#flipmyfunnel Podcast

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 becoming the new normal. In light of that, your business cannot depend on solely switching to an account-based model. Your team needs to play to its strengths. Kelvin Gee, Senior Director of Modern Marketing Business Transformation at Oracle, shares with the audience at the B2B Sales & Marketing Exchange how he prepared his team to implement an account-based model. Interested in attending the upcoming B2B Sales & Marketing Exchange in August? Find tickets here.

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 one true revenue team. We’re seeing this whole category of revenue operations emerge. All with the purpose of  guiding revenue planning and execution around your go-to-market strategy. At the B2B Marketing Exchange conference four stellar speaks — Yun Fan, Karen Steele, Laura Patterson, and Jocelyn Brown — joined forces to talk us through what revenue ops means in their organizations. On today’s episode of the #FlipMyFunnel podcast, we’re sharing that discussion with you.

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 3rd and 4th 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.

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 operating her business out of a pimped-out Airstream. If that’s not living the dream, I don’t know what is. In this episode, we cover social entrepreneurship, living on the road, and more. 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?

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 pretty boss. In this episode - kicking off a new series of #TakeoverTuesday - we cover transitioning up, the definition of a high-performing marketing team, and more.

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 course. Co-author of the forthcoming Megadeals: How Multi-Billion Dollar Deals Are Done and What the Rest of Us Can Learn From It, Chris Engman, answers all of our billion-dollar questions about the biggest business transactions in the world. In the first episode of this two-part series, guest-host Steve Watt and Chris cover transparency in megadeals, risk mitigation, and more.

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 has been involved in both ends of the spectrum: category creation and building a better tool to serve an existing category. He gives FMF co-host John Rougeux the lowdown in the first of four #TakeoverTuesday episodes focused on category creation. *More about John Rougeux*John is the founder of Flag & Frontier, a marketing consultancy that helps B2B startups stand out in crowded markets.

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 an individual’s career, school, relationships, and yes, even pets, Sangram shows how we can shift our focus from temporary happiness to a feeling that can’t be taken away. 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?

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 comes to the big negotiations of the sports world, Molly Fletcher is a champion. A titan of sports marketing, Molly is also CEO of The Molly Fletcher Company and Game Changing Negotiation Training, an author, and a renowned keynote speaker. In this episode, we cover negotiation styles, key tools for negotiating, and more. 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?

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 Steele’s. Strangely enough, she’s now the CEO of Namely. Elisa was happy and successful as CMO, however, obviously had the CEO chops. #TakeoverTuesday host Katie Bullard asks Elisa how she made the transition from CMO to CEO and if she has any advice for others looking to do the same. In this episode, we cover team collaboration, brand authenticity, and more. 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?

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 mega-deal guru, fills us in on scaling his proven strategies down to mid-level sales.  In the second part of this two-part series, guest-host Steve Watt gets the lowdown on everything from researching key initiatives to B2B sales myths to generating waves of demand. 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?

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 WebPT, Heidi Jannenga. As a physical therapist, she saw the need for a more sophisticated method of documenting patient visits. Pen and paper was the protocol. In this #TakeoverTuesday episode, Heidi fills in FMF co-host John Rougeux on her story through category creation, gaining 40% of the market share, 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?  

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. “Passion trumps resume. Every day and twice on Sunday.” “Passion is something that can cut through fear and create love for who we are and what we do. It’s an important idea for anyone who’s in any kind of leadership role that requires cross-functional support or buy-in. It’s about making our customers heros in their own organization.” Listen to the Passion Trumps Resume podcast and find out what else makes Vajre and Terminus so successful. 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?  

We were born happy. Then what happened? When we were infants, all we needed was our basic needs met. Food. Sleep. Warmth. A dry diaper. We grew a little older and started seeing things other kids had. We started seeing advertisements telling us what would make us happy. Weren’t we already happy? Mo Gawdat, an IBM, Microsoft, and Google veteran, is the founder of #OneBillionHappy and author of Solve for Happy. He lent us some of his time to discuss the idea of happiness. In this episode, we cover the secret to happiness, humanity’s lack of awareness, and more. 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?  

There are several steadfast qualities that make a great leader. Are those traits inherent in a leader, or are they learned? The answer: both. FMF guest-host for #TakeoverTuesday, Katie Bullard, had the chance to discuss the qualities of a great leader with NAVEX Global’s CEO Bob Conlin. In this episode, we cover the top qualities of a great CEO, aligning with the long-term goals of your company, and more. 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?

We talk a lot about the ideology of ABM on the #FlipMyFunnel podcast. What we don’t always touch on is the methodology. How do you actually start targeting accounts? Better yet, how do you start targeting the right accounts? We get the pleasure to sit down with three B2B industry titans as they reveal their proven methods of targeting the right accounts: Hermi Ruiz, Account-Based Marketing Manager at Snowflake Derek Slayton, CMO at Terminus Daniel Englebretson, Director of Integrated Marketing at Phononic In this episode, we cover search intent analysis, testing new account groups, and more. 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 times, they are a-changin’. In the old days, you might have gotten away with promoting the best feature of your product, making a transaction, and sending the customer on their merry way. Try that today and you’ll go out of business. Why don’t consumers care as much about the product as they used to? FMF guest-host John Rougeux asks CEO of Drift and Entrepreneur-in-Residence at Harvard Business, David Cancel, what he thinks about the current SaaS market disruption. This #TakeoverTuesday explores effective branding, category design, 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?

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 struggle.  But struggle is so very important to create change. And with change, there are endless opportunities for growth - both personally and professionally. So my big challenge for all of you is to list the change that you know you must have, and have been making excuses for. Say it out loud. Find an accountability partner, and start working on it one day at a time. Start today! And then see yourself grow exponentially! You will smile at struggle because you know, right around the corner, growth is waiting for you. 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?  

If Tony Robbins asks to share the stage with someone, you want to hear what that individual has to say. Especially if it’s the guy who coined the modern usage of the term newsjacking. That’s right, we’re talking about David Meerman Scott, New York Times Best-selling author and speaker.  His speaking engagement have brought David all around the world. His 6-month best-seller “The New Rules of Marketing & PR” has been translated into 29 languages. He’s used his marketing prowess to accurately predict presidential elections.  Oh, yeah, and Tony Robbins says we should listen to him. So when the chance came to do a live podcast at the Inbound conference in Boston, we jumped on it. Hear what Tony has to say about newsjacking, being an agile seller, and marketing in today’s age. 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 readin

Bigger is not always better. Especially if you want to be CEO. Whether you’ve always had your mind set on being the leader or not, joining a small startup has numerous benefits for those interested in a variety of functions. FMF guest-host Katie Bullard sits down with Green Revolution Cooling CEO Peter Poulin to discuss the transition from functional to enterprise leader on this #TakeoverTuesday. In this episode, we cover everything from the advantages of joining a startup to finding more growth opportunities and more. 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?