#flipmyfunnel Podcast

On this episode, Daniel Englebretson, Head of ABM at Phononic, breaks down his journey from lead generation, to demand generation, to integrated marketing, to #ABM.   This is based on an exclusive session from the 2019 B2B Sales & Marketing Exchange    What we talked about: Evolution of measurement of marketing success Lead generation Demand generation Integrated marketing ABM 1.0 ABM 2.0   Checkout these resources we mentioned during the podcast: the 2019 B2B Sales & Marketing Exchange Daniel Englebretson’s LinkedIn Phononic’s Website   Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book.   This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

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.”   You need to see where this quote has taken me as it weaves in and out of the choices I’ve made in my life.   On paper, two of these choices were dumb, idiotic and very risky. Did they pay off?   Listen to the podcast and decide if this approach will work for you too.   Try it and let me know your results.

We're replaying the top Monday episodes of all time! Coming in at #2 with 1,076 downloads is a throwback to episode 166, where we discuss building an account-based marketing playbook. Julia Stead, head of marketing at Invoca, Bassem Hamdy, CEO of Brickschain, and Avi Bhatnagar, senior director at OPSWAT, joined us at the Revenue Summit in 2017 to share their knowledge on the topic of ABM.

It’s a little unbelievable that 18-year-olds are asked to choose a career path.    Whether it be joining the workforce or picking a college major, it’s a ton of responsibility to put in the hands of, well, a teenager.   It’s no wonder that sometimes we get it wrong.   On this #TakeOverTuesday, Noah Omri Levin, host of the Digital Marketing Life podcast, talks with Jennifer Joy Walker, author of Full Color Living and the forthcoming Full Color Work. Jennifer shares the key takeaways from her new book, including how to find a career you love as an adult.   In this episode, Noah and Jennifer discuss:   Exploring professional strengths and interests as an adult What organizations can do to offer a positive work environment Finding a career in which you thrive How to tell if the problem is your job or something else   To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

Co-hosted by both Sangram and James Carbary, this episode tackles “big rocks, rolling thunder, and small wins.” Sangram shares his secrets what it takes to continually motivate your team with the right amount of challenge, tempered by celebrating milestones along the way.   Sangram pulled out some lessons from NFL player Reggie Rivers as well and shared what he’s learned about comparing your business environment to an athletic event. Don’t miss this second take on forcing function, and how it creates the team mentality that delivers results.   (If you missed the first episode on forcing functions you can find it here.)   This was a power-packed episode, so let’s dive into Sangram’s three ways you as a leader can motivate yourself and your team.

Have you ever wondered how your marketing strategy ballooned to something that is too complex and not tightly intertwined?    Today, we’re bringing you a recap from one of the exclusive sessions at the 2019 B2B Sales & Marketing Exchange.    In this session, Jeremy Middleton, Senior Director of Digital Marketing & Revenue Operations at Pramata, shared how his company took a step back to review how they built out, and refined, their ABM program. Jeremy reviews what they did and how they used a data-based approach to simplify their model, which increased efficiency, pipeline and deal speed, while unifying all data and decreasing spend.

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 are dreamers. -Without good leaders, we wouldn’t know where we’re going.   Andy Stanley, one of the best communicators of our time, defined a high-performance team like this: High-performance teams are comprised of people with extraordinary clarity around the what, why, and how along with a predisposition towards execution.

The role of chief marketing officer (CMO) is incredibly important.  It’s also often misunderstood.  What does it look like to be a modern CMO? It looks like knowing your brand, embracing creativity, utilizing data, having a great attitude, and empowering others.  And it’s certainly not easy.  But it’s worth it.  On today's throwback episode of #FlipMyFunnel, Alex Gobbi and Kira Mondrus, both CMOs of highly respected companies, share their expertise on how to embrace the role of chief marketing officer in the modern business world. 

It can be easy to default to chasing the next taste of happiness.   Yet, why look for the next best thing when there are opportunities to harness joy everywhere you look.   I get the chance to share my reasoning for running toward joy with Rob Roseman, the host of the Dad The Best I Can show, on the latest #TakeOverTuesday.   Plus, we talk about:   Raising strong daughters and respectful sons Learning from our parents Teaching kids (and ourselves) to be thankful The value in reading as a family   Resources mentioned in this episode:   Seeking Wisdom Podcast Building a StoryBrand with Donald Miller Diary of a Wimpy Kid   To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

It’s not often that you hear a concept that totally blows you away.   In this week's throwback episode, I share a conversation I had not too long ago with my co-host and podcast producer, James Carbary, Founder of Sweet Fish Media. He told me about how he’s building an “unscalable culture.”    "I think so many leaders think about culture in terms of what they can do for everyone in their organization,” said James. “We think about having a stocked fridge, company picnics, a pool table in the center of the room, things that everyone in the organization can benefit from. I'm not vilifying that at all, but I think that it would be much more powerful if we as leaders started to create unforgettable experiences for individuals on our teams.”

