#flipmyfunnel Podcast

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.

In this one, Sangram interviews Kenny Goldman and Derek Grant about how to make an impact no matter your role, experience level, or title. 

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.

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.

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.

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 currently serves as the President of WOMEN Sales Pros, and as the CEO of Score More Sales. Her experience working directly in sales, as well as her decade and a half experience strategizing with B2B companies in their pursuit of shoring up higher sales volumes, has given her some perspective on how to attract women to your sales team. She comes on our show today to give us her advice. Check out more sessions like Lori's at the #FlipMyFunnel Conference on August 8th in Boston: https://flipmyfunnel.com/2018-flipmyfunnel-conference/ (Use promo code PODCAST for a discount on tickets!)

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, meeting.

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.

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.

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 ads here: https://flipmyfunnel.com/the-ammo-you-need-for-success-on-linkedin-ads/

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 Bobowski, SVP of Marketing at BrightEdge, has plenty of experience in this area. He is a leader in development of go-to-market strategy and has tried-and-true B2B strategies that work. In this one, he shares about his belief in account based marketing, and why this works. Check out more sessions like Kevin's at the #FlipMyFunnel Conference on August 8th in Boston: https://flipmyfunnel.com/2018-flipmyfunnel-conference/ (Use promo code PODCAST for a discount on tickets!)

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.

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 a simple way to start setting your priorities straight. It’s as easy as saying “No.”

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 in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.  Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

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

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 influencer manager for Everstring (now, Sr. Demand Gen Manager at SaaStr) gave #FlipMyFunnel four steps to fall in love with account-based solutions. Using these steps, Amelia moved her company from generic ad targeting to account-based management. In one month, that change resulted in a fivefold increase in Everstring's number of leads from Twitter. According to Amelia, account based social management is an added touchpoint to a campaign.  Connect with Amelia on Twitter: @miadia Check out more sessions like Amelia's at the #FlipMyFunnel Conference on August 8th in Boston: https://flipmyfunnel.com/2018-flipmyfunnel-conference/ (Use promo code PODCAST for a discount on tickets!)

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 that have changed the way sales is done? 3) What are the best leadership traits for salespeople?

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 they have amazing returns. Not only does Peter give these away, he gives us a specific plan of attack. On this episode, you’ll get an inside peak from the minds of one of the executive greats. We tell you his plan on how to ask the right questions, communicate effectively with your team, and maximize your productivity.

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 Retention Operations at Terminus—on the #FlipMyFunnel podcast to dish out some advice in keeping that balance between happiness and success.   P.S. If you're interested in going to the 2018 #FlipMyFunnel Conference in Boston, use the promo code: ONETEAM to get discounts on your tickets.  Link to check out the conference and tickets and all that jazz: https://flipmyfunnel.com/2018-flipmyfunnel-conference/

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 making the customer journey more specific. When we send out newsletters and continuously send them monthly or quarterly there may be a low response ratio, but we found that it generates 20% net new additions to the database. When a customer sends back an automatic response we can take that information to gain more insight in the future prospect. It can give us a much higher connect ratio, a much more engaged conversation, it will enhance the list of people we have, and update further information about them (i.e ask about their vacation, how they are feeling after being sick out of office, etc.).