#flipmyfunnel Podcast

Elle Woulfe, VP of Marketing at LookBookHQ, discusses how ABM holds on to a marketer’s most precious commodity—buyers’ attention.

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.

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.

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.

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 scale content marketing for an ABM strategy.

What if the most exciting part of your day was being marketed to? It’s not as crazy as it sounds. Tyler Lessard, CMO of Vidyard, spoke at a #FlipMyFunnel event about how to make your accounts love the fact that you’re targeting them. He tells the story of how Vidyard's first ABM efforts flopped—until they discovered a simple, amazing way to customize their targeting.

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 Mark Organ, co-founder and CEO of Influitive. A serial category creator, he knows that advocate marketing is one powerful tool that, if used correctly, can explode a company’s growth.

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 Sangram's immigrant journey.

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 Officer at Terminus, about the history of lead scoring—and why it’s not really necessary anymore.

What if moving on from your current organization was the best career move you could possibly make?

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 how we, as marketers, need to focus on which “galaxies” are most opportune for us… ...and which “solar systems” we’re most capable of reaching.

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 winning company.

Sangram discusses how Terminus used innovative marketing techniques to advertise their new partnership with LinkedIn.

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 of Terminus joined Sangram on this one to talk about a day in the life of an SDR.

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.

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 also why Qui-Gon Jinn from Star Wars was actually talking about ABM in one of his famous speeches!

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.

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.

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 do you compete? Secondly, how do you differentiate? And lastly, can you transform your product into a platform? Using these three questions as a guide, a successful strategy can be created to align and propel a company forward in its industry.

AI is more than just predictive marketing or marketing automation because it helps you see patterns that would otherwise be invisible.