The FlipMyFunnel Podcast

The FlipMyFunnel Podcast

flipmyfunnel.com
The #FlipMyFunnel Podcast is a daily podcast hosted by entrepreneur, CMO, and founder of the #FlipMyFunnel movement, Sangram Vajre.


420: Passion Trumps Resume
Aug 16 • 4 min
Is it better to hire or choose partners who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition? Sangram Vajre, chief evangelist and co-founder of Terminus, knows the answer….
419: The Physical Therapist Who Built a $100M SaaS Company w/ Heidi Jannenga
Aug 15 • 34 min
Inspiration can hit us anywhere. Most times, it’s not when we’re forcing it. It tends to reveal itself in the most mundane of activities. But, when it shows up, it’s a beautiful thing. This is what happened to the president and co-founder at…
418: Inside the Mind of a Mega-Deal Sales Titan - Part 2 w/ Chris Engman
Aug 14 • 41 min
What’s better than low-effort, high-impact strategies? Low-effort, high-impact strategies that work. Chris Engman, co-author of the forthcoming Mega Deals: How Multi-Billion Dollar Deals Are Done and What the Rest of Us Can Learn From It and…
417: CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition w/ Elisa Steele
Aug 13 • 19 min
Were you destined to become a CEO? Perhaps you’ve known since you were little that you were meant to lead. Maybe throughout your whole career, you’ve been working up the ranks to at last reach the long-awaited CEO office. This dream was not Elisa…
416: Drive More Successful Negotiations w/ Molly Fletcher
Aug 12 • 19 min
Medium or large? Stranger Things or The Office? Standard or premium? Although we may not see it, we’re negotiating all the time in life. Whether it be with other people or internally, momentous and minuscule negotiations happen every day. When it…
415: Joy Is Forever; Happiness Is Temporary
Aug 9 • 5 min
Most of us chase temporary happiness, when we should be chasing everlasting joy. What does that really mean? Sangram unpacks the entire concept on this #OneBigIdea episode of the #FlipMyFunnel podcast. Using examples from everyday life,…
414: Category Creation: How to Build a Movement w/ Mike Volpe
Aug 8 • 27 min
Select the best approach to entering the marketplace: A) Category creation B) Building a better mousetrap The answer? Both. We sat down to discuss market strategies with one of HubSpot’s co-founders and current CEO of Lola.com, Mike Volpe. Mike…
413: Inside the Mind of a Megadeal Sales Titan w/ Chris Engman - Part 1
Aug 7 • 42 min
There are two major differences between an average B2B sale and a megadeal: The size of the audience The amount of risk How can we break down these gargantuan details of a megadeal into digestible pieces? By asking a megadeal sales champion, of…
412: CMO to CEO: How Marketing Leaders can Make the Ultimate Transition w/ Katie Bullard
Aug 6 • 25 min
Feeling replaceable is tough. Unless you’re moving up. That’s what Katie Bullard, president of DiscoverOrg, did. Throughout her career, she has been shrewd enough to actually hire her replacements so she can move on to bigger roles. That’s…
411: How to Work for Your Passion and Get Paid for It Too w/ Jess Ekstrom
Aug 5 • 27 min
Passion and a paycheck. Oftentimes, these two things don’t go hand-in-hand in our lives. Why not? We had the chance to contemplate this idea with Jess Ekstrom, founder of Headbands of Hope and creator of Mic Drop Workshop. Currently, Jess is…
410: How to Not LOSE Your Family to WIN the World, Pt. 2
Aug 2 • 8 min
We need to get back to our families. If we’re working long hours, but not connecting with our families, what’s it all for? It can be extremely hard for busy professionals to pause for a moment to think about what really matters. In this…
409: How B2B Organizations Are Building Teams & Strategies To Improve Pipeline Collaboration & Visibility
Aug 1 • 38 min
If you’re a marketer today, you are a revenue marketer. But you probably already know that. Many of you have held marketing ops roles or sales ops roles, but we’re starting to see those functions roll up together into a revenue ops role, into…
408: How to Play to Your Strengths With an Account-Based Model w/ Kelvin Gee
Jul 31 • 35 min
How are you changing the game? Is your team playing to its strengths? Or, is it simply sticking to tradition? Account-based marketing has stormed the B2B industry. Countless companies have found success with the flipped funnel. We can see that ABM is…
407: Changes You Have to Make When Switching to an ABM Model w/ Shari Johnston
Jul 30 • 17 min
You’ve aimlessly chased those little guppies for too long now Why continue trying to corral little tiny leads when you could be putting your resources towards bigger clients you know will pay off? Guest host Meagan French, Founder of Lotus…
406: B2B Sales: Why Transparency Sells Better Than Perfection w/ Todd Caponi
Jul 29 • 26 min
What do customers expect from your company? Are you owning your spot in the market? Or are you trying to be everything for everyone? When it comes to leading a successful business, it’s best to be honest and upfront with potential customers. The…
405: How to Not LOSE Your Family to WIN the World, Pt. 1
Jul 26 • 9 min
We need to get back to our families. If we’re working long hours, but not connecting with our families, what’s it all for? It can be extremely hard for busy professionals to pause for a moment to think about what really matters. In this…
404: Marketing Within The Deal: Reaching Deeper Into The Funnel To Impact Win Rates w/ Dave Bruno
Jul 25 • 42 min
It’s been 27 years since the movie Glengarry Glen Ross came out. The one with Alec Baldwin’s famous “Coffee is for closers” scene. Ever seen it? It’s in just about every sales kickoff. In case you’ve only seen the one scene, the rest…
Office Hours
Jul 24 • 20 min
On Office Hours we talk about all things marketing, sales, and customer success. I’m doing office hours on LinkedIn Live every Friday, or you can catch the recording right here! Do you need MQL, SQL when you are actually trying to be an…
402: Making Your Data Actually Work For You w/ Nicola Frazer-Reid
Jul 23 • 24 min
What if you could put all those years of collecting data right to work? (And what would you do if it told you to take an account-based strategy for your entire department?) That’s what guest Nicola Frazer-Reid, Vice President of Marketing at…
401: GrowthIQ: Modernizing a Growth Study and the Three Reasons Why We Can’t Stand the Funnel w/ Tiffani Bova
Jul 22 • 37 min
How far back was the funnel invented? Go ahead, give your best guess. 1920s? 30s? 2000? What’s the answer? Give up? The funnel has been around since the 1890s. Which means that the way that we think about the funnel hopefully has…
400: Be Patient and Have a Great Attitude
Jul 19 • 8 min
When was the last time you felt like you had everything you could ever want? Like you had it, like you made it? Most of us have experienced that high in one way or another. It’s an amazing feeling, isn’t it? But here’s the thing: chances are,…
399: How to Get Over the Fear and Dive Into ABM w/ Marty Thompson
Jul 18 • 21 min
Marty once launched his own ad agency that he named Two Bananas. Today, he’s the CMO at Clear Software in Indiana. I knew he was the perfect person to join me today to discuss a day in the life of a CMO. Someone who has truly been there and done…
Office Hours
Jul 17 • 16 min
On Office Hours we talk about all things marketing, sales, and customer success. I’m doing office hours on LinkedIn Live every Friday, or you can catch the recording right here! Do you need MQL, SQL when you are actually trying to be an…
397: What You Need to Know to Operationalize Your ABM Program w/ Leah Allan
Jul 16 • 33 min
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…
396: The Journey From A Garage To A Publicly Traded Company: Overcoming Startup Challenges
Jul 15 • 29 min
We have been interviewing some incredible guests in the last few months. We had Seth Godin. We had Daniel Pane. We had Kim Scott. And all in all, I think there’s been a lot of great feedback. One of my good friends recently told me about a…
395: You Don’t Need More Resources. You Need To Be Resourceful.
Jul 12 • 6 min
When it comes to having bigger teams, more resources is what creates more opportunities to get more done. Right? On today’s episode, Sangram talks us through why he feels the complete opposite is true. #FlipMyFunnel might be a daily podcast,…
394: How to Achieve Sales and Marketing Alignment in 3 Steps w/ Shahid Javed
Jul 11 • 32 min
A lot of us know that now. But we get stuck when it comes to implementing that alignment on a daily basis. I mean, they’re such different functions. One is filling up a funnel and one is emptying a funnel. But you need that alignment. So, how do you…
393: Office Hours
Jul 10 • 25 min
On Office Hours we talk about all things marketing, sales, and customer success. I’m doing office hours on LinkedIn Live every Friday, or you can catch the recording right here!
392: Tactical Tips for Working With Sales w/ David Tam
Jul 9 • 37 min
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…
391: Marketers Are the Linchpin of the Entire Organization w/ Meagen Eisenberg
Jul 8 • 22 min
Describe your idea of a modern CMO. Now ask someone else. Now ask another person. See all the different ideas that come together? If one person were able to meet all those requirements of a CMO, they’d be about as rare as a unicorn. We’re not…
390: To Say ‘Yes’ to 1 Big Thing, You Have to Say ‘No’ to Everything Else
Jul 5 • 7 min
This week, Sangram’s preaching to himself — Because this week’s big idea, is an issue many of us still wrestle with. Maybe you’re the lady or the guy who likes to say yes to everything. Often, we see something new and interesting, and…
389: 3 Things Marketers Have to Understand if They Want to Support Sales w/ Pam Didner
Jul 4 • 39 min
Trying to support sales as a marketer can be … painful. Everything is always last minute. They don’t know where things are. That’s the perception. Unfortunately it’s also the reality. People left supporting are left needing all kinds of therapy:…
388: The Difference Between Hard Work & Hustle
Jul 3 • 30 min
We’ve all heard that we should hustle. We read it on t-shirts, speakers shout it to us at conferences, and podcasts blare it in our ears. But when is too much too much? Carlos Hidalgo joined us on this episode of the #FlipMyFunnel podcast to share…
387: How to Avoid Creating a Corporate Culture by Accident w/ Joseph Kerner
Jul 2 • 30 min
Culture is one of the hottest topics in business today. But don’t worry: for those of you who aren’t into buzzwords or generalities, there’s still plenty of meat on the “culture bone.” Our guest host today is Joe Kerner, international…
386: How to Implement Radical Candor in Your Organization w/ Kim Scott
Jul 1 • 28 min
Everybody struggles with radical candor. To care personally about everyone you work with, but also to challenge them directly, is something we all constantly fail at. Kim Scott literally wrote the book on radical candor, so if she hasn’t…
385: Letting Go Creates Opportunity & Giving Up Creates Grief
Jun 28 • 7 min
384: Optimizing ABM Execution To Outperform Organizational Expectations
Jun 27 • 47 min
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…
383: A View from The Other Side: Living with a Workaholic w/ Susanne Justice-Hidalgo
Jun 26 • 30 min
It started with the occasional missed dinner. A few late emails here and there. But it didn’t stop. Workaholism isn’t always obvious; it’s an insidious force. And Carlos Hidalgo was no exception. In this episode, Carlos interviews his wife…
382: What It Really Means to be a Leader Taking Action w/ Joe Kerner
Jun 25 • 29 min
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…
381: Why And How To Create A LinkedIn Course w/ Joshua Mitchell
Jun 24 • 27 min
We at #FlipMyFunnel are huge fans of LinkedIn—it’s evident in how much we post and engage with others on the platform. Recently, our Co-Founder even launched a course on account-based marketing on LinkedIn. It was such a great experience for our…
380: To Break Through, Be Willing to Break Your Routine
Jun 21 • 6 min
You’ve heard the advice: Wake up at 5 am and get your routine right Take cold showers to spark up your creative brain Have a routine to gain maximum productivity Eat like a tadpole and not like a frog (what does that even mean?) These types of…
379: Bringing Oracle’s Account-Based Strategy To Life: A Tale Of Two Campaigns
Jun 20 • 47 min
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…
378: The Dark Side of the Word “Hustle” w/ Jill Rowley
Jun 19 • 48 min
Jill Rowley has been exceptionally vulnerable on social media about her work/life balance. Work is her great passion in life, and her career has taken a high percentage of her time and energy. But now, stepping into a new space as a Partner at Stage 2…
377: The Power of Communication For Success In Leadership w/ Joe Yazbeck (Part 2)
Jun 18 • 26 min
Communication is the single most important activity for any leader, professional, or executive, but why is that? How does effective communication lead to more success? According to Joe Yazbeck, the best-selling author of No Fear Speaking, it’s…
376: What Do You Do With A Gun Pointed In Your Face? w/ Erik Seversen
Jun 17 • 26 min
Fear can be devastating. On the other hand, as Erik Seversen discovered, it can be one of the most energizing forces around. On today’s episode of the FlipMyFunnel podcast, Erik, the author of Ordinary to Extraordinary, shared how the lesson he…
375: Are You a Leader Or A Manager?
Jun 14 • 7 min
A lot of people have trouble differentiating whether they’re a leader or a manager. It’s not good or bad to be one or the other. They both are equally important. Here’s why: -Without good managers, we’d all just be daydreaming because leaders…
374: How To Take Your Marketing From Good To Great
Jun 13 • 35 min
I gave a talk about this topic of taking your marketing from good to great at several different events, but one of the events in Phoenix, Arizona, B2BMX, sent me a recording of it and I thought it’d be a really cool idea to play it on our podcast. In…
373: Is Hustling Making Us Happy? w/ Bryan Kramer
Jun 12 • 18 min
You know how to “hustle.” Everyone’s talking about it — TV, the internet, books … content everywhere is reminding us to take part of the “rise, grind, and make it happen” mentality. But is there a difference between hard work and hustle,…
372: Leadership Quality Communications w/ Joe Yazbeck
Jun 11 • 26 min
What’s your biggest fear? If you’re anything like the rest of the world, public speaking is probably one of your top three. But what if that was one thing holding you back from taking your business to the next level? Would you do something about…
371: Here’s Why Sales Isn’t Sleazy Anymore w/ Daniel Pink
Jun 10 • 31 min
I’m guessing one or two of you have heard of a guy named Daniel Pink. He’s the author of To Sell Is Human: The Surprising Truth About Moving Others and When: The Scientific Secrets of Perfect Timing. He came on the show and shared some amazing…
370: Flashback - Relationships Don’t Scale - But Build Them Anyway
Jun 7 • 7 min
Relationships don’t scale. But doing unscalable things can build relationships.As a leader, as a marketer, as a salesperson - what are the things you can do to build relationships? That’s what I talked about in the latest Big Idea episode for the…
369: How Do You Go from Immigrant to Sales Leader in a Few Years? w/ Lyuda Rogers
Jun 6 • 13 min
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…
368: Sangram’s Thoughts on Fatherhood
Jun 5 • 34 min
Sangram’s not only a great leader of the fastest-growing ABM company, but he’s also a thoughtful parent. Recently, he was invited on the Dad the Best I Can Show to discuss parenting and growing up in India, and answer some rapid-fire personal…
367: Are You Ready to Launch ABM Globally? w/ Brian Kardon
Jun 4 • 32 min
Have you had the fantasy of deploying ABM at a global company and getting to play with all the cool tools? (Hey, if these are your fantasies, who are we to judge?) Creating such a seismic shift on a global scale (literally) is a lot harder than it…
366: Listen. Then Listen With Curiosity w/ Mark Greene
Jun 3 • 22 min
We did something a little different on this episode. It’s not about ABM, or sales, or marketing, or even B2B. This episode is about parenting. (But if you don’t have kids, don’t worry — we still found plenty of ways to relate parenting to…
365: Flashback - The Big Idea: Commitment Creates Movement
May 31 • 5 min
Here’s a big idea that can change your life and maybe the world around you: Commitment creates movement. Commitment is how you achieve anything meaningful in your life. Let’s say you wanted to lose weight. You have to commit to making it happen….