In 2008, Dale Dupree found himself heading back home to help out at the family business.   He never would have guessed that selling copiers would lay the foundation of his wildly successful career in B2B sales.   Now, as the founder of The Sales Rebellion, Dale shares his and his father’s incredible story of triumph over tribulation and the importance of prioritizing relationships over transactions.   Live from B2BSMX, Dale speaks to:   Why you should be open to exploring your territory Leading with compassion Building unbreakable bonds with your customers Creating momentum through hope   To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

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 advice are not about doing the things themselves. Instead, the underlying truth is when you’re stuck, you should break your routine and try something new.

Daniel Pink’s “To Sell is Human” is groundbreaking. In this throwback episode, Sangram breaks down five of the key lessons he’s learned from reading Pink’s book.

After over 100 reviews, Acceleration Partners has a 100% approval rating on Glassdoor. And not just the company, but also the leadership. We wanted to find out why, so we went straight to the CEO, Bob Glazer.  In this episode we discuss: How Bob defines performance Why the worst thing an employee can do is “quit and stay” at a company The importance of transparency with employees How to have “mindful transitions” with your employees Checkout these resources we mentioned during the podcast: LinkedIn post from Bob: The Most Toxic Employees at Your Company Aren’t the Ones Who Quit  Bob’s Mindful Transitions TED Talk Bob’s CEO award from Glassdoor Book mentioned: Extreme Ownership, by Jocko WIllink Friday Forward — Bob’s weekly newsletter Elevate — upcoming book by Bob This post is based on a podcast with Bob Glazer. If you’d like to listen to the full episode, you can check it out on Apple Podcasts, Spotify, or here.

Starting a B2B business with your life partner is bound to create some interesting company culture. One couple who’s crushing it at B2B business and company culture is the founders of Mojo Media Labs, Nikole Rose (President/COO) and Michael Rose (CEO).  In the first episode of this four-part series, Culture Eats ABM for Breakfast, Nikole and Michael give us the lowdown on the ups and downs of building a great company culture. They cover: Realizing your company culture is crumbling Establishing core values Finding a team that supports your values Resources mentioned in this episode include: Net Promoter Score The People Analyzer To listen to this episode and many more like it, subscribe to #FlipMyFunnel on Apple Podcasts. Or, listen via our website.

It can feel like an eternal struggle to harmonize sales and marketing. That’s why we asked a couple of industry titans about their take on sales and marketing alignment. Jillian Gartner, Director of Account-Based Marketing at Thomson Reuters Jake Dunlap, CEO of Skaled In this episode, we cover: Finding alignment organically Practical tips to get marketing and sales on the same page Tailoring ABM outreach To listen to this episode and more like it, subscribe to #FlipMyFunnel on Apple podcasts or listen on our website.

Today, we’re continuing our series on enterprise ABM, where we're digging deep into what account-based marketing looks like in some really large, complex, distributed organizations. Over the course of the series, we've had some fantastic conversations with some really interesting sales and marketing leaders in these large organizations. So, today, we’re excited to welcome our guest, Nick Panayi from DXC Technology. Here’s what we talked about: Why you can’t solve ABM with a tool Why marketers need to be embedded with sales...just like journalists are embedded with troops in a war zone Why every marketing tactic can be tailored for ABM And why you might want to consider ungating your content

Aretha Franklin had it right. R-E-S-P-E-C-T 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, but the most important lessons in life most often come from those that everybody respects, but not everybody seems to like.  Steve Jobs. Elon Musk. Jeff Bezos.  Pleasing others is easy, but respect is difficult.  What kind of leader do you want to be? One that is respected? Or one that is liked?

We recently launched a webinar series through Terminus titled “Make a Splash With ABM This Summer.” In part two of the series, we invited Justin Keller, VP of Marketing at Sigstr, and Samantha Stone, Founder and CMO of the Marketing Advisory Network, to join us for a discussion about the best strategies for engaging the buying committees in your target accounts.  So, on this episode of the #FlipMyFunnel podcast, we’re sharing that discussion with you, too. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?

The script has flipped. Embracing the competition? Aren’t we supposed to hate each other? Not according to #FlipMyFunnel founder and host, our very own Sangram Vajre. He emphasizes the power of bringing competitors together to cultivate growth.  FMF guest-host John Rougeux swaps spots with Sangram in this topsy-turvy #TakeoverTuesday episode. We learn about category creation versus category leadership, the advantage in building a community, having passion for the problem instead of the product, and more. John Rougeux is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets. Call me crazy but here's what I am doing - Text ABMisB2B to 33777 to receive a copy of Sangram's newest book. This is gift to YOU as a listener for a limited time! All I ask is for a review of the book on Amazon when you are done reading. Deal?