#flipmyfunnel Podcast

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 his life’s story from entrepreneur and TEDx speaker, to loneliness from everyone (including his family), to redefining success and writing The UnAmerican Dream.

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: aromatherapy, massage therapy, drinking therapy . . . whatever it takes.  Don’t worry: Pam Didner is here to help.  Be sure to grab tickets for the B2B Sales & Marketing Exchange in August.

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 our brains go "squirrel!" We run around from idea to idea, and it can drive everyone around us crazy. Our heads are constantly exploding with ideas that all sound good! (Until we hear another one pop in our heads!) Sound familiar? On this #OneBigIdea episode, Sangram discusses why we have to say no to small things, so we can say yes to that one big thing we are trying to accomplish.

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 sure anyone can live up to expectations, but we know one CMO who gets pretty close! Meet Meagen Eisenberg, CMO at TripActions. She came on our #FlipMyFunnel podcast to share all about the role of a modern CMO. Here’s what we’re unpacking today: The incredibly vast challenges of being a CMO Why building relationships with every other department is vital to a CMO’s role How to prioritize your resources as a marketing leader Getting promoted to marketing leadership What to look for, and how to hire, a marketing team

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 to work with sales.  If you’re looking for tactical ways to increase your alignment with sales, then you’re in luck. On this episode of the #FlipMyFunnel podcast, David Tam, Director of Marketing at OneLogin, talked about living out alignment on a daily basis.

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!

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 do that? That's the challenge. 00 At B2BMX, Shahid Javed, Director of Enterprise Marketing at Hughes Network Systems, shared the three step process he followed to successfully achieve sales and marketing alignment in his organization. His three steps will help drive sales and marketing alignment in 60 days or less.

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, but you’d be surprised to know that not a single person (besides Sangram as the host) at Terminus is involved in producing the show… ever.  That’s because success comes from being resourceful, not from having more resources.  Today’s big question is: what are your resources, the people you hire, doing for you?    If you want to be strategic, if you want to do BIG things, you have to find a way to allocate your current resources to specific initiatives, ideas, programs, campaigns, etc. And everything else, all the mundane things, hire an agency, a contractor, someone who is part-time or even an intern to do it!    You have to start becoming more resourceful as opposed to being constrained by your resources.

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 company and a person that I had never heard of before. But as soon as I learned a little bit more, I realized this person would be an incredible guest to have on the #FlipMyFunnel podcast.  So, invited Rick Smith to join me on this episode of the show. Rick is Founder and CEO at Axon, formerly TASER. What began as a company run out of Rick’s garage has become a publicly traded company that has saved over 100,000 people's lives. Rick has also authored the book, The End of Killing. In this episode Rick talked about his startup story, the challenges he overcame along the way, and a practical step you can take to work through your own entrepreneurial challenges.

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 operational.  So, how can you tighten up the operations behind your ABM program to make it run more successfully? Leah Allan, Vice President of Marketing at Model N, came on this episode of the #FlipMyFunnel podcast to give us some pointers on the matter.

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 #accountbased organization? Join the FlipMyFunnel Community group for more information, a pre-order link, and exciting giveaways: https://lnkd.in/e63TC4J

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 that. Especially when it comes to getting his sales team to buy into trying something totally new and different: ABM. On today’s episode, we unpack challenges you might face when starting ABM, overcoming the fear of trying something new, getting buy in from your sales team, why ABM isn’t for marketers, and so much more.  Finally, Marty will challenge you to think of ABM differently than how you probably have been thinking about it. Because it’s a lot simpler than you think. 

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, sooner or later you're going to be climbing another mountain because there’s always another one to climb right around the corner. There are more mountains in your future, more than you can even see right now.  But the important thing to remember is that it's not about the number of mountains you climb. What matters is the legacy you leave behind on those journeys, who goes with you on those journeys, and celebrating every win on those journeys. I learned this the hard way. That’s why today I have two challenges for you that will encourage you to develop two of the best qualities you can have no matter the industry you work in: patience and a great attitude.

  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 changed in the 100+ years it's been around. But for a lot of organizations, they’re still looking at the funnel in the same tired way.  Shove as much as you can in the top and hope that you get some good stuff at the bottom.  Tiffani Bova, Customer Growth and Innovation Evangelist at Salesforce, was on the show recently to talk about her new book GrowthIQ, and why she can’t stand the funnel in the first place. ----- P.S. -  We've released a book!  Check it out: ABM is B2B. And the best part, profits benefit New Story Charity!

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 Spigit, is here to explain today--how to really understand what the data is telling you and how to convert that into sales.

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 #accountbased organization? Join the FlipMyFunnel Community group for more information, a pre-order link, and exciting giveaways: https://lnkd.in/e63TC4J

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 of the movie is all about finding leads. Back then, marketing was a gut job. Today, marketing is a “whole other bag.” In this episode Dave Bruno, Marketing Director at Aptos, talks about how marketers today seem to measure everything—except maybe the most important metric of all.  Be sure to grab tickets to the upcoming B2B Sales and Marketing Exchange here.

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 episode, you’ll get my first 2 tips of 10 on how to reconnect with your loved ones on a deeper level. Yep, we’re going deep. We cover non-awkward conversation starters, meaning what you say, and more.

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 Transparency Sale author, keynote speaker, and Sales Melon LLC founder, Todd Caponi, gave us some crucial advice on excelling in any chosen niche. In this episode, we hit on transparency in sales, creating a clear position in the market, and more.

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 Growth, sat down for a  discussion about account-based models more with Account-Based Strategist and partner at Winning By Design, Shari Johnston. In this episode, we cover changes you need to make for an ABM, Women in Revenue, and more.