364: How 1 Team Scored a 95% Win Rate w/ Jillian Gartner
May 30 • 33 min
She’s back. A while ago on episode 259 of #FlipMyFunnel, ABMer Jillian Gartner talked about her 95% win rate with ABM. People had questions about how she did it, so we invited her back! She joined us at our all-hands staff meeting for an overview…
363: Flashback - Wake Up Earlier and Supercharge your Day
May 29 • 18 min
Mornings. If the hairs on the back of your neck stood up when you read that word, you’re not alone. The snooze button is somehow at the same time the greatest thing to ever be invented and the biggest thief of time and productivity out there today….
362: How Do You Start an ABM Program? w/ Lauren Vaccarello
May 28 • 29 min
When you start an ABM program, the hardest nuts to crack aren’t your target companies, it’s your internal sales team. How do you start an ABM program that wins over sales skeptics? On the latest FlipMyFunnel podcast, guest host Daniel Rodriguez,…
361: Why the Success of Your ABM Program is Dependent on Your Organization’s Goals w/ Anamika Gupta
May 27 • 30 min
I haven’t met anyone who’s been doing ABM for as long (and as well) as Anamika Gupta, Head of Account Based Marketing at Fujitsu. She’s been practicing ABM longer than anyone I’ve ever met, which means she knows it inside and out. I invited…
360: Flashback - Why Being Respected is More Important Than Being Liked
May 24 • 6 min
Today’s big idea is that - Being respected is more important than liked. I have been reading and re-reading the book called Radical Candor by Kim Scott and one of the things that the author talks about is having ruinous empathy. In short, we say good…
359: How To Enable Your Internal Teams to do ABM w/ Jordan Fanelli and Cassie Sperber
May 23 • 14 min
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…
358: Flashback - Forcing Functions: Why Every Organization Needs Them
May 22 • 12 min
Imagine Steve Jobs getting up at an Apple event and not announcing a new product. No iPhone, iPad, or laptop. Nothing. Seems crazy doesn’t it? Forcing functions are the greatest reason why innovation happens in companies at a rapid scale.
357: How Marketing & Sales Alignment Increases Revenue w/ Dave Rigotti
May 21 • 24 min
Every company aims to achieve marketing and sales alignment. But how to do it? Why not ask a leader at one of the world’s top marketing companies, Marketo? On the latest FlipMyFunnel podcast, guest host Daniel Rodriguez quizzed Dave Rigotti, Head of…
356: Does Your Business Need More Humor? w/ Tom Fishburne
May 20 • 17 min
Are people laughing at your business? Maybe you want them to. Humor is not only a great selling tool, but a fantastic way to create internal cultural changes. But how do you get started? We spoke with Tom Fishburne, Marketoonist, keynote speaker, and…
355: Flashback - Moments matter. Experiences gather. Everything else scatters.
May 17 • 7 min
Moments matter, experience gathers, everything else scatters. This episode of the #FlipMyFunnel podcast, Sangram dives into how you can create meaningful moments for your B2B customers. He uses examples from hospitality to show how the B2C world often…
354: How to Build a Strong ABM Program That Scales Successfully w/ Shellie Smith
May 16 • 33 min
In this #TakeoverTuesday episode of the #FlipMyFunnel podcast, I (Steve Watt) interviewed Shellie Smith, America’s lead for account based marketing at Autodesk, to find out how she and her team were able to build and scale their AMB program, quickly…
353: Flashback - Why Every Person Needs a Big Rock to Move
May 15 • 12 min
Awhile ago, we did an episode about forcing functions. The LinkedIn messages, emails, and comments just kept rolling in, so we had to revisit this topic. Co-hosted by both Sangram and James Carbary, this episode tackles “big rocks, rolling thunder,…
352: Get Your ABM Program Unstuck & Moving w/ Lisa Ames
May 14 • 28 min
“Where do we go from here?!” Maybe you’re still on the starting blocks. Maybe you’ve passed up ABM 101, and you need to level up. (Or maybe you don’t even know where you’re at on the ABM scale?) No matter where your ABM program is…
351: How to 10X Yourself with Virtual Assistants w/ Bryan Miles
May 13 • 31 min
How do you become more than just yourself? How do you scale up your ambitions? How do you summit real mountains and giant business obstacles with equal ease? To get inspiration for such challenges, I spoke with Bryan Miles, CEO and Co-Founder of…
350: Flashback - To Serve Your Customers Best, Serve Your Employees First
May 10 • 8 min
Happy employees will go the extra mile to serve their customers because they feel valued, respected, and cared for by their organization. One of the best ways to show both employees and customers that they’re valued is to listen to them. Each group…
349: Good to Great - Taking ABM to the Next Level w/ Meredith Fuller
May 9 • 35 min
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…
348: Flashback - 6 Quotes From John Wooden That Will Change Your Life
May 8 • 18 min
He wasn’t good at coaching basketball. He was legendary. In 12 years, John Wooden won 10 D1 titles, 7 of which were back-to-back. (No other coach has won 5 in a row.) In 1973, his team became the only one to ever have back-to-back undefeated…
347: Sales Development - The Unsung Heroes of ABM w/ Sarah Tosh & Mavis Norwich
May 7 • 15 min
In another Takeover Tuesday episode of the Flip My Funnel podcast I (Justin Keller) had the opportunity to talk with two amazing Sales Development leaders, Sarah Tosh and Mavis Norwich. Sarah is Sigstr’s Senior Director of Sales Development and…
346: Stop Leading With Your Product & Start Talking About the Problem w/ Keenan
May 6 • 22 min
Why do we buy a car? Because we have a transportation problem. Why do we take medicine? Because we have a pain problem. Why do we buy software? Because we have a technical problem. But far too often when we pitch a client, we lead with the product,…
345: Flashback - Struggle Creates Change. Change Creates Growth.
May 3 • 6 min
When was the last time you really grew? Did you grow when you were happy and lucky? Did you grow when everything was going your way? Or did you grow when there was a struggle? Being the youngest in a house of five kids, I know a thing or two about…
344: What Makes a Good ABM Company Great w/ Matt Senatore & Steve Casey
May 2 • 39 min
In this episode, my guest host (Steve Watt) had the opportunity to interview two true leaders in the ABM space, Matt Senatore and Steve Casey. Matt is the Service Director for Account Based Marketing at SiriusDecisions and Steve is Principle Analyst…
343: Flashback - 5 Ways You Know You Are A One Night Stand Marketer
May 1 • 24 min
Are you a one-night-stand marketer? Are you constantly trying to close the deal after only the first encounter? Here’s how you know I’m describing you: You Focus on Leads, Not Engagements When you use number of leads as a metric of success, you…
342: A Tale of Two ABM Programs w/ Jess Engel & Bre Gaul
Apr 30 • 24 min
As it turns out, the size of your ABM program doesn’t really matter. Whether you’re a team of two or 1,000, the tactics of successful ABM are mostly the same. In today’s #TakeoverTuesday episode of the FlipMyFunnel podcast, Justin Keller…
341: Multiply Your Sales with the Go-Giver Mindset w/ Bob Burg
Apr 29 • 24 min
If you’re like most salespeople, you like to think of yourself as a Go-Getter. What if I told you, you’ve got it exactly the opposite? You need to reverse the polarity of how you approach your entire sales process. How? By giving stuff…
340: Flashback - Passion Trumps Resume
Apr 26 • 4 min
Is it better to hire people who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition? Sangram knows the answer. “Passion trumps resume. Every day and twice on Sunday.” “Passion…
339: An Inside Look at Oracle’s Account-Based Strategy w/ Steve Watt and Kelvin Gee
Apr 25 • 41 min
Ready for an account-based strategy treat? This week I’m so excited to have another #TakeoverTuesday guest but on Thursdays for the next few weeks with Steve Watt. In this episode, he interviewed Kelvin Gee, Sr. Director of Modern…
338: Flashback - The Last Career Guide You’ll Ever Need
Apr 24 • 15 min
What if the best career advice you could get came from a comic book? If you haven’t read Daniel Pink’s The Adventures of Johnny Bunko: The Last Career Guide You’ll Ever Need, go pick it up right now, and instill these lessons into your life….
337: Breaking Through the Digital Noise to Create Magic w/ Justin Keller and Sruthi Kumar
Apr 23 • 16 min
Every month we’re pelted with 600,000 brand impressions. Does that make you feel exhausted? Me too. Sruthi Kumar works for Sendoso is the world’s first ever sending platform. Want to send a Brave’s jersey to a prospect who’s a big fan?…
336: How Do You Become a Sensational Leader w/ Duane Cummings
Apr 22 • 20 min
In a recent podcast I spoke with Duane Cummings, speaker, author, former CEO of Leadercast. and host of the Leadercast podcast. Here are just a few highlights of our discussion: Leaders make other people leaders. Communication is vitally important….
335: Flashback - Joy Is Forever; Happiness Is Temporary
Apr 19 • 5 min
Most of us chase temporary happiness, when we should be chasing everlasting joy. What does that really mean? Sangram unpacks the entire concept on this #OneBigIdea episode of the #FlipMyFunnel podcast. Using examples from everyday life, like…
334: How to Practice ABM Using the TEAM Framework
Apr 18 • 62 min
We have a surprise for you: Instead of our host, Sangram, interviewing someone, he was actually interviewed for a webinar called the 4 Steps to ABM Success. Sangram, and the webinar hosts, David Guerra and Justin Kitagawa, discussed the 4-step ABM…
333: Flashback - Using the 7x7 Framework for Communicating Change
Apr 17 • 17 min
Have you ever been super excited about change at work? Have you ever been confused, or frustrated, as to why not everyone is on the same page as you? Transition can be overwhelming. Simply announcing the launch of a new platform or core value isn’t…
332: ABM for Humans: Relationship-Based Marketing w/ Justin Keller
Apr 16 • 17 min
Marketing departments think in terms of accounts, not the humans in the target department of the target company. We need to start thinking about relationship-based marketing. That’s why for the next three Tuesdays of the Flip My Funnel podcast,…
331: Running an Agency With Your Wife and Crushing It w/ Mike and Nikole Rose
Apr 15 • 22 min
Most people don’t have their profit and loss statements sitting around the office blown up to a 4x6 foot size. But Nikole and Mike Rose do. The founders of Mojo Media Labs, Nikole and Mike are committed to a culture of trust and transparency. And…
330: Flashback - How Consistency Creates Massive Outcomes
Apr 12 • 5 min
When you exercise or start learning a new skill or a new language, there’s one major element that determines the outcome of that endeavor: Consistency. If you only work toward your goal once or twice a year, or every now and then, the action is…
329: Insights From the 2018 State of ABM Survey w/ Derek and Matt Heinz
Apr 11 • 50 min
A few months ago, we joined with Heinz Marketing to release our annual State of ABM Survey Report. The report is based on a survey with 470 companies, and their best practices and biggest struggles with ABM, along with the results they’re seeing. A…
328: Flashback - Are You a Manager or a Leader? 5 Areas to Examine
Apr 10 • 14 min
Are you a manager or a leader? You don’t have to be one or the other. Neither is better. Leadership needs no title. But to be effective, you need to know where you are on the spectrum. These five assessments can help you figure out where you land….
327: How to Build the World’s Best Team w/ Jeff Perkins
Apr 9 • 28 min
Retention and talent acquisition take up a lot of bandwidth in conversations today. So Sangram sat down with a real pro, Jeff Perkins, to ask him how he constantly adds to his rockstar marketing team. Jeff is the CMO at ParkMobile in Atlanta. Before…
326: Sales 3.0 - How to Survive and Thrive in the New Landscape w/ Barbara Weaver Smith
Apr 8 • 18 min
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…
325: What Oprah’s Wisdom Has Taught Me
Apr 5 • 9 min
Are you ready to live the life of your dreams? You have to be ready to make a hard choice and gamble on the unknown. That’s my life lesson from today’s Big Idea. It is a quote from Oprah: “you can have everything in life but not all at once.”…
324: How Do You Earn the Right to Do Business with Your Prospects? w/ Michael McCunney
Apr 4 • 19 min
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,…
323: Cultural Mastery: How to Lead and Sell in the 21st Century w/ Ricardo Gonzalez
Apr 3 • 24 min
You need to communicate and motivate your colleagues and customers. Culture is the invisible water in which we swim, but if you’re not aware of its currents, you can drown. Cultural mastery is a 21st-century skill that leaders and salespeople need…
322: Why Quora’s High-Intent Audience Is Gold w/ JD Prater
Apr 2 • 20 min
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…
321: What You Can Learn from Non-Profits w/ Trent Ricker
Apr 1 • 31 min
For today’s episode of the Flip My Funnel podcast, we spoke with Trent Ricker, CEO and President of Pursuant Group. Trent and I talked about how to Flip the Funnel on nonprofit fundraising. While nonprofits have passion, they often lack expertise…
320: Stand for Something. (Or Stand for Nothing)
Mar 29 • 7 min
Not everyone agrees with Guy Kawasaki. But no one ignores him. He uses his social influence to speak out about politics. Many told him to stay out of those issues — that he would lose followers. Indeed, when he began to use his social influence to…
319: How Phononic Used Terminus To Reap Huge ABM Success
Mar 28 • 34 min
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…
318: Flashback - How to Deliver a TED Talk (or Any Important Talk) w/ James Carbary & Sangram
Mar 27 • 23 min
Delivering a talk is a critical skill whether you are speaking to an intimate gathering in the boardroom or a crowd of thousands for a keynote. The advent of TED Talks has helped shape the public’s expectations for what a meaningful address actually…
317: What Makes A Great Evangelist w/ Ethan Beute & Sangram
Mar 26 • 20 min
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…
316: Is Seth Godin’s 5 Step Marketing Framework Right For You w/ Seth Godin
Mar 25 • 20 min
If there is one person synonymous with marketing excellence, it is Seth Godin. Godin has written 18 bestselling books including Permission Marketing and Purple Cow. I had the exciting opportunity to discuss his recent book This is Marketing….
