STILL Missed contest!  Here's the playlist for the songs we talk about in this episode:https://youtube.com/playlist?list=PLFC9b0n2KLeBWjzoaOelCEoT6XAK0uCFl And here's a link to the MC Cone song we review in this episode:https://on.soundcloud.com/p6nZB--And hey, if you want to interact with us, send us messages, follow us, support us, or join our community, check out the links on our website: https://www.icpwwe.com/

The boys are back! We're doing some more classic mixes this season, and had a big plan to start it off right by doing another power hour with our bud Dave Lynch. Unfortunately, a couple of us were ridiculously hungover at the time of recording and were in no shape for such a feat, so the three of us instead recover and listen to the drinking songs we picked. And it's a good thing we didn't do a power hour, because these are not fun-time songs. Most of them are, in fact, about the sadder elements of drinking, from Kendrick Lamar's ominous warnings to Ernest Tubb's old-timey country binge drinking. But we do still find time for some Bad Bunny bangers and ICP favorites, along with a recommended spirit for each track.

Upgrading your airway kit with a portable end tidal CO2 monitor can help in a couple situations. While it has its limitations, it is essential for quickly determining if your tube is in the trachea during an intubation. This can be accomplished most accurately via a device with a quantitative waveform such as the Emma Capnograph. If you can't get your hands on an Emma, the qualitative colormetric device that changes color when exposed to acid in the exhalations. False positives can occur due to other acids in the airway such as vomitus or even if the patient has recently had a carbonated beverage. While those are rare, you should be aware of the possibility. Having a visual indication of tube placement can be extremely helpful during loud transports such as on aircraft. Another time that ETCO2 monitoring is very useful is during CPR. There will likely be a very low reading despite high quality CPR. If the heart begins to beat spontaneously, you should see an immediate increase of the numbers on the display of your device. ETCO2 can also be used as a prognostic indicator. If the ETCO2 remains below 10mmHg for 20 mins of CPR this may indicate that the patient has a very poor prognosis. After you listen to our podcast, Check out Scott Weingart's EMCrit podcast on the subjects to hear his thoughts on this. ETCO2 is also useful the intubated TBI patient. Per our clinical practice guideline, ETCO2 in a patient with moderate to severe TBI should be kept between 35-40mmHg. In a patient with herniation, you can temporarily increase ventilators rate in order to vasoconstrict the blood vessels in the brain, thus reducing swelling. This can only be done for a short time because hyperventilation worsens cerebral ischemia. Also avoid hypoventilation (EtCO2 45mmHg or more) that will increase ICP. For more content, visit www.prolongedfieldcare.org

If you don't understand the kind of outbound process your organization needs, you need to listen to this episode. Antoine Marsden, who helps business owners to accelerate sales revenue, is here to explain why outbound is a huge developer of mid to long-term pipelines. Crafting your message, getting it out there, and creating a list of people potentially interested in your product or service are the first steps to building a successful outbound strategy. You could have the best product in the market, but you won't get anywhere if you don't know how to sell it.  Outbound is a massive driver of conversation that allows you to understand how your products are viewed in the eyes of your potential ICP and give you some valuable feedback as to where those organizations you are targeting happen to be in the market right now.   Links 438 - Show Notes Antoine's website Antoine's LinkedIn Cloud Consultants Collective SendSpark Join our newsletter   Connect With Paul  On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

Baby Boomers have always been a generation of innovators and entrepreneurs. In fact, according to the Small Business Association, there are over 33.2 million small businesses in the United States. And if you're a Baby Boomer, there's a good chance you're the owner of one of them.But as anyone who has ever run a small business knows, it's not always easy to find and keep customers. In fact, according to a recent study, 71% of small businesses say that generating new leads is their top challenge.So how can you make sure your business is able to find and keep its ideal customers?The answer may lie in understanding how the world has changed since you started your business. After all, the way people research and buy products and services has changed dramatically in recent years, thanks to the internet and social media. And while this can be a challenge for small businesses, it's also an opportunity.Today's consumers are used to being able to find information about pretty much anything they want online. They're also used to connecting with companies and brands on social media. And they're used to being able to buy things with just a few clicks. If you can tap into these trends, you'll be better positioned to succeed in the digital age.So how can you ensure your small business can find and keep its ideal customers? One way is by creating a digital brand. It's how your business presents itself online and interacts with its customers. And in today's digital world, it's more important than ever to have a strong digital brand.In this webinar, we'll cover topics like how to find your ideal customer online, what kind of content to create, and how to use social media to build relationships with your customers. If you can tap into these trends, you'll be better positioned to succeed in the digital age.In This Value-Packed Exclusive Live Event, I Will Share:✅ What Is A Digital Brand?✅ What Is An Ideal Customer Profile (ICP), Or Buyers Avatar?✅ Why Prospecting Is The Lifeblood Of Any Business And How To Prospect.✅ What Is Funnel Marketing, And How Does It Work?✅ How To Generate Leads Via Social Media (Inbound & Outbound).✅ How Does Market Segmentation Work, and What Are Its Benefits?✅ What Is SaaS Marketing, And How Does It Work?✅ What Is Marketing Automation, And How Does It Work?Follow Hanh on these platforms:InOneApp - All-in-One Sales & Marketing Platform: https://inoneapp.co/LinkedIn: https://www.linkedin.com/in/hanh-brown-boomerlivingtv/Video Version of this Podcast Episode: https://bl.hanhdbrown.com/replay-hanh-brown-how-baby-boomers-can-create-a-digital-brand-to-capture-their-ideal-customerYoutube Channel - Aging Media Show: https://www.youtube.com/@agingmediashow5456 Podcast Site: https://podcast.boomerliving.tv/

On today's episode of The Sales Evangelist, Donald talks with the head of sales at Transcend, Mike Orlick. They discuss the importance of use cases, how to effectively utilize them, and how to better provide value to your clients.  What is a use case and how do you utilize it?? A use case comes down to the business outcome and what they mean for your client.  Mike suggests getting quotes from previous clients who have had success with your product and then targeting similar individuals in your ICP. This helps to validate your product.  You can utilize use cases when new protocols impact your industry. When you understand a prospect's situation they are more likely to trust you with a solution.  Become an investigator and problem solver You get into enterprise sales by going deep and helping companies improve their business.  When you join an organization that has already started to prove use cases, you can go in with a use case and become a trusted advisor to a company by asking the right questions and truly wanting to solve their problem.  How can you start utilizing use cases? Map out what your product does, what it solves for, and who it solves those problems for.  If you already have customers, interview them to find out why they brought you in and what problem you are solving for them.  Mike's last piece of advice Be genuine and have a real interest in uncovering and solving business problems.  To hear more from Mike, connect with him on LinkedIn and visit transcend.io This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In this episode, Benji talks to Darr Gerscovich, Vice President of Marketing at Appian Corporation. Discussed in this episode: - The 4C + D of Marketing Messaging - Differentiating on something sustainable - The importance of a clear ICP when crafting your message Sponsors: If you're hiring, you need Indeed. Sign up and get a $75 credit to sponsor your first job for better visibility, more applications and quicker hiring times. Stay in control with payment billing options, no long term contracts, pay for only what you need and pause spending at any time.* Claim Your Credit *Sponsored Job credit offers available only for new U.S. accounts posting a job that expires one year after account creation. Upon expiration of credits, users are charged based on their Sponsored Job budget. Terms, conditions, and quality standards apply.