315: Rewriting History By Reframing The Problem
Mar 22 • 7 min
It’s another episode of Sangram’s Big Idea Friday. In this episode of the Flip My Funnel podcast Sangram talks about how to rewrite history. You can rewrite history if you can reframe the problem. We’re all really good at excuses. We constantly…
314: Flashback - Creating Meaningful Marketing in the B2B World w/ Soon Yu
Mar 21 • 25 min
“It’s isn’t always the biggest, baddest, or fastest mouse trap that gets the mice. It’s the one with the stinkiest cheese.” And this translates directly to marketing. So says Soon Yu, author of the new book, Iconic Advantage: Don’t Chase…
313: Flashback - To Sell is Human
Mar 20 • 18 min
If we are human, why is it so hard to act like one? What does being human in the corporate world look like? In Daniel Pink’s book, To Sell is Human, Pink really tried to figure out what it means to be human. It’s a really good book to read if you…
312: When Do you Need a Chief Evangelist w/ Dan Steinman
Mar 19 • 25 min
Tech evangelists have been with us since the beginning of the Macintosh operating system. While the evangelist title is undeniably cool, when is it necessary for your company to deploy one and whom should it be? We sat down with Dan Steinman,…
311: How to Operationalize a Word-of-Mouth Strategy w/ Jay Baer
Mar 18 • 24 min
You’ve got a marketing strategy, a content strategy, a social strategy, an ABM strategy. You may also have a crisis strategy, a sales strategy, a hiring and recruiting strategy .… You probably have an entire desk full of strategies. But few…
310: Do You Have an Outcome Versus Activity Based Mindset?
Mar 15 • 9 min
My goal outcomes determine my daily tasks. Not my inbox. Who’s determining your goals? Is it you? Or is it your inbox? That’s what we talked about on today’s Big Idea Friday episode of the #FlipMyFunnel podcast. The secret is having an outcome…
309: Flashback -Engagement: Marketing 2.0 w/ Jill Rowley
Mar 14 • 31 min
Marketing in today’s world is all about engaging with a potential buyer. Or at least it should be. But too often, a seller simply automates the process. There’s no trust, no knowledge and no value to the buyer. How many times have we all received…
308: Flashback - 3 Lessons From Peter Drucker’s “The Effective Executive”
Mar 13 • 21 min
Effective enterprise leaders ask themselves two questions: What needs to be done? What is right for the company? Peter Drucker gives both of these points away in the first page of his book “The Effective Executive.” These may seem simple. They…
307: Evangelism - The Purest Form of Sales w/ Guy Kawasaki
Mar 12 • 22 min
Welcome to another episode of the #FlipMyFunnel podcast. Today, we sat down with Guy Kawasaki, one of the original Chief Evangelists and arguably one of the most notable ones, as well. Guy was Chief Evangelist at Apple, and is currently a chief…
306: How to Understand Branding w/ David Brier
Mar 11 • 33 min
Welcome to another episode of the #FlipMyFunnel podcast. Today, we sit down with author and speaker David Brier. David is an expert on branding, and he wrote a best-selling book entitled Brand Intervention, which talks about 33 steps to transform the…
305: Relationships Don’t Scale - But Build Them Anyway
Mar 8 • 7 min
Relationships don’t scale. But doing unscalable things can build relationships.As a leader, as a marketer, as a salesperson - what are the things you can do to build relationships? That’s what I talked about in the latest Big Idea episode for the…
304: How ABM Breaks Through Noise to Create Awareness w/ Jeremy Middleton
Mar 7 • 40 min
If you’re selling a big ticket item with a long sale cycle, account based marketing is the smartest way to go according to Jeremy Middleton, Senior Director of Digital Marketing at Pramata which helps large companies prevent revenue leakage….
303: How & Why to Create Unforgettable Moments for Your Employees w/ James Carbary
Mar 6 • 18 min
It’s not often that you hear a concept that totally blows you away. I was recently speaking with my co-host and podcast producer, James Carbary, Founder of Sweet Fish Media, and he told me about how he’s building an “unscalable culture.” “I…
302: How to Do Tech Evangelism The Right Way w/ Dave Isbitski
Mar 5 • 31 min
Does your company need an evangelist? The title is bandied about quite a lot but who is doing it right? We spoke with Dave Isbitski Chief Evangelist for Alexa and Echo at Amazon. Previously he was a tech evangelist at Microsoft. Topics we covered: …
301: Building a Culture That Can Take You Public w/ Godard Abel
Mar 4 • 34 min
A lot of entrepreneurs dream of ringing the bell. You’ve poured your blood, sweat, and tears into your venture. Finally, it’s going public. But to get to that point, you’ve got to overcome a lot of challenges. In today’s marketplace, you can…
300: Sangram Answering Audience Questions
Mar 1 • 9 min
In my 300th episode of the Flip My Funnel podcast, I’m answering questions. Here’s a sample: Steven Loudermilk wants to start a podcast on real estate and asks how to do it. Mike asks, “How effective has your podcast been as a channel for your…
299: Flashback - How to Never Lose a Customer EVER Again w/ Joey Coleman
Feb 28 • 29 min
In our pursuit of conversion rates, we’ve often missed customer retention. Our thrill of the chase has left many of our prospects dissatisfied with their level of service once they become buyers. It’s an unnecessary evil, says Joey Coleman. He…
298: Flashback - The 22 Immutable Laws of Marketing
Feb 27 • 17 min
Despite being a mere two hour read, The 22 Immutable Laws of Marketing provides immense clarity. Detailed amongst the 22 immutable laws, reside lifelong lessons that are extremely relevant to people in Marketing and Sales; as well as if you’re…
297: How to Make a Difference at Work and In Your Career
Feb 26 • 41 min
When you work in marketing, whether it is ABM or traditional marketing, you sometimes can get caught up in the latest tools. but for Heidi Melin, the CMO of Workfront, a Work Management platform company based in Utah, the more important assets are the…
296: Pivoting from a Startup Leader to a Scale-up Leader w/Brian Halligan
Feb 25 • 25 min
A scaling up company leader needs to shed his startup skin and re-emerge as a whole new animal. (S)he needs to: Let the experts you hired make their best decisions Make your major changes in the startup phase Regardless of industry, tech’s holy…
295: How Commitment Creates Movement
Feb 22 • 5 min
Here’s a big idea that can change your life and maybe the world around you: Commitment creates movement. Commitment is how you achieve anything meaningful in your life. Let’s say you wanted to lose weight. You have to commit to making it happen….
294: Flashback - How to Measure ABM Success w/ Masha Finkelstein
Feb 21 • 20 min
What if you modeled the way you made friends after account-based marketing? Crazy, right? Maybe not. I recently chatted with Masha Finkelstein and asked her this very question. Her answer was incredibly insightful. Say you just moved to a new town,…
293: How to Make Your Customers Feel at Home
Feb 20 • 12 min
My former boss Marc Benioff, the founder of Salesforce, is a genius at turning customers into evangelists. I have learned so much from him that I now use in my own company. This week, James and I completed another #FlipMyFunnel episode in our…
292: How to Bring About Change and Get Everyone on Board
Feb 19 • 36 min
How can a leader bring about change in their organization and get everyone on board? It’s Take Over Tuesday and today my host David Lewis is speaking with Ruth Rowan who handles the Group Executive Marketing at Dimension Data. Learn how to paint…
291: What is Branding and How Iconic Brands Do It w/Hayley Berlent
Feb 18 • 25 min
Where do great ideas come from? From people who have seen the world from a different point of view. That’s what Hayley Berlent says. And she would know. Hayley was born in Potchefstroom, a small town in South Africa. So small, in fact, that it only…
290: Why Being Respected is More Important Than Being Liked
Feb 15 • 6 min
When it comes down to it, being respected is more important than being liked. Being respected is a long term play for somebody’s betterment. Being liked is a short term play of avoiding the difficult situations. It may not be what you want to hear,…
289: How This Terminus User is Adopting ABM to Drive Growth
Feb 14 • 29 min
Why do I want to brag about Pramata who’s web traffic has gone down? To be clear, it’s gone down directly because of using Terminus. Jeremy Middleton is the Senior Director of Digital Marketing at Pramata. This episode of #FlipMyFunnel comes from…
288: The 3 Things Marc Benioff Focused On to Get Results
Feb 13 • 15 min
Everybody knows you can’t be good at everything. You especially can’t be good at everything all at the same time. So, what do you do? Focus on the 20 percent. What 20 percent? Not just any 20 percent. Focus on the 20 percent that makes 80 percent…
287: Creating a Frictionless Customer Experience w/ Gene Foca
Feb 12 • 34 min
Today’s host is David Lewis, Founder of DemandGen. 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…
286: How to Lead When You Are Not in Charge w/ Clay Scroggins
Feb 11 • 18 min
Some kids want to be firemen when they grow up. Others want to be doctors or engineers or fitness gurus. Clay Scroggins wanted to be a leader. And he’s been a leader throughout his career. But when you go to his LinkedIn page, you won’t see the…
285: Moments Matter, Experience Gathers, Everything Else Scatters
Feb 8 • 7 min
A little poetic spin on this week’s #BigIdeaFriday: Moments matter, experience gathers, everything else scatters. This episode of the #FlipMyFunnel podcast, Sangram dives into how you can create meaningful moments for your B2B customers. He uses…
284: Flashback -Methods, Models, and Metrics of Account-Based Revenue w/ Trish Bertuzzi
Feb 7 • 24 min
The marketing game has changed again. And with that, the way we approach business accounts. No longer does it make sense to cast a wide net. Rather, we need to thoughtfully strategize on what accounts to direct our focus on. It’s time to bring…
283: How Salesforce Succeeded Turning Tactics Into Strategy
Feb 6 • 15 min
#FlipMyFunnel host Sangram Vajre and Sweet Fish Media Founder James Carbary discuss the insights from Marc Benioff’s book Behind The Cloud. They focused on one crucial quotation: “One idea alone is a tactic, but if it is executed in a number…
282: A Silicon Valley CMO Shares Her Six Secrets of Success w/ Jennifer Dimas
Feb 5 • 39 min
Being a successful CMO requires several characteristics and skills: Surround yourself with mentors/advisors Do your on boarding homework Understand your brand Know what you don’t know Assemble your dream team and tools Aspiring marketing…
281: Why Experimenting is the New Marketing w/ Jim Ewel
Feb 4 • 23 min
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…
280: To Serve Your Customers Best, Serve Your Employees First
Feb 1 • 8 min
Happy employees will go the extra mile to serve their customers because they feel valued, respected, and cared for by their organization. One of the best ways to show both employees and customers that they’re valued is to listen to them. Each group…
279: Never Stop Loving Your Customers, Even When They Leave w/ Jason Katz & Ryan Vitello
Jan 31 • 28 min
When a customer churns, this is a tremendous opportunity for you to: Get feedback on your company’s good, bad, and ugly Find out what the lost customer really needs Find out their timeline for achieving it Continuing to show them that you care…
278: Customer Obsession: Making Patriots Fans Out of Your Customers
Jan 30 • 14 min
Patriot’s fans. You either love ‘em, hate ‘em, or you’re one of ‘em. But no one can deny their team loyalty and passion for evangelizing. We all want our customers to be like Patriot fans. We want them to run and tell everyone that our company and…
277: Flashback - The Creative Curve w/ Allen Gannett
Jan 29 • 25 min
We’re bringing it back to another one of our favorite episodes for Flashback Tuesday! What do The Beatles, Elon Musk, JK Rowling, & Steve Jobs have in common? Besides being trailblazers in their respective fields, there is a common thread tying…
276: Community Building, Instagram, and Failing Forward w/ Amanda Nelson
Jan 28 • 14 min
Ready for an amazing example of community marketing done right? On this episode of the #FlipMyFunnel podcast, we brought in an expert marketer to explain the ins and outs of community marketing. Amanda Nelson is the Director of Community Marketing at…
275: Struggle Creates Change, Change Creates Growth
Jan 25 • 6 min
When was the last time you really grew? Did you grow when you were happy and lucky? Did you grow when everything was going your way? Or did you grow when there was a struggle? Being the youngest in a house of five kids, I know a thing or two about…
274: How to Scale up Your Account-Based Marketing w/ Daniel Day
Jan 24 • 32 min
Daniel G. Day, Director of Account-Based Marketing (ABM) and Market Planning at Snowflake Computing is an ABM rock star. Snowflake Computing is a cloud-based data-warehousing startup. In this episode of the #FlipMyFunnel podcast, he…
273: Part 4 of the Bezos Letters: Why It’s Always Been Day 1 At Amazon
Jan 23 • 12 min
“Day 2 is … followed by death. That’s why It will always be day 1 at Amazon.” — Jeff Bezos Here it is: The final chapter of our 4-part series on Jeff Bezos’ letters to his shareholders. We saved the best for last. In this #FlipMyFunnel…
272: 4 Simple Tweaks That Will Radically Increase Your Daily Productivity w/ Bryan Wish
Jan 22 • 16 min
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…
271: How to Be Humble and Run Amazing Social Media Campaigns w/ Caitlin Angeloff
Jan 21 • 41 min
Most companies are using social media, but that doesn’t mean they are using it correctly. There’s no single secret formula to having successful social media campaigns, but there are some methods you can use to increase your likelihood of success. …
270: Passion Trumps Resume
Jan 18 • 4 min
Is it better to hire or choose partners who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruition? Sangram Vajre, chief evangelist and co-founder of Terminus, knows the answer….
269: Flashback - How to Double Your Win Rate with ABM w/ Daniel Oxenburgh
Jan 17 • 17 min
What one area in B2B Marketing should you focus on for the greatest impact, that by focusing on in it for the next 6 months, your win rate will double? Meet Daniel Oxenburgh. He’s the Co-Founder & Managing Director at Ox Consulting, who’s one…
268: Jeff Bezos & His Philosophy on the Employee as an Owner
Jan 16 • 14 min
Mission, People, & Culture: They form what Sangram calls the magic triangle. Every company has to address these 3 issues, and few address them quite like Amazon. Dive into our third installment of a 4-part series on Jeff Bezos’…
267: How to Instantly Connect with Your Future Customers w/ Logan Lyles
Jan 15 • 22 min
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…
266: What An NFL Pro Thinks About Leadership, Trust, and Small Wins w/ Reggie Rivers
Jan 14 • 21 min
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…
265: Joy Is Forever; Happiness Is Temporary
Jan 11 • 5 min
Most of us chase temporary happiness, when we should be chasing everlasting joy. What does that really mean? Sangram unpacks the entire concept on this #OneBigIdea episode of the #FlipMyFunnel podcast. Using examples from everyday life, like…
264: Flashback - 3 Things B2B Marketers Can Learn From The B2C Sphere w/ Bryan Brown
Jan 10 • 15 min
In this episode, we brought in our very own Bryan Brown, Chief Product Officer at Terminus, to chat about the difference between B2B and B2C marketing and what we, as B2B, can learn from the B2C sphere.
263: Jeff Bezos’ Philosophies on Customer Obsession - Part 2
Jan 9 • 12 min
Welcome to part 2 of our 4-part series on the philosophies of Jeff Bezos. These episodes are based on Jeff’s letters to his shareholders over the last 21 years (you can find all of the letters here.) This week, it’s all about Jeff’s…
262: 3 Specific Ways to Make Your Organization More Productive w/ Andrew Hurley
Jan 8 • 19 min
For summer reading what sounds better? Inching along on 16 unfinished books? Or reading 3 great ones cover to cover? Obviously the second. So why are we so tempted to run our business operations the other way? In this episode of #FlipMyFunnel James…
261: How to Build World Class Teams w/ Corinne Sklar - CMO Bluewolf, An IBM Company
Jan 7 • 26 min
Everybody company wants it, but not every company gets it. In fact, of the tens of thousands of companies out there, few ever quite get to say that they’ve truly got a world class team. Anybody can hire world class talent, but it takes a special…
260: How Consistency Creates Massive Outcomes
Jan 4 • 5 min
When you exercise or start learning a new skill or a new language, there’s one major element that determines the outcome of that endeavor: Consistency. If you only work toward your goal once or twice a year, or every now and then, the action is…
259: How Thomson Reuters Runs Their ABM Program at Scale With These 5 Strategies w/Jillian Gartner
Jan 3 • 24 min
95%. That was her 2018 win rate. When she used ABM, she won, 95% of the time. Jillian E. Gartner doesn’t leave ABM deals on the table. She’s so good in fact, ABM’s in her title: She’s the Director of Account-Based Marketing at Thomson Reuters….
258: Jeff Bezos & His Philosophy on Growth – Part 1
Jan 2 • 11 min
This is part one of a four-part series reviewing the Amazon shareholder letter written by Jeff Bezos in 1997 and his big idea around Day 1. Take a look at all of his letters here: …
257: The 4-Part SEO Framework That Helped This Marketer Outrank Wikipedia w/ Gaetano DiNardi
Jan 1 • 33 min
We all know about the importance of ranking well on Google. A potential customer goes onto the trusted search engine to find a solution to their problem… and you want the honor of being that solution for them. So what do you do? You build an…
256: Building a Moat, Finding Your Fit’s Source, and Playing the Long Game for Yourself w/ Rand Fishkin
Dec 31, 2018 • 22 min
Companies are hard to build and hard to sustain. They require protection from competition in the form of a moat. They require intelligence data on their ideal clients. It’s important to know who your ideal client is and what they like, but you also…
255: Best of 2018 - 3 Things to Know About Pitching ABM to Your Board w/ Megan Lueders
Dec 21, 2018 • 23 min
Megan Lueders has led the marketing team at Zenoss into a new phase of account-based marketing. She shares how to successfully look at this new approach and layer it on top of the historical responsibilities of brand awareness, demand generation and…
254: Best of 2018 - Glass Balls vs Rubber Balls w/ Meg Zelman
Dec 20, 2018 • 17 min
Meg Zelman is one of our rockstars at Terminus. As a new mom, Meg has a lot on her plate. She likes to think of everything on her to-do list as either a glass ball or a rubber ball. Glass balls will break if they’re dropped. Rubber balls will bounce…
253: Best of 2018 - The Importance of Journaling
Dec 19, 2018 • 10 min
Sangram argues the benefit of journaling as a tool for self-reflection and the achievement of goals.
252: All-Time Most Downloaded Episode on Customer Success vs. Customer Happiness w/ Lincoln Murphy
Dec 18, 2018 • 22 min
In this one, we’re replaying our most downloaded podcast episode, an interview with Lincoln Murphy in which he discusses the difference between customer success and customer happiness.
251: Flashback - ABM Success: Invoca’s Journey from Implementation to Optimization w/ Julia Stead
Dec 17, 2018 • 36 min
Julia Stead, Director of Demand Generation for Invoca, discusses the successes and challenges of their implementation and optimization of ABM over a one-year period.
250: The Top 3 Priorities of a CMO Who Just Happened to Raise $103M with $1.6B In Valuation w/ Jen Grant
Dec 14, 2018 • 30 min
Do you have a Department of Customer Love? Maybe that should be one of your marketing priorities heading into the new year. In this episode of the #FlipMyFunnel Podcast, we spoke to Jen Grant about the culture at Looker, her top priorities as the…
249: Flashback - How to Get Started With ABM Content w/ Shauna Ward
Dec 13, 2018 • 12 min
A lot of people seem to think that Inbound and ABM have opposite strategies when it comes to content. That’s not true! With ABM, it is a similar mindset, but a different approach. Shauna Ward is a Content Marketing Manager at Terminus, and she…
248: A 5-Part Formula to Effective Communication
Dec 12, 2018 • 16 min
Here comes part 2 of the book review of “Communicating for a Change” by Andy Stanley and Lane Jones. Andy lays out a 5-part formula to communicate more effectively in his book, and Sangram breaks it all down here on this episode of the…
247: Why Companies Like HubSpot Are Tripling Down on Podcasting w/ Sam Balter
Dec 11, 2018 • 23 min
Many companies are wondering about podcasting. Should they get in the game? The truth is if you’re not active in podcasting, it’s like not having a blog — potentially worse. So, why is podcasting the best content creation flywheel? And…
246: 8 Video Tips for B2B Sales Pros w/ Jason Price
Dec 10, 2018 • 11 min
By now, you’ve probably heard you should be using videos somewhere in your B2B sales cycle. But … how do you do it? Where does video fit in the sales cycle? Should you always use video? Good news — we have answers from Jason Price, President and…
244: Flashback - Think and Grow Rich Company Culture w/ Katie Burke
Dec 6, 2018 • 14 min
In order to cultivate exceptional company culture, you need to “Think and Grow Rich.” Sangram sits down with Katie Burke, Chief People Officer of Hubspot, to talk about the importance of company culture.
243: Want to Be a Better Communicator? Do These 3 Things
Dec 5, 2018 • 14 min
In this one, Sangram does a book review of Communicating for a Changeby Andy Stanley and Lane Jones.
242: How to Never Lose a Customer EVER Again w/ Joey Coleman
Dec 4, 2018 • 29 min
In our pursuit of conversion rates, we’ve often missed customer retention. Our thrill of the chase has left many of our prospects disasatisfited with their level of service once they become buyers. It’s an unnecessary evil, says Joey Coleman. He…
241: Transforming ABM at Terminus w/ Todd McCormick
Dec 3, 2018 • 22 min
Though a leader in helping others implement Account Based Marketing (ABM), Terminus struggled to implement ABM principles itself until two years ago. Todd McCormick and Lucas Ulloque, Chief Revenue Officer and VP of Sales Development, joined…
240: How Optymyze Defines TAM and Measures ABM w/ Renny and Sarah
Nov 30, 2018 • 31 min
The idea of ABM is really about alignment. It’s about focusing. It’s about concentrating on the group of accounts that are going to provide the highest value to your business. To flesh out the concept of ABM, we brought Renny Fidlon and Sarah…
239: How to Report on Rev Ops at the Board Level w/ Brad Smith
Nov 29, 2018 • 12 min
Revenue Ops has a tough job already. But reporting at the board level adds an extra layer of complexity. On this episode of the #FlipMyFunnel podcast, we discuss how to crush your next rev ops report with the board. We brought in Brad Smith, our very…
238: How to Conduct Effective 1 on 1’s with the CARE Format
Nov 28, 2018 • 14 min
The 1 on 1 meeting. A lot of us have them on a regular basis. They may be useful meetings to check in with managers or direct reports. They may be time to catch up on workloads, responsibilities, or even just a chance to connect. For as many of us…
237: Why a 1.5x Pipeline Is Actually More Valuable than 5x Pipeline w/ Andy Paul
Nov 27, 2018 • 19 min
Like radical ideas? Here’s one: You don’t need a bigger pipeline. You just need to create more value for your current prospects. Radical, right? That’s just one of the many radical sales ideas from Andy Paul. On this episode of the #FlipMyFunnel…
236: “Stop Giving So Many CTAs” & 2 Other B2B Hacks You Can’t Live Without w/ Randy Frisch, Katie Cantwell, and Tyler Lessard
Nov 26, 2018 • 20 min
We talk a lot about using marketing and sales tactics that re-humanize B2B and make it personal. This episode isn’t just a one scoop of B2B sales and marketing tactics. It’s the full ice cream sundae. Three phenomenal guest speakers gave a…
234: Do your SDRs talk to your Customer Success team? w/ Ryan Vitello
Nov 22, 2018 • 15 min
Can you name the only two customer-facing roles in your business? Your sales development team and your customer success team. But how often do they intentionally work together to better serve your clientele? While both teams are constantly in…
233: 6 John Wooden Quotes that will change your life
Nov 21, 2018 • 18 min
Who is John Wooden? John Robert Wooden (October 14, 1910 – June 4, 2010) was an American basketball player and head coach at the University of California at Los Angeles. Nicknamed the “Wizard of Westwood,” he won ten NCAA national championships in a…
232: 5 Skills Every ABMer Must Have w/ Brittney Overstreet
Nov 20, 2018 • 15 min
“Not all accounts are the same — often, they each need a personal, detailed approach.” It’s not every day you meet an account based marketer like Brittney Overstreet. She doesn’t compete with sales. Instead, she believes marketing’s role…
231: 3 Ways to Challenge Your Marketing Team to Drive the Only Metric That Matters w/ Karen Steele
Nov 19, 2018 • 15 min
Everyone owns revenue. It’s not sales job, it’s our job. The silos of organizations have to be destroyed in order for us all to get back to the one thing that drives our business: revenue growth. Partnering with the entire organization to create…
230: Flashback - How to Build a Killer B2B Brand w/ Edward Ford
Nov 16, 2018 • 15 min
What do you think of when you think about brand marketing? Most people probably think about fluff. And this couldn’t more true than in the B2B and SaaS world. But according to Edward Ford, there are 3 drivers that are bringing brand to the forefront…
229: From Peer to Coach- Being a Young Leader in a Rapidly Growing Company w/Christina Simms
Nov 15, 2018 • 17 min
Leadership is difficult. Young leadership is harder. When your peers on Friday become your direct reports on Monday, awkward is often the best-case scenario. Imposter syndrome and doubt often come with the title; this young leader fought back with…
228: Why Every Person Needs a Big Rock to Move w/ Sangram & James Carbary
Nov 14, 2018 • 12 min
A few weeks ago, we did an episode about forcing functions. The LinkedIn messages, emails, and comments just keep rolling in, so we had to revisit this topic. Co-hosted by both Sangram and James Carbary, this episode tackles “big rocks, rolling…
227: How Your Business and Brand Become the Most Trusted Voice w/ Marcus Sheridan
Nov 13, 2018 • 25 min
Sales teams make more money than marketers for one crazy simple reason: They speak the same language as the business owners. Marketers are great at describing their value in marketing terms, such as positioning, value prop, and image. Meanwhile, the…
226: 3 ABM Truths and a Lie w/ Katie Bullard
Nov 12, 2018 • 9 min
“When we first decided to get serious about ABM, we were amazing at it.” “That’s the one lie I will tell you.” Everything else, was action-packed truth. For this episode, We listened in on Katie Bullard’s presentation at the #FlipMyFunnel…
225: How a 4-Time CMO Says You Should Create Your Ideal Customer Profile w/ Kirby Wadsworth
Nov 9, 2018 • 17 min
ABM is easy as soon as soon as you define your original ideal customer profile. But that’s just like the old Steve Martin answer on how to be a millionaire: “First step: Get a million dollars.” So how do you get that million dollars? Or, in this…
224: How an SDR Created a Makeshift ABM Playbook and Landed at Our Door w/ Kenny Brady
Nov 8, 2018 • 14 min
“Funny story: I was going through your open positions to pitch you on our staffing services. Instead, I think you have a position that was written just for me.” Those were the opening lines Kenny Brady sent our VP of Customer Success. Now, Kenny…
223: 5 Ways to Be Productive as a Travel Warrior
Nov 7, 2018 • 12 min
Here are five ideas for maximizing your time and energy on the road: 1) Don’t drink 2) Eat salads 3) Work out in the morning 4) Sleep early 5) Read more on flights with no WiFi
222: Creating Video Content: 4 Reasons You’ve Probably Never Considered w/ Ethan Beute
Nov 6, 2018 • 25 min
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…
221: The Perfect Marriage of Automation & Personalization w/ Kyle Porter
Nov 5, 2018 • 19 min
Empathetic listening, one-on-one conversations, and building amazing, personal touches are vital to your customer experience. Creating scalable, repeatable, and automated sales strategies is crucial to your company’s growth. Personal v. Scalable…
220: How To Practice Fearlessness In Marketing w/ Madison Bennett
Nov 2, 2018 • 10 min
Fearlessness is taking the keys to the Ferrari. That’s one of our core values at Terminus. But what does it look like to be fearless in marketing? Marketing Operations Coordinator at Terminus, Madison Bennett, says it’s about being unafraid to…
219: Mindful Leadership: How It Brings Your Life Into Balance w/ Alex Latraverse
Nov 1, 2018 • 15 min
We all like honest people. People who can inspire us with their successes, and expose their downfalls. But when those people can communicate what they’ve gained, package it, and redeliver it in way we can benefit? Those aren’t just people we like,…
218: Forcing Functions: Why Every Organization Needs Them
Oct 31, 2018 • 12 min
Forcing function are the greatest reason why innovation happens in companies at a rapid scale. Think annual conferences like salesforce - the teams know that they have to a whole new messaging, product, acquisitions, and many other things to make the…
217: Flashback - The 5 Factors of Success in Entrepreneurial Leadership w/ Godard Abel
Oct 30, 2018 • 16 min
In this one we talk to Godard Abel, Co-founder and Executive Chairman at G2 Crowd and CEO at SteelBrick before he sold it to Salesforce, about how there are many different factors in determining the success or failure of a leader or business.
216: 4 Controversial B2B Marketing Trends You Need to Start. Yesterday. w/ Peter Weinberg
Oct 29, 2018 • 23 min
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,…
215: 3 Mergers And Acquisitions To Watch
Oct 26, 2018 • 10 min
News flash! Things are heating up from a mergers and acquisition standpoint in the marketing space. From owning the B2B space to improving personalization in content marketing, these mergers and acquisitions are sure to shakes things up. This week,…
214: Authenticity and Ferraris: One Employee’s Final Thoughts on His Time at Terminus
Oct 25, 2018 • 14 min
There comes a time in the life of every founder when they have to say goodbye to a team member. It’s never fun to lose people, but it’s especially bittersweet to lose someone who you not only consider a fantastic team member, but also a member of…
213: 5 Things We Learned From HYPERGROWTH
Oct 24, 2018 • 18 min
We love conferences and events at #FlipMyFunnel. They’re incredible places to hear from the best leaders in the industry, network and build lifelong relationships, and get inspired on the next big thing. But, let’s be honest, we can’t attend…
212: How to Be an Amazing Fractional CMO w/ Dave Knox
Oct 23, 2018 • 22 min
Fractional CMOs are new in marketing, and it makes sense. A perfect fulltime CMO may not be what the company needs right now, but a proven marketing expert that can solve real time issues? Every business needs that. Enter in Dave Knox. Dave had just…
211: Turn Your Pitch Into Your REASON w/ Dale Dupree
Oct 22, 2018 • 13 min
Surface level stuff is bullcrap. Prospects hear the same stuff everyday. “My product can save you 15% or more.” “This tool could really benefit your business.” Blah blah blah. It’s all the same. To stand out, you need to create a connection….
210: Flashback - What It Takes To Be A Modern CMO w/ Kyle Lacy & Justin Keller
Oct 19, 2018 • 11 min
Modern CMOs wear a bunch of different hats. And that involves being an expert in several different fields. They have to be obsessed with the entire customer journey from prospect to upsell. They have to balance lead generation and brand management….
209: 3 Reasons Why Sales Should Care About ABM w/ Alex Latraverse
Oct 18, 2018 • 20 min
In this one, Sangram talks to Alex Latraverse, VP of Enterprise Sales at Terminus, about the relationship between sales and ABM.
208: 5 Things I Learned From the Conex Conference
Oct 17, 2018 • 17 min
I was recently lucky enough to attend Conex, a content experience conference put on by UberFlip. It was 3 days of incredible speakers, life lessons, and even a little axe throwing (if you’ve never done axe throwing, I highly recommend it.) Once I…
207: Could a Freelancer Replace Your Full-Time Staff Member?
Oct 16, 2018 • 20 min
If current trends in independent contracting continue, 50% of the workforce will be comprised of freelancers by 2027. Is your company ready for this? According to the Freelancing America survey, the freelance workforce grew at a rate 3x faster than…
206: The 3 Steps You Need To Launch Your ABM Strategy w/ Elle Woulfe
Oct 15, 2018 • 10 min
If you’re starting your ABM strategy with the M in ABM before the A, you’re doing it wrong. Elle Woulfe is the VP of marketing at PathFactory where she helps marketers optimize the path to purchase. When it came to building their ABM process,…
205: Executing a Successful ABM Campaign at Scale w/ Heidi Vandermeer
Oct 12, 2018 • 16 min
A successful ABM campaign is tough. Doing it at scale is even tougher. So we thought we’d talk to someone who has quite literally won an award for her ABM campaign at scale. Heidi Vandermeer talks about what it takes to run an ABM campaign at scale,…
204: How to Run a Board Meeting as a Rockstar CMO w/ Tim Kopp
Oct 11, 2018 • 17 min
It can be intimidating to go before a board. Especially as a new CMO. But this doesn’t have to be the case. There are strategies and facts that you should be prepared with as you enter a board meeting. Tim Kopp, venture investor at Hyde Park Venture…
203: How to Deliver a TED Talk (or Any Important Talk)
Oct 10, 2018 • 23 min
Delivering a talk is a critical skill whether you are speaking to an intimate gathering in the boardroom or a crowd of thousands for a keynote. The advent of TED Talks has helped shape the public’s expectations for what a meaningful address actually…
202: What for-profit can learn from nonprofit w/ Katie Bisbee
Oct 9, 2018 • 21 min
The nonprofit world gets a bad rap. Images of people sitting around in circles talking about being nice, operating without a clear set of goals, using marketing as an afterthought. It can sometimes seem like the nonprofit organizations aren’t on par…
201: Flashback - Insights From 10 Years of Inbound Marketing w/ Kipp Bodnar
Oct 8, 2018 • 28 min
Marketers aren’t trusted because more often than not, they don’t take time to develop relationships. Kipp Bodnar, CMO at HubSpot, has over 10 years of experience in the field with results to prove that taking the time to make real connections…
200: Celebrating 200 Episodes of the #FlipMyFunnel Podcast!
Oct 8, 2018 • 14 min
Cue the Rocky theme music, we’ve made it to 200 episodes! We started this journey on January 1st and don’t plan on ending anytime soon. A huge thank you goes out to all of the folks who have been on the show and who have listened to the show!
199: Ensuring ABM Accuracy, How To Ensure Each Cookie Is A Person You Want To Target, Even When There Are Millions of Them! w/ w/ Daniel Hellerman
Oct 4, 2018 • 21 min
Let’s face it. Advertising is hard. When you’re trying to market your product or business, you rely on cookies. Those things that follow your online activity, and they tell an awful lot about a you and your customers. But with the surging…
198: Flashback - Are You a Manager or a Leader? 5 Areas to Examine
Oct 3, 2018 • 14 min
Are you a manager or a leader? These five assessments will tell you.
197: How to do NewsJacking on new rules of PR w/David Meerman Scott
Oct 2, 2018 • 41 min
This was a LIVE podcast we did at Inbound conference with NYT best seller David Meeran Scott on new rules of newsjacking, working with Tony Robbins, and agile selling.
196: Flashback - How to Avoid the Status Quo w/ Joseph Jaffe
Oct 1, 2018 • 50 min
In this episode we hear from Joseph Jaffe, Co-Founder & CEO of Evolution.
195: What It Takes To Write A Book w/ David Lewis
Sep 28, 2018 • 30 min
You don’t have to be a writer to write a book. Do you have something to say? Are you knowledgeable on a certain topic that the majority of the world may not be? Then maybe you should write a book. David Lewis (DemandGen) and Sangram Vajre (Terminus)…
194: Book Review Week - The Last Career Guide You Will Ever Need
Sep 27, 2018 • 15 min
What if the best career advice you could get came from a comic book? If you haven’t read Daniel Pink’s The Adventures of Johnny Bunko: The Last Career Guide You’ll Ever Need, go pick it up right now, and instill these lessons into your life. There…
193: Book Review Week - The 22 Immutable Laws of Marketing
Sep 26, 2018 • 17 min
Despite being a mere two hour read, The 22 Immutable Laws of Marketing provides immense clarity. Detailed amongst the 22 immutable laws, reside lifelong lessons that are extremely relevant to people in Marketing and Sales; as well as if you’re…
192: Book Review Week - To Sell Is Human
Sep 25, 2018 • 18 min
Daniel Pink’s fabulous book “To Sell is Human” is groundbreaking. In this episode, Sangram breaks down five of the key lessons he’s learned from reading Pink’s book.
191: Book Review Week - 3 Lessons from Peter Drucker’s “The Effective Executive”
Sep 24, 2018 • 22 min
Effective enterprise leaders ask themselves two questions: What needs to be done? What is right for the company? Peter Drucker gives both of these points away in the first page of his book “The Effective Executive.” These may seem simple. They…
190: Flashback - How To Humanize B2B w/ Andrea Neiman
Sep 21, 2018 • 18 min
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…
189: How Pardot Sold Their Company for Roughly $100M in Five Years w/ David Cummings
Sep 20, 2018 • 27 min
David Cummings co-founded Pardot during the heat of the recession. Initially, David wanted to replace the function of the traditional contact forms you find on most websites. Instead of contact forms landing in your inbox for you to use as a lead…
188: Wake Up Earlier and Supercharge your Day
Sep 19, 2018 • 18 min
What would your day look like if you were to commit to waking up an hour early? Just one hour earlier than you normally do? What could you get done? The book lays out 6 steps to crafting the Miracle morning.
187: Community Is the New Book Value Metric for Your Brand (Or Business) w/ Anand Thaker
Sep 18, 2018 • 21 min
Community is the new book value metric for your brand (or business). Anand Thaker joined me for this episode to dive deep into this idea. Besides being a great friend and personal mentor, Anand is the CEO of IntelliPhi. He founded intelliPhi, and…
186: Aligning Sales & Marketing on the Same Content Map w/ Ryan O’Hara
Sep 17, 2018 • 15 min
More than ever, sales and marketing need to be on the same page and providing content. In this interview Ryan O’Hara, VP of Growth and Marketing at LeadIQ, talks about alignment and content strategies that work for sales teams.
185: Flashback - How to Schedule Your Day to Be Exceptional w/ Morgan Ingram
Sep 14, 2018 • 24 min
For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some sort of schedule to be exceptional.
184: Flashback - From Peer to Manager w/ Alex Latraverse
Sep 13, 2018 • 20 min
When you’re a manager—especially a new one—it’s easy to forget that leaders are at their best when the people under them are at theirs. Here’s how to get back to the basics of building and developing your team members as people first.
183: Flashback - The Difference Between Giving Up and Letting Go
Sep 12, 2018 • 14 min
Everybody has those days when it feels like the cards are stacked against them. But how do tell the difference between giving up, and simply deciding to let go? What needs to shift in your mindset to make the change? Sangram is here to tell you.
182: How to double your win rate with ABM - Daniel Oxenburgh
Sep 11, 2018 • 17 min
What one area in B2B Marketing should you focus on for the greatest impact, that by focusing on in it for the next 6 months, your win rate will double? Meet Daniel Oxenburgh. He’s the Co-Founder & Managing Director at Ox Consulting, who’s one…
181: Humanizing ABM: The Lifeboat for the Perfect Storm w/ Daniel Gaugler
Sep 10, 2018 • 11 min
In a world where Netflix and Pandora have set the precedent for ultra personalized content, the job of salesperson and marketer has become harder than ever. The modern B2B buyer abides in what Daniel Gaugler, CMO at PFL, would describe as the…
180: Award-Winning Lessons You Need for Your Next Demand Generation Campaign w/ Daniel Englebretson
Sep 7, 2018 • 16 min
Stop focusing on one thing at a time! If you focus too much on one thing, you’re actually trapping yourself. This episode I sit down with Daniel Englebretson, the winner of the 2018 ABMie for the Best Demand Generation Campaign. One of the greatest…
179: Flashback - A Day in the Life of an SDR w/ Jim Tocci and Brad Wilkerson
Sep 6, 2018 • 17 min
They are organized. They stick to a process. They focus on the wins. They are vital to many organizations. Many times, people within the B2B space do not fully appreciate the role they play. What are “they”? SDRs. Both Jim Tocci and Brad Wilkerson…
178: Flashback - 5 Lessons Learned From Doing a Daily Podcast
Sep 5, 2018 • 23 min
The first two months that this podcast was live blew our mind. After cracking the iTunes charts and over 800,000 LinkedIn views in 2 months, without spending a dime in ad money, Sangram learned a thing or two from podcasting and posting content based…
177: Flashback - 5 Ways to Build A Winning Company w/ Scott Dorsey
Sep 4, 2018 • 23 min
How do you go from a one-person company to being listed on the NYSE? On this #FlipMyFunnel podcast, we spoke with Scott Dorsey, who spent over a decade building a wildly successful business. He laid out five key ideas for anybody looking to build a…
176: Humanizing Sales Chat in a Bot Filled World w/ Chris Handy
Sep 3, 2018 • 13 min
Chris Handy, customer marketing leader at Drift, shares his knowledge about how to conduct sales chat in the world of bots. He wants others to understand how to properly utilize this technology for greater success while allowing room for error and growth.
175: Personalized Marketing and 1:1 Campaigns in an ABM World w/ Amber Bogie
Aug 31, 2018 • 18 min
Amber Bogie, senior marketing manager at Planview, Inc., has an amazing amount of insight on 1:1 personalized marketing campaigns. This insight led her to win an ABMie award for the best 1:1 campaign. She shares this insight in an episode of…
174: Flashback - How to Use ABM to Upsell and Expand Your Business Offerings w/ Chris Reene
Aug 30, 2018 • 13 min
ABM is not about doing using the same tactics over and over again. It’s about using creative means (cross-selling, upselling, and encouraging expansion) to hit revenue goals. Listen in to hear all this and more from Chris Reene, Enterprise Account…
173: Using the 7x7 Framework for Communicating Change
Aug 29, 2018 • 17 min
Have you ever been super excited about change at work? Have you ever been confused, or frustrated, as to why not everyone is on the same page as you? Transition can be overwhelming. Simply announcing the launch of a new platform or core value isn’t…
172: What Makes a Great Chief Marketing Officer w/ Alex Gobbi & Kira Mondrus
Aug 28, 2018 • 29 min
Alex Gobbi, CMO at Secureworks, and Kira Mondrus, CMO of QASymphony, discuss their important role at their respective companies. They share their expertise on what it means to be a modern chief marketing officer, and how others can implement their…
171: 3 Tips You Should Use to Master Personalization w/ Matt Heinz
Aug 27, 2018 • 10 min
In this interview adapted from the B2B Growth Show, Logan Lyles sits down with Matt Heinz, President of Heinz Marketing, who explains the secret of how you can craft truly personalized messages that work in as little as 30 seconds.
170: How One ABM Strategist Quadrupled Conversion Rates in 6 Months w/ Jeremy Middleton
Aug 24, 2018 • 12 min
What if you could start over with your ABM Strategy? What if you could rethink the whole process, redesign your toolbox, and refresh the screen? That’s exactly what Jeremy Middleton did. Jeremy has worked at Hewlett Packard and HP Enterprise for…
169: Flashback - 3 Questions to Determine Strategy in Business w/ Brian Brown
Aug 23, 2018 • 17 min
Today, we’re replaying an interview with Bryan Brown, Chief Product Officer at Terminus, who shares his wisdom on strategy that has served him during his 17 years of success in the marketing tech industry. There are three important questions to…
168: MBA vs Startup - How Would You Spend $100K?
Aug 22, 2018 • 26 min
On a recent episode of the #FipMyFunnel podcast, we talked about this very topic. How would you spend $100k? Starting a startup, or getting an MBA? Because at the end of the day, once you factor in your time, your energy, and the tuition you’re…
167: Startup Lessons Learned Through the Eyes of My 14-Year-Old Nephew
Aug 21, 2018 • 34 min
Sangram’s nephew spent 4 days at Terminus. Here’s what he learned.
166: Building an ABM Playbook
Aug 20, 2018 • 25 min
Three knowledgeable guests share their experience with account based marketing at the 2017 Revenue Summit. Avi Bhatnagar, Julia Stead, and Bassem Hamdy talk about account based strategies that have worked for them, as well as the hiccups they have…
165: Here’s How You Can Build an Award-Winning Pipeline Acceleration Campaign w/ Justin Keller
Aug 17, 2018 • 13 min
It’s easier than ever to build a pipeline acceleration campaign, providing you have the right tools and team members in place. In this special FlipMyFunnel, One Hero episode, we sat down with Justin Keller, VP of Marketing at Sigstr to discuss how…
164: Flashback - How to Hire Great Talent to Build Your SDR Team w/ Lucas Ulloque
Aug 16, 2018 • 14 min
Today, we’re replaying one of our early episodes, a great interview with Lucas Ulloque that you might have missed if you recently subscribed to the show. Hiring & Investing in great talent is crucial to building a successful SDR team. Listen in to…
163: Want to Build a World-Changing Movement? You Need 1 of These 4 Skills
Aug 15, 2018 • 21 min
Do you have what it takes to build a world-changing movement? You probably do! All you need is 1 of these 4 skills: Futurism Thought Leadership Influence Evangelism
162: Why Building Community Is The Single Most Important Thing You Can Do For Your Business w/ Judd Borakove
Aug 14, 2018 • 17 min
Religion, fitness clubs, and even brands all have followings for the same reason—they create communities that meet a basic human need to belong to something. This need to belong extends to all areas of life, including the workplace. We recently…
161: ABM that Sales Won’t Roll Their Eyes At w/ Sonjoy Ganguly, Mike Burton, & Anastasia Pavlova
Aug 13, 2018 • 26 min
Account Based Marketing isn’t new. Any sales profession will tell you that ABM started as account based sales. Sales has been doing it for years. It’s only recently that the marketing teams have picked it up and said “what if we personalized our…
160: Interview With an Award-Winning Sales Leader w/ Derek Grant
Aug 10, 2018 • 16 min
Derek Grant is an incredible sales leader. He is the VP of Sales at SalesLoft and recently won an ABMie for Best Sales Leader. We caught up with Derek at the #FlipMyFunnel Conference and talked all about sales leadership, sales and marketing…
159: The Power of Video Outreach w/ Morgan Gillespie
Aug 9, 2018 • 16 min
We’re off in Boston for the #FlipMyFunnel 2018 event! So please enjoy this episode with Morgan Gillespie from Terminus as she walks us through the lessons every SDR needs to know. What are those lessons? Video! Learn about using video as your initial…
158: A 4-Part Framework to Build World-Changing Movements
Aug 8, 2018 • 17 min
It’s easier than ever to build a community. What you do with that community can literally result in changing the world. In this one, Sangram chats about the 4-part framework he used to build one of the biggest ABM communities in the world.
157: Don’t Be a Commodity. Be a Brand Worth Loving. w/ Ben Baker
Aug 7, 2018 • 23 min
Purpose of episode: Without a community, you’re just a commodity. Mission: Ben did a personal brand exercise with Sangram consulting him on: What he is good at Where he has room to improve All based on the honest feedback he’s gathered,…
156: How to Break Out of Sales Obscurity by Leveraging Social Selling w/ Koka Sexton
Aug 6, 2018 • 32 min
Most of your sales team is using LinkedIn wrong. As a marketer, your job is to teach sales how to leverage their social media to get visibility. Visibility creates opportunity. You may have the cure to the world’s deadliest disease, but it won’t…
155: How to Execute ABM on a Small Scale w/ Matt Walsh
Aug 3, 2018 • 15 min
In today’s episode, Kaitlin interviews Matt Walsh, Founder of Noted Analytics all about how to do account-based marketing and sales at a smaller organization. P.S. If you haven’t gotten your tickets to #FlipMyFunnel 2018 yet, you still have…
154: Making Yourself Essential w/ David Pyrzenski
Aug 2, 2018 • 13 min
My friend David Pyrzenski talks about the “Essentialism Scale.” In short, how ingrained into your organization is a product? How vital a role do the power users of that product play in your organization? Think about SalesForce. It’s fully…
153: Netflix Culture code: Giving Your Team Freedom
Aug 1, 2018 • 14 min
Most huge companies aren’t generally known for the “freedom” they offer their employees. But Netflix isn’t most huge companies. Most huge companies curtail their freedom as they get bigger and bigger. They tighten down the clamps on their…
152: How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles w/ Todd Caponi
Jul 31, 2018 • 19 min
Stop selling as if you’re a perfect 5.0. Products with a 4.2 - 4.5 out of 5 star review sell better than those with a perfect 5.0. Why? Because vulnerability fosters trust. A product with a perfect review sounds like a salesperson’s dream, but…
151: ABM in the Enterprise
Jul 30, 2018 • 22 min
So you’ve decided that ABM might be right for you. Obviously, I think that’s a smart decision, (otherwise I wouldn’t be doing what I’m doing today!) But how do you go about implementing? How do you begin to turn that ship that is your…
150: Why Sales/Marketing Alignment Is Foundational for NI’s ABM Strategy w/ Kristen Novak
Jul 27, 2018 • 10 min
In this episode Kaitlin interviews Kristen Novak, Account-Based Marketing Manager for Strategic Accounts at National Instruments.
149: How To Get Everyone Involved In Customer Success w/ David Pyrzenski
Jul 26, 2018 • 13 min
Customer success is not the job of one person. It’s the job of your entire organization! Everyone has a role to play. Even for those departments who define themselves as “Professional Services” instead of “Customer Success.” The specifics of…
148: Netflix Culture Code: Highly Aligned, Loosely Coupled
Jul 25, 2018 • 14 min
Having issues coordinating your organization’s teams? You’re not alone. Fortunately, Netflix has given us a prime example of how best to tackle the challenge of keeping a rapidly growing business under control. It involves unifying your teams on a…
147: Creating Meaningful Marketing in the B2B World w/ Soon Yu
Jul 24, 2018 • 25 min
“It’s isn’t always the biggest, baddest, or fastest mouse trap that gets the mice. It’s the one with the stinkiest cheese.” And this translates directly to marketing. So says Soon Yu, author of the new book, Iconic Advantage: Don’t Chase the…
146: A Rockstar ABM Strategy Needs the Right Team w/ Matt Senatore and Joe Quinn
Jul 23, 2018 • 25 min
We talk a lot about ABM here at #FlipMyFunnel. Sales, marketing, finding the right accounts — it’s all part of the show. But what’s most important in driving a powerful ABM strategy? The people. Matt Senatore knows. He’s a thought leader on ABM…
145: Campaign Based Prospecting w/ Ryan O’Hara
Jul 20, 2018 • 12 min
Did you know the average reply rate on a cold email is only 3.5%? To Ryan O’Hara, that number is super depressing and makes him want to cry in the shower. Luckily, Ryan is able to raise that number significantly through Campain Based…
144: Storytelling with Your Customers w/ Kyle Hardaway and Ryan Schwartz
Jul 19, 2018 • 16 min
Do your customers understand your company’s story? Are you able to take them on a journey? In this episode, we’re back with Terminus’ Kyle Hardaway and Ryan Schwartz. And today, they’re talking all about, you guessed it, storytelling. ——…
143: Netflix Culture Code: Giving Employees Context In Their Role
Jul 18, 2018 • 18 min
If you really want to look at a great culture deck, check out Netflix. Netflix’s culture code can be summarized by this quote: “If you want to build a ship, don’t drum up the people to gather wood, divide the work, and give orders. Instead, teach…
142: The 6 Triggers Marketers Are Using to Make You Buy w/ David Lewis
Jul 17, 2018 • 34 min
Would you believe me if I told you that mind-control is a very real phenomenon? In fact, you’ve subconsciously been influenced in your buying decisions due to this marketing magic I’m alluding to. How is this wizardry possible, you exclaim? Jedi…
141: Content Marketing on the Go w/ Joe Chernov
Jul 16, 2018 • 31 min
Audio from Joe Chernov’s talk at #FlipMyFunnel’s Austin conference. In this one, Joe talks about ABM content marketing.
140: How To Create Buzz With Your B2B Marketing w/ James Snider
Jul 13, 2018 • 23 min
“As B2B Marketers, Our role is to help by creating a huge buzz within our target organizations.” This is exactly what James Snider does every single day with his team at Punch! James started this process by diving into creating personalized…
139: Intern to Full Time w/ Connor Schorr & Kaitlin Lutz
Jul 12, 2018 • 14 min
Everyone either has an intern, needs an intern, or is trying to develop a process through which the internship position funnels. In this episode I get to speak with two former Terminus interns who are now full time at the company about what the…
138: How to Make Better Decisions
Jul 11, 2018 • 15 min
Everybody is a leader. Leadership should never be defined by a title. But the choice to be a leader is hard. At the end of the day, it comes down to your decisions. Making better decisions comes down to these two things: 1) What’s the best thing to…
137: 7 Steps to Financial Fitness w/ Bob Stammers
Jul 10, 2018 • 18 min
Most people do not learn personal finance or investing in school. Why is this a problem? Because, you spend your whole life working to bring in money, but then once you have it, what do you do with it? Do you spend it faster than it comes in? Do you…
136: Fireside Chat: Women in Tech
Jul 9, 2018 • 28 min
Description: Back in the day, #FlipMyFunnel held an event in good ole’ Austin Texas. Though this was a little over a year ago, these women have some incredible insight that holds up today. If you haven’t gotten your ticket to #FlipMyFunnel on August…
135: Key Trends in Sales and Marketing for 2018
Jul 6, 2018 • 11 min
Kaitlin interviews some of the best B2B marketing and sales professionals in the game. They all answer the question, “What are the trends you’re seeing in sales and marketing for 2018?” If you haven’t gotten your ticket to #FlipMyFunnel, don’t worry….
134: The Importance of Engagement in Lead Scoring w/ Sunny Bradshaw
Jul 5, 2018 • 17 min
Think about how your company’s lead scoring. Is it based on arbitrary customer activities and point scoring values? There’s a better way to go about it! Sunny Bradshaw is a Product Manager at Terminus, and she has been hard at work on…
133: Do You Have A Beginner’s Mindset?
Jul 4, 2018 • 19 min
In a small company, it’s easy to know what to do next. The approval process is small — your boss has a desk right next to you and you ask them, “Hey, here’s my idea, what do you think?” Two days later, you’re oup and going. That’s the…
132: B2B Marketing: Universities vs. Companies w/ Professor Scott Davis
Jul 3, 2018 • 23 min
Sangram interviews marketing Professor Scott Davis and marketing students Kaitlin Lutz on the ins and outs of marketing at universities vs. marketing in the actual business world. Check out Scott Davis’ own podcast, Marketing…
131: Scalable ABM for SMBs: A Marketo Case Study w/ Anastasia Pavlova
Jul 2, 2018 • 28 min
As a small to mid-sized company, how do you really create a focus on scalable content creation for ABM? When you can’t spend tens or hundreds of thousands of dollars on content creation, what do you do to stay fresh and relevant? Anastasia Pavolva…
130: How to Build a Killer B2B Brand w/ Edward Ford
Jun 29, 2018 • 15 min
The B2B and SaaS worlds aren’t known for being brand centric. Why not? Because most people associate brand building and brand marketing with fluff. According to Edward Ford, they couldn’t be more wrong.
129: Changing Your Sales Process to Fit Account-Based Marketing w/ Riley Rogers & Connor Schorr
Jun 28, 2018 • 17 min
The transformation into account-based marketing can be unclear. I had a chance to speak with Riley Rogers and Connor Schorr, both SDR’s at Terminus who witnessed how their sales process evolved to fit a more account based approach. They…
128: The Future of ABM (Part 3): Authenticity-Based Marketing
Jun 27, 2018 • 15 min
The future of ABM is Authenticity-Based Marketing. Am I just using that “Authenticity” buzzword again? No! At the end of the day authenticity will always create more trust and better relationships. And that is what we as marketers should be…
127: Using AI to Increase Effectiveness in the Buyer Journey w/ Chandar Pattabhiram
Jun 26, 2018 • 17 min
Chandar Pattabhiram, CMO at Coupa sheds light on the difference between AI and Machine Learning and their future use-cases in marketing departments. He advocates for their use in steps of the buyer’s journey far beyond acquisition (where 87%…
126: What’s Working With ABM Content w/ Bill Kent
Jun 25, 2018 • 29 min
You can’t give away a Tesla every time you need response. It’d be great if you could, but that sort of content creation just isn’t scalable for most of us. So what can you do to generate quality content, and get quality response from your customers?
125: A Peek Into Marketing Skillsets & Tech w/ Kyle Lacy & Justin Keller
Jun 22, 2018 • 13 min
It can be hard to hire people in marketing because the skill sets requirements are so different. It’s not like hiring in sales where the skill sets are a bit more straightforward. So how do you go about hiring in a marketing organization? In a…
124: Life as a Category Builder w/ Tim Kopp
Jun 21, 2018 • 19 min
Is the problem that your company is looking to solve big enough? Many companies spend too much time thinking about whether or not they have product/market fit and not enough time on whether or not they have a problem/market fit. If you are going…
123: The Future of ABM (Part 2): The 3 Stages of Marketing and Sales Evolution
Jun 20, 2018 • 23 min
Did you know that less than 1% of leads turn into customers? Sales & Marketing must be doing something wrong. If you are still dead set on increasing the quantity of your leads instead of the quality of your relationships, it’s time to change…
122: 4 Winning Attributes of a Top Marketer w/ Robby Gulri
Jun 19, 2018 • 21 min
Jumping into a new marketing position, or taking marketing leadership in a new industry? What should you focus on in the first few days in your new position? Thankfully, we have Robby Gulri. Robby is within his 45 days as the CMO at Engage Talent.He…
121: How to Align Your MarTech Tools to Fuel Growth w/ Kim Hajec
Jun 18, 2018 • 32 min
The sales & marketing world is getting more and more complex. How do you navigate this landscape effectively with your MarTech tools? How do you even know which ones to use, and how can the way you use those tools impact your growth?
120: 3 Things to Know When Pitching ABM to Your Board w/ Megan Lueders
Jun 15, 2018 • 23 min
Megan Lueders has led the marketing team at Zenoss into a new phase of account-based marketing. She shares how to successfully look at this new approach and layer it on top of the historical responsibilities of brand awareness, demand generation, and…
119: How to Get Started With ABM Content w/ Shauna Ward
Jun 14, 2018 • 12 min
A lot of people seem to think that Inbound and ABM have opposite strategies when it comes to content. That’s not true! With ABM, it is a similar mindset, but a different approach. Shauna Ward is a Content Marketing Manager at Terminus, and she…
118: The Future of ABM (Part I): The Brutal Truth
Jun 13, 2018 • 13 min
Account Based Marketing is B2B Marketing. That might sound like a bold statement, but it’s true! If you look at marketing trends over the past 15 years, it’s mostly an evolution of technology tools. Email marketing evolved from…
117: Transitioning From CMO to CEO w/ Mark Stouse
Jun 12, 2018 • 20 min
Making the leap from CMO to CEO takes you from a position requiring deep, specific knowledge to one that needs a broad perspective. How can professionals position themselves to transition and grow throughout their careers? In this one Sangram…
116: Personalize the B2B Customer Journey to Boost Demand w/ Jason Jue
Jun 11, 2018 • 24 min
B2B customers are changing, and it is more important than ever to be customizing the customer journey in order to boost demand. But how do you do that? Jason Jue has some ideas, and we think they’re outstanding. We’re hosting an event! A big…
115: What It Takes To Be A Modern CMO w/ Kyle Lacy & Justin Keller
Jun 8, 2018 • 11 min
Modern CMO’s wear a bunch of different hats. And that involves being an expert in several different fields. Today we’re joined by two CMO’s who have had to check their traditional views of marketing at the door: Kyle Lacy - Vice President…
114: When to Bring in a Revenue Operator w/ Brad Smith
Jun 7, 2018 • 17 min
Brad Smith is an expert at developing a strong revenue operations team. He encourages companies to evaluate their need for a revenue operations team and be sure that they are properly focusing their energy to ensure revenue growth. P.S. If…
113: Working in Love Vs. Working in Fear
Jun 6, 2018 • 17 min
I believe we act out of two different ways to every situation in life: Out of love or out of fear. Let me explain. In fear, you play the short game. You’re focused on very short-term goals to please others, and you’re afraid to take risks….
112: The Creative Curve w/ Allen Gannett
Jun 5, 2018 • 25 min
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…
111: 4 Keys to Successful Marketing-SDR Orchestration w/ Craig Rosenberg
Jun 4, 2018 • 31 min
There are 4 keys to orchestrating a marketing-SDR campaign, but it all starts with getting the whole organization to collaborate successfully. ——————— If you’re looking to go to an ABM conference in August, we gotcha. Check out the…
110: Account-Based Marketing for Small Teams w/ Charles Kollo
Jun 1, 2018 • 22 min
There’s a myth out in the universe that small teams cannot excel at ABM. Well, Charles Kollo of MessageGears is here to break that myth. As Terminus’ Customer of the Month, Charles shares his team’s best insights regarding their ABM program.
109: 3 Hacks to Be a Great Account Executive w/ Meg Zelman
May 31, 2018 • 14 min
You’ve got a quota to carry & a number on your back. Sales can be a grind, but rockstar salespeople find a way to constantly up their game. Senior Account Executive at Terminus, Meg Zelman, shares her 3 daily hacks for being an incredible…
108: The Last Career Guide You’ll Ever Need
May 30, 2018 • 15 min
What if the best business advice you could get was told in the form of a japanese comic book? In this episode Sangram talks about Daniel Pink’s book “The Adventures of Johnny Bunko: The Last Career Guide You’ll Ever Need.”
107: 3 Must-Have Elements of a Scalable Company w/ Chandar Pattabhiram
May 29, 2018 • 20 min
What three things does it take to build a $1B software company? How do you move from the siloed, 4 Horsemen approach of pipeline generation to an allbound approach that aligns sales and marketing? Veteran CMO, Chandar Pattabhiram, shares…
106: How The Top SDRs Overcome Obscurity & Crush The Competition w/ Ralph Barsi
May 28, 2018 • 23 min
Obscurity is one of the biggest problems that most SDRs deal with early on in their careers. If nobody knows who you are, how can you ever break out and become the SDR that you know you can be? Find out in this video presentation from Ralph Barsi.
105: How to Schedule Your Day to Be Exceptional w/ Morgan Ingram
May 25, 2018 • 24 min
For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some sort of schedule to be exceptional. Continuing with our week looking back on the best 100…
104: The Future of Lead Scoring w/ Bryan Brown
May 24, 2018 • 14 min
Is lead scoring still relevant? In the past, lead scoring was a way to determine if someone was a good-fit account. But it plays such a smaller role today with an ABM focus. The future is account-based scoring—but that’s not synonymous with…
103: Importance of Journaling
May 23, 2018 • 12 min
You can commit to the rest of your 2018 goals by doing one thing right now. Start journaling. As part of our flashback series (celebrating 100 episodes of the #FlipMyFunnel, we’re taking a look at episode 13. In this episode, Sangram argues the…
102: Want Success in Business? Follow These 4 Steps w/ David Cancel
May 22, 2018 • 21 min
One-time success in business means nothing. To really “make it,” you’ve got to learn how to find that same amazing result again and again. As part of our flashback series (celebrating 100 episodes of the #FlipMyFunnel Podcast!), we’re…
101: 8 Keys for Integrating ABM with Your Sales Team’s Existing Target Account Programs w/ Matt Heinz
May 21, 2018 • 27 min
In honor of releasing our 100th episode, we’re taking the time to look back at some of our favorite episodes from the past few months! We’re starting with our 6th episode from Matt Heinz who will be speaking at the #FlipMyFunnel Conference in…
100: Celebrating 100 Episodes of the #FlipMyFunnel Podcast!
May 18, 2018 • 10 min
Cue the Rocky theme music, we’ve made it to 100 episodes! 100 episodes since January 1st. We’re pretty pumped about that. And we’re taking a minute to celebrate. A huge thank you goes out to all of the people who have been on…
99: Keys to Customer Success: Humans Welcome. w/ Ryan Schwartz & Kyle Hardaway
May 17, 2018 • 20 min
Relationships are built with intention. This week we sat down with Ryan Schwartz and Kyle Hardaway from Terminus to discuss customer success. There are several strategies these gentlemen use to humanize communication and ensure customer…
98: The 22 Immutable Laws of Marketing: A Breakdown from Sangram
May 16, 2018 • 17 min
Despite being a mere two hour read, The 22 Immutable Laws of Marketing provides immense clarity. Detailed amongst the 22 immutable laws, reside lifelong lessons that are extremely relevant to people in Marketing and Sales; as well as if you’re…
97: In Search of the Customer Promised Land w/ Andy Raskin
May 15, 2018 • 25 min
How would you want customers to answer this question: How has (insert your company’s name) changed your life? According to strategic storytelling consultant Andy Raskin, The Promised Land lies at the intersection of the change in the life of…
96: ABM Success: Invoca’s Journey from Implementation to Optimization w/ Julia Stead
May 14, 2018 • 36 min
Julia Stead, Director of Demand Generation for Invoca, discusses the successes and challenges of their implementation and optimization of ABM over a one-year period.
95: Chasing Moments as an SDR w/ Seyar Karimi
May 11, 2018 • 16 min
Why is it important to “chase moments” both personally and professionally? Seyar Karimi is a Senior Business Development Representative at Uberflip. Seyar wrote a piece for the #FlipMyFunnel blog that you can find…
94: Glass Balls vs Rubber Balls w/ Meg Zelman
May 10, 2018 • 17 min
On this episode of the #FlipMyFunnel podcast, we give a huge shout out to all the moms. Whether they’re full time working moms or stay-at-home moms, or anything in between, we couldn’t do anything without them. Meg Zelman from Terminus is here to…
93: How to Tell Better Business Stories
May 9, 2018 • 16 min
What do all great movies have in common? According to Donald Miller’s Building a Story Brand, there’s a hero, a problem, and a guide. Most companies think that they’re the heroes, when in all reality, we are the guides. We don’t save the day,…
92: Tour of Duty w/ David Keil
May 8, 2018 • 24 min
How do some companies create loyalty between themselves and their employees while others watch talented staff and executives click through a turnstile? According to the guys who founded LinkedIn, the secret to corporate loyalty lies in creating a tour…
91: Ready, Set, Start: Rocking ABM Account Selection from A to Z w/ Lisa Skinner
May 7, 2018 • 25 min
The world is full of marketing challenges. Win rates need to be higher, there’s a lack of sales and marketing alignment, a businesses need to be more efficient across the board. So how do you really focus in and select the right ABM accounts? How do…
90: How Should You Budget for ABM?
May 4, 2018 • 16 min
In this episode, Kaitlin Lutz talks with Sam Melnick, VP of Marketing at Allocadia, all about how to budget for ABM. This episode is based off a blog that Sam wrote on the #FlipMyFunnel…
89: Making the Move from SDR to Marketing w/ Allie Butters
May 3, 2018 • 20 min
Going through an acquisition can be tough. When adding a transition from sales to marketing, the path becomes steep. Allie Butters, Marketing Lead with BrightFunnels shares with us the journey of both an acquisition as well her transition from an SDR…
88: The Difference Between Giving Up and Letting Go
May 2, 2018 • 14 min
Everybody has those days when it feels like the cards are stacked against them. But how do tell the difference between giving up, and simply deciding to let go? What needs to shift in your mindset to make the change? Sangram is here to tell you.
87: Book Publishing: Do’s and Don’ts w/ Amy Fandrei
May 1, 2018 • 19 min
Your story is a good one. It has the ability to connect and resonate. It’s book worthy, but how do you make that leap? Imagine being able to write a book and knowing what pitfalls to avoid and what tricks will save you time. Amy Fandrei, publisher…
86: Forget the Fluff: A Practical Approach to ABM w/ Kristen Wendel
Apr 30, 2018 • 10 min
Kristen Wendel, Director of Marketing Operations at Planview, (Previously Director of Marketing Operations at VersionOne) shares how her team uses insightful tools to build a practical pipeline of marketing qualified leads and accounts.
85: How Reply Marketing Can Help with Sales w/ Matt Benati
Apr 27, 2018 • 21 min
Email marketing is a huge component of a campaign and when we let replies just drop, we lose the potential of future customers. When we focus on reply marketing, we can essentially help our sales team gain more valuable information on the customer…
84: Balancing Customer Happiness and Success w/ Jason Katz
Apr 26, 2018 • 21 min
Keeping customers happy is the goal, right? Not always. Often, a customer won’t stick around with a service provider if they don’t succeed in their goals. Even if that customer is happy with the service. Fortunately, we had Jason Katz—Manager of…
83: Lessons From Peter Drucker’s “The Effective Executive”
Apr 25, 2018 • 21 min
Effective enterprise leaders ask themselves two questions: What needs to be done? What is right for the company? Peter Drucker gives both of these points away in the first page of his book The Effective Executive. These may seem simple. They are. And…
82: 3 Big Questions for Sales Leaders w/ Dan Ross
Apr 24, 2018 • 22 min
Our guest today is Dan Ross, SVP of Commercial Sales (SMB) at Salesforce. In this one, Sangram asks Dan three questions about his experience in a leadership role in sales for Salesforce: 1) How do you think about leadership? 2) What are the trends…
81: Fall Crazy in Love with Account-Based Social w/ Amelia Ibarra
Apr 23, 2018 • 25 min
You’ve been sending customized emails from your sales team, and it’s going great. Except for social media. How can you make account-based solutions for social media work for you? Amelia Ibarra, who at this time served as the social media and…
80: How to Humanize B2B w/ Andrea Neiman
Apr 20, 2018 • 18 min
What does “humanizing B2B” mean? And why should you care about it? All of that and more in this episode with the incredible Andrea Neiman. #OneHero
79: How to Transition Sales to ABM w/ Mike Venable & Robert Beckwith
Apr 19, 2018 • 25 min
Getting your sales team on board with ABM is not always easy. Mike, Robert, and Sangram discuss what transitioning sales to ABM actually entails, and why it’s incredibly important, in this #OneTeam episode. P.S. If you’re interested…
78: The Secret to More Power and Influence
Apr 18, 2018 • 17 min
Cluttered schedules and pipelines are the norm. Imagine how much more productive you could be if you stripped away those things that aren’t worth the time you spend doing them. What would it take for you to do that? In this one, Sangram talks about…
77: How to Measure ABM Success w/ Masha Finkelstein
Apr 17, 2018 • 20 min
Have you struggled to measure ABM success with your sales and marketing teams? Have you struggled to understand the concept of ABM? Both of those are very different questions. However, in this episode, Masha and Sangram discuss the solutions to both.
76: Putting the “B” Back in B2B w/ Kevin Bobowski
Apr 16, 2018 • 23 min
It’s not easy to succeed in a B2B company. There are tons of distractions that will cause you to stray from what works, and to forget your purpose. It is easy to lose sight of your target market and to spend time marketing to the wrong people. Kevin…
75: The AMO You Need for Success on LinkedIn Ads w/ AJ Wilcox
Apr 13, 2018 • 16 min
Do you have your AMO? LinkedIn ads are incredibly effective, but they’re spendy, so it’s imperative that you get them right. How do you do that? AJ Wilcox has a strategy. Bring your “AMO.” Check out AJ’s blog on how to dig into LinkedIn…
74: The Power of Video Outreach w/ Morgan Gillespie
Apr 12, 2018 • 16 min
Morgan Gillespie from Terminus walks us through the lessons every SDR can learn about using video as your initial form of outreach to future customers. She offers tips, tricks, and advice on how to make video work for you.
73: To Sell is Human
Apr 11, 2018 • 18 min
Daniel Pink’s fabulous book “To Sell is Human” is groundbreaking. In this episode, Sangram breaks down five of the key lessons he’s learned from reading Pink’s book.
72: Persistence, Timing, and Humor: Unlikely Tools to Land That Meeting w/ Stu Heinecke
Apr 10, 2018 • 19 min
Stu Heinecke, author of How to Get a Meeting with Anyone has a great deal of experience landing sit down meetings with difficult-to-reach people. He came on the show to share with us some of his top tips to help land that big, seemingly unattainable,…
71: Getting More Diversity in Tech w/ Lori Richardson
Apr 9, 2018 • 23 min
More diversity on your sales team means more ROI. But far too often, not enough women apply. So how do you attract more qualified female applicants to your sales candidate pool? Lori Richardson knows. She’s been a woman in sales for years, and…
70: The Passion of the Nonprofit World w/ Oneisha Freeman
Apr 6, 2018 • 23 min
The nonprofit world gets a bad rap, and that’s a shame. Those in the nonprofit world can teach those of us in the ABM world a thing or two about passion and commitment and loving what we do.
69: What Are Professional Services and When Should You Buy Them? w/ David Pyrzenski
Apr 5, 2018 • 17 min
What are professional services and how/when should you buy and use them? David Pyrzenski is a VP of Professional Services at Terminus, and he has some outstanding advice.
68: V2MOM -The 5 Things Your Entire Team Should Write Down
Apr 4, 2018 • 20 min
V2MOM may sound like a corny acronym, but it is one of the most profound ways of understanding where you want to go and how to get there. You owe it to yourself to write your own V2MOM for both your personal and professional life.
67: Be the Hardest Working Person in the Building w/ Kenny Goldman and Derek Grant
Apr 3, 2018 • 39 min
In this one, Sangram interviews Kenny Goldman and Derek Grant about how to make an impact no matter your role, experience level, or title.
66: Flood Your Funnel by Being the Smartest Person in the Room w/ Keenan
Apr 2, 2018 • 32 min
How can being the smartest person in the room get your prospects to actually pay attention to you? Keenan, CEO/President of A Sales Guy, is here to tell us.
65: Ten Minute Teardowns
Mar 30, 2018 • 13 min
Sangram and Kaitlin discuss the topics for some of the 10 minute teardowns at the upcoming #FlipMyFunnel Conference. Sign up for the #FlipMyFunnel Conference here: bit.ly/fmfpodcastpromo Use the promo code: PODCAST to get your discount!
64: What Makes a Bad Sales Call Bad, and a Good Sales Call Good? w/ Alex Latraverse
Mar 29, 2018 • 15 min
Alex Latraverse, VP of Strategic Sales at Terminus discusses the qualities and practices that make a good sales call, and a bad sales call.
63: 5 Ways You Know You Are A One Night Stand Marketer
Mar 28, 2018 • 24 min
Marketers love trying to close the deal after the first meeting. Are you a one night stand marketer? Are you more focused on conversions than conversations? Sangram shares 5 ways you know that you’re a one night stand marketer.
62: Why Engagement is Marketing 2.0 w/ Jill Rowley
Mar 27, 2018 • 31 min
Marketing in today’s world is all about engaging with a potential buyer. Or at least it should be. But too often, a seller simply automates the process. There’s no trust, no knowledge and no value to the buyer. How many times have we all received…
61: How to Avoid the Status Quo w/ Joseph Jaffee
Mar 26, 2018 • 50 min
In this episode we hear from Joseph Jaffe, Co-Founder & CEO of Evol8tion.
60: Why Self Reflection Is Important in Your Career w/ Cory Munchbach
Mar 23, 2018 • 18 min
Our #WomenInMartech community is constantly growing and evolving and we are honored to celebrate them every chance we get. The game changer for this month is Munchbach, VP of Marketing at BlueConic. Cory is truly paving the pathway for…
59: 3 Things B2B Marketers Can Learn From The B2C Sphere w/ Bryan Brown
Mar 22, 2018 • 15 min
In this episode, we brought in our very own Bryan Brown, Chief Product Officer at Terminus, to chat about the difference between B2B and B2C marketing and what we, as B2B, can learn from the B2C sphere.
58: The 3 Parts of the Magic Triangle
Mar 21, 2018 • 18 min
Sangram explains the concept of the magic triangle and how its three parts can foster an environment where employees feel that they are unified and driven to achieving a common goal.
57: Your Ideal CMO May Not Exist w/ Tim Kopp
Mar 20, 2018 • 11 min
Your org is growing. Time to hire the perfect CMO. But that person doesn’t exist. At least not the way you think. You’re probably thinking of a CMO who can … Build company culture Strategize Create rapid, explosive growth Speak tech, and…
56: A Proven Process to Implement ABM/ABS & Reach Decision Makers w/ Steven Bryerton
Mar 19, 2018 • 37 min
Steven Bryerton and the team at DiscoverOrg jumped from just under $1 million in revenue to $70 million in around 7 years. Learn the specific tactics they implemented to organize and their sales team and process to launch such tremendous growth.
55: Design: a Helpful Tool for Sales and Marketing w/ Shannel Wheeler
Mar 16, 2018 • 21 min
Design has a huge impact on sales and marketing. It helps with brand strategy, consistency, and trust.
54: From Peer to Manager w/ Alex Latraverse
Mar 15, 2018 • 20 min
When you’re a manager—especially a new one—it’s easy to forget that leaders are at their best when the people under them are at theirs. Here’s how to get back to the basics of building and developing your team members as people first.
53: 5 Keys to Your Personal Brand
Mar 14, 2018 • 21 min
We all have a personal brand, whether we like it or not. The question is, how are you taking care of yours? Are you nurturing it, or ignoring it? Here are 5 keys to bettering your personal brand.
52: Customer Success vs. Customer Happiness w/ Lincoln Murphy
Mar 13, 2018 • 22 min
Lincoln Murphy discusses the difference between customer success and customer happiness.
51: Methods, Models, and Metrics of Account-Based Revenue w/ Trish Bertuzzi
Mar 12, 2018 • 24 min
Trish Bertuzzi with Bridge Group, Inc. discusses why account types matters and techniques to make the most out of your account-based marketing strategy.
50: Start With One w/ Matt Amundson
Mar 9, 2018 • 19 min
Imagine a world where your business could only sell to one company. What would you do? What would you ask your team to do? in this episode Kaitlin, Sangram, and Matt Amundson, VP of Marketing and Sales Development at Everstring,…
49: A Day in the Life of an Account Executive w/ Brad Wilkerson and Jim Tocci
Mar 8, 2018 • 15 min
Two weeks ago, Jim Tocci and Brad Wilkerson talked about what makes for a successful SDR. Today, they talk about what makes for a successful AE. The two, it turns out, are not that much alike.
48: 5 Lessons Learned From Doing a Daily Podcast
Mar 7, 2018 • 23 min
The last two months have blown my mind. After cracking the iTunes charts and over 800,000 LinkedIn views in 2 months, without spending a dime in ad money, Sangram has learned a thing or two from podcasting and posting content based on the episodes….
47: 4 Steps to Defining Your Brand Like a Genius w/ Tim Kopp
Mar 6, 2018 • 11 min
Positioning your brand. People love to overcomplicate this. Or ignore it altogether because they have no idea how to tackle it. So Sangram talked to Tim Kopp, General Partner with Hyde Park Venture Partners, about how to break it down into manageable…
46: Making Moments Matter w/ Jeffrey Rohrs
Mar 5, 2018 • 42 min
Marketers need to look at technological advancements to help make the customer’s journey more focused and to make each moment matter. Listen in to hear Jeffrey Rohrs, CMO of Yext, share his thoughts on maximizing every moment in the customer journey.
45: How AI Is Changing ABM
Mar 2, 2018 • 12 min
AI is more than just predictive marketing or marketing automation because it helps you see patterns that would otherwise be invisible.
44: 3 Questions to Determine Strategy in Business w/ Bryan Brown
Mar 1, 2018 • 17 min
Bryan Brown, Chief Product Officer at Terminus, shares his wisdom on strategy that has served him during his 17 years of success in the marketing tech industry. There are three important questions to consider when determining strategy. First is: where…
43: The 5 Ultimate Productivity Hacks
Feb 28, 2018 • 16 min
We all have the same 24 hours in each day. The big question is, how do you make the most of those 24 hours? Sangram shares his top 5 productivity hacks to get the most out each day.
42: Execution vs. Vision: A No-Brainer w/ David Politis
Feb 27, 2018 • 17 min
Why do some companies become great and others disappear? Short answer: execution. In this one we talk to David Politis, founder and chief executive of BetterCloud, about how execution, not vision, is the one thing that keeps a company from failing.
41: How Predictive Empowers Your ABM Strategy Throughout the Flipped Funnel w/ Tony Yang
Feb 26, 2018 • 26 min
Are you taking advantage of predictive? At a #FlipMyFunnel event Tony Yang, VP of Marketing at Conversion Logic and former VP of Demand at Mintigo, talked about five ways predictive empowers your ABM strategy as you head down the flipped funnel. And…
40: How to Schedule Your Day to Be Exceptional w/ Morgan Ingram
Feb 23, 2018 • 23 min
For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some sort of schedule to be exceptional.
39: A Day in the Life of an SDR w/ Jim Tocci and Brad Wilkerson
Feb 22, 2018 • 17 min
They are organized. They stick to a process. They focus on the wins. They are vital to many organizations. Many times, people within the B2B space do not fully appreciate the role they play. What are “they”? SDRs. Both Jim Tocci and Brad Wilkerson…
38: A Modern Approach to PR
Feb 21, 2018 • 12 min
Sangram discusses how Terminus used innovative marketing techniques to advertise their new partnership with LinkedIn.
37: 5 Ways to Build A Winning Company w/ Scott Dorsey
Feb 20, 2018 • 23 min
How do you go from a one-person company to being listed on the NYSE? On today’s #FlipMyFunnel podcast, we spoke with Scott Dorsey, who spent over a decade building a wildly successful business. He laid out five key ideas for anybody looking to build a…
36: Pivoting a 175 Year-Old Company to ABM w/ Derek Slayton
Feb 19, 2018 • 28 min
How you define “The Universe” matters. At least, it did when a 175-year-old company switched to ABM. Derek Slayton, GM & Global Leader, Sales & Marketing Line of Business from Dun & Bradstreet, spoke at a #FlipMyFunnel event about…
35: Why Moving On Could Be Good for your Career
Feb 16, 2018 • 13 min
What if moving on from your current organization was the best career move you could possibly make?
34: The Future of Lead Scoring w/ Bryan Brown
Feb 15, 2018 • 13 min
There might not be a future for lead scoring. In the past, lead scoring was a way to determine if someone was a good-fit account. But it plays such a smaller role today with an ABM focus. In this one, Sangram interviews Bryan Brown, Chief Product…
33: How Being an Immigrant Shaped My Success
Feb 14, 2018 • 9 min
Being an immigrant has been a tremendous advantage for Sangram. As he explains in this one, being an immigrant means he had to be self-reliant. It means he had nothing to fall back on. Not parents, not friends, not anyone. Listen in to hear more of…
32: How Advocate Marketing Is Building Successful Companies w/ Mark Organ
Feb 13, 2018 • 27 min
The world is changing. We all know this. Think about it: What do we do before we try a product or a service? We go and find reviews and information from others who have had experiences with those apps, companies, or restaurants. I recently interviewed…
31: How to Make Your Accounts Love the Fact That You’re Targeting Them w/ Tyler Lessard
Feb 12, 2018 • 30 min
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…
30: How to Scale Content Marketing for an ABM Strategy
Feb 9, 2018 • 10 min
Not all accounts are created equal. If you really want to scale content marketing, you have to start treating your accounts differently. In this episode, Sangram and Kaitlin discuss a blog post from B2B marketing leader Cynthia Stephens about how to…
29: The Player-Coach Relationship Between SDRs and Their Managers
Feb 8, 2018 • 18 min
Transitioning to quality from quantity in sales is tough on everyone in your organization, but as you’ll learn from Terminus’s Ryan Vitello and Stuart English, focus is your key to success.
28: You Should Read These 3 Books
Feb 7, 2018 • 9 min
Reading is an invaluable way to keep your mind fresh and able to confront the obstacles of day-to-day life. Here are three of my favorite books.
27: Think and Grow Rich Company Culture w/ Katie Burke
Feb 6, 2018 • 14 min
In order to cultivate exceptional company culture, you need to “Think and Grow Rich.” Sangram sits down with Katie Burke, Chief People Officer of Hubspot, to talk about the importance of company culture.
26: The Other ABM: How Attention Based Marketing Fast Tracks Sales Readiness w/ Elle Woulfe
Feb 5, 2018 • 26 min
Elle Woulfe, VP of Marketing at LookBookHQ, discusses how ABM holds on to a marketer’s most precious commodity—buyers’ attention.
25: Consequences of Not Prioritizing the Customer and How to Get Back on Track
Feb 2, 2018 • 10 min
Businesses go under for a lot of reasons. But there’s one that stands out more than others: Churn. When you don’t prioritize the customer, there are consequences. And they’re not pretty. In a blog post on our site Cori Pearce, Director…
24: How to Use ABM to Upsell and Expand Your Business Offerings w/ Chris Reene
Feb 1, 2018 • 13 min
ABM is not about doing using the same tactics over and over again. It’s about using creative means (cross-selling, upselling, and encouraging expansion) to hit revenue goals. Listen in to hear all this and more from Chris Reene, Enterprise Account…
23: Lessons Learned From My First Sale at Terminus
Jan 31, 2018 • 6 min
Selling to the first customer is not an easy task but there are lots of lessons that can come out of it. Sangram shares his experience to sell to the first customer of Terminus and you don’t want to miss what he did when the customer asked for the price!
22: The 5 Factors of Success in Entrepreneurial Leadership w/ Godard Abel
Jan 30, 2018 • 16 min
In this one we talk to Godard Abel, Co-founder and Executive Chairman at G2 Crowd and CEO at SteelBrick before he sold it to Salesforce, about how there are many different factors in determining the success or failure of a leader or business.
21: The Big 5 Metrics for Account-Based Marketing w/ Jon Miller
Jan 29, 2018 • 32 min
Jon Miller, CEO of Engagio, shares the big 5 metrics for account-based marketing.
20: Customer Experience is Everyone’s Responsibility w/ Sue Duris
Jan 26, 2018 • 12 min
Sue Duris, Director of Marketing and Customer Experience at M4 Communications, wrote about three things C-suite Execs must do in order to NOT be lying when they say “customer experience is everyone’s job.” We talk about those three things in…
19: How to Give Your SDRs Enough Time for Personal Connections w/ Todd McCormick and Peter Herbert
Jan 25, 2018 • 16 min
Don’t let your SDRs waste their time chasing 500 different accounts. In this one, Todd McCormick and Peter Herbert talk about how to give your SDRs time back in their day to make real, personal connections.
18: 3 Steps to Marketing Magic
Jan 24, 2018 • 15 min
There are three steps marketing teams are taking to humanize the B2B process, and they all involve creating better environments for positive work relationships.
17: Blockchain Marketing: From Customer to Investor w/ Travis Wright
Jan 23, 2018 • 21 min
In this episode Travis Wright, author of the book Digital Sense, talks about blockchain and the applications to us as marketers.
16: Insights From 10 Years of Inbound Marketing w/ Kipp Bodnar
Jan 22, 2018 • 28 min
Marketers aren’t trusted because more often than not, they don’t take time to develop relationships. Kipp Bodnar, CMO at HubSpot, has over 10 years of experience in the field with results to prove that taking the time to make real connections…
15: Direct Mail Is Alive and Kicking With Account-Based Marketing w/ Sudhir Kumar
Jan 19, 2018 • 11 min
How could something as low-tech as direct mail possibly be effective in the digital age? Sudhir Kumar, Marketing Director at BPI ROK, wrote a great article on the subject, and we took a lot away from it.
14: How to Hire Great Talent to Build your SDR Team w/ Lucas Ulloque
Jan 18, 2018 • 14 min
Hiring & Investing in great talent is crucial to building a successful SDR. Listen in to hear Lucas Ulloque, Director of Sales Development at Terminus, talk about four more crucial keys.
13: The Importance of Journaling
Jan 17, 2018 • 10 min
Sangram argues the benefit of journaling as a tool for self-reflection and the achievement of goals.
12: Why Same is Lame, and How to Create Word of Mouth w/ Jay Baer
Jan 16, 2018 • 19 min
In this one I interview Jay Baer, NYT Best Selling author, blogger, and founder of Convince and Convert, about his 25 years in digital marketing, how to create word of mouth, and why irrelevant content might be slowly destroying your brand.
11: My ABM Journey: Don’t Make The Mistakes I Did w/ Jeff Soriano
Jan 15, 2018 • 24 min
In this talk, Jeff Soriano discusses why successful ABM is about changing your mind.
10: Two Mistakes Management Makes with Sales Development
Jan 12, 2018 • 10 min
I see it constantly. Well-meaning management teams making critical mistakes with their sales development. What are those mistakes? Our friend Joe Toste, Enterprise Account Executive at Mokriya, wrote about two of them, and we share them here.
9: How to Get #OneTeam Buy-In
Jan 11, 2018 • 11 min
How do you get total #OneTeam buy in from the entire organization?
8: Are You a Manager or a Leader? 5 Areas to Examine w/ Sangram Vajre
Jan 10, 2018 • 14 min
Are you a manager or a leader? These five assessments will tell you.
7: Develop Your 6th Sense on Why Some Companies Succeed w/ Kelly Ford
Jan 9, 2018 • 12 min
All around we see a variety of companies thriving and others who are struggling. The secret to why companies succeed can be achieved when market, product and execution are in balance. Kelly Ford, CMO of Edison Partners joined us to provide her 6th…
6: 8 Keys for Integrating ABM with Your Sales Team’s Existing Target Account Programs w/ Matt Heinz
Jan 8, 2018 • 25 min
The secret to achieving your revenue goal is right down the hall from you. And no, you don’t need to change very much. In a past talk, Matt Heinz presented eight keys to integrate account-based marketing with your sales team’s existing target…
5: Got Churn? 8 Questions Your Organization Should Be Asking Itself
Jan 5, 2018 • 8 min
Would you trust your customers with your life? On the flip side of the same coin, customers need to trust you with theirs, if they’re sticking around long term. In this episode, we talk about an article that Kelly Ford wrote for the #FlipMyFunnel blog.
4: The 3 Keys to Creating a #OneTeam Culture
Jan 4, 2018 • 9 min
In this episode, Sangram talks with Terminus’ Chief Revenue Officer (Todd McCormick) and VP of Marketing (Peter Herbert) about creating a #OneTeam culture.
3: Sangram’s WHY
Jan 3, 2018 • 13 min
Your why is the thing that keeps you oriented towards what really matters in life. What’s your why?
2: Want Success in Business? Follow These 4 Steps w/ David Cancel
Jan 2, 2018 • 20 min
One-time success in business means nothing. To really “make it,” you’ve got to learn how to find that same amazing result again and again. And again. In this episode I interview David Cancel, CEO of Drift, who shared some insights with me on the…
1: What to Expect From This Podcast in 2018
Jan 1, 2018 • 5 min
There’s a giant change coming to The #FlipMyFunnel Podcast in 2018. In this episode, we tell you what it is.