Sinopsis

The #FlipMyFunnel Podcast is a daily podcast hosted by entrepreneur, CMO, and founder of the #FlipMyFunnel movement, Sangram Vajre. On this show, youll find a mix of interviews with sales and marketing experts, keynotes from #FlipMyFunnel events, conversations about staying aligned across an entire organization, fundamental leadership principles, and commentary on great content thats been published on the #FlipMyFunnel blog. Ultimately, this podcast is dedicated to helping B2B marketing, sales, and customer success professionals become masters of their craft. Each episode features topics like: leadership, sales and marketing alignment, account-based marketing (ABM), content marketing, marketing technology (MarTech), B2B marketing, B2B sales, customer success, strategic partnerships, agile marketing, buyer personas, content creation and promotion, social media and more.

Episodios

  • 591. Readying Your Tech Stack for ABM Success

    591. Readying Your Tech Stack for ABM Success

    21/04/2020 Duración: 35min

    Are you one of those people who just has to have the latest smartphone, even if the one you own is working just fine?  Do you preorder it before you even read the specs only to find out 6 months later you didn’t use a single new feature?  It’s okay; no judgments here... With a smartphone, it’s probably not a big deal. But before you rush out to spend infinitely more on a shiny new tech stack for a transition into ABM, you probably should know what — and, more importantly, why — you’re buying. Don’t worry, our latest #TakeoverTuesday episode of #FlipMyFunnel is going to help you figure it all out.   Guest host Steve Watt speaks with David Chirakal, Senior Director, Marketing Technology & Operations at Quarry, about what you need to think about as you ready your tech stack for ABM success. ------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 590. What It Takes to Become a Vision-Driven Leader

    590. What It Takes to Become a Vision-Driven Leader

    20/04/2020 Duración: 24min

    At what point in life did you realize you really needed to start writing things down?  We all eventually need to keep track of things, otherwise, they slip through the cracks. Writing the little things down helps. What we schedule happens. So why don’t we do that with the big things, too? Our dreams, our goals — our vision.  Our guest today, Michael Hyatt, CEO of Michael Hyatt & Company and New York Times bestselling author of “The Vision-Driven Leader,” says we should.  His book covers all the ways we can shape ourselves into vision-driven leaders. And the first step to accomplishing that vision? Writing it down. In the present tense.

  • 589. How To Humanize B2B

    589. How To Humanize B2B

    17/04/2020 Duración: 18min

    Vulnerability is not a weakness, as you may have been told. Vulnerability and self-awareness are actually keys to great leadership, especially in marketing, where a primary function is connection with people. Getting to the heart of the matter -- a path far too many shy away from. But Not Andrea Neiman. Andrea joined me on the #FlipMyFunnel podcast to tell about how vulnerability and self-awareness are powerful tools in marketing. Andrea is the Senior Manager of Marketing at NetLine Corporation, and has been a Product and/or Channel Marketing Manager at various companies, including Adobe, Logitech ,and others. She came on the show to help us humanize B2B. --------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 588. Insights From the State of ABM Survey

    588. Insights From the State of ABM Survey

    16/04/2020 Duración: 50min

    A few years ago now, we joined with Heinz Marketing to release our annual State of ABM Survey Report.  The report is based on a survey with 470 companies, and their best practices and biggest struggles with ABM, along with the results they’re seeing. A few years ago, our CMO, Derek Slayton, joined with Matt Heinz and hosted a free webinar on the most critical insights from that report. We brought you the entire webinar right here. (Oh, and for a free copy of the full 2018 State of ABM Report, click here.) ----- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 587. The Creative Curve

    587. The Creative Curve

    16/04/2020 Duración: 25min

    According to my friend Allen Gannett, the CEO of TrackMaven, and one of the keynote speakers at the very first #FlipMyFunnel conference, anybody can be a genius.  Allen has written a book called The Creative Curve, in which he explores the myth that we are born creative, and how you too can be a creative genius. All it takes is a lot of hard work, a little luck, and what Allen calls “The 4 Laws of the Creative Curve.”  ------ Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 586. Where ABM and Demand-Gen Meet

    586. Where ABM and Demand-Gen Meet

    14/04/2020 Duración: 28min

    When you buy a new suit, do you throw out all your old suits?  Unless they’re all riddled with holes and covered in stains, why would you? They still work. And the same applies when adopting an ABM strategy: Your demand-gen still works, so why throw it out? On today’s #TakeoverTuesday episode, special host Steve Watt speaks with guest Bob Peterson, VP of ABM for SiriusDecisions, fresh off the stage at B2BMX where he spoke about the power of the demand spectrum. The idea behind the demand spectrum is to marry ABM strategies with your existing demand-gen strategies and striking a balance to get the best of both worlds. --------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 585. The 3 Things Millennials Want From Leaders

    585. The 3 Things Millennials Want From Leaders

    13/04/2020 Duración: 28min

    Are you struggling to manage your millennial talent?  Millennials are the largest section of the workforce now. Yet, somehow, a lot of leaders seem to think they’re unmanageable. But that’s a myth.  Millennials aren’t the problem. They expose the problem.  That’s the mantra of our guest today, Chris Tuff, author of “The Millennial Whisperer,” a practical guide for how to work with and motivate millennials.  His book is a great read. It’s packed with useful tips on working with millennials and also debunks many of the stigmas clinging to the world’s largest generational cohort. --------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 584. The AMO You Need for Success on LinkedIn Ads

    584. The AMO You Need for Success on LinkedIn Ads

    10/04/2020 Duración: 16min

    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”: Audience, Message, Offer. -------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 583. Sales 3.0: How to Survive and Thrive in the New Landscape

    583. Sales 3.0: How to Survive and Thrive in the New Landscape

    10/04/2020 Duración: 18min

    Sales 3.0 has arrived and could be about to destroy your sales job. When account-based marketing and sales enablement platforms meet artificial intelligence, the salesperson needs to add more value than merely taking the customer’s order. Just as McDonald’s is striving to replace human cashiers with self-order kiosks, Sales 3.0 will eliminate any sales position that doesn’t help the end customer with their business. To prepare for this future, listen to today’s throwback episode of the Flip My Funnel podcast. We spoke with Barbara Weaver Smith, Founder and CEO The Whale Hunters. ------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 582. Creating Video Content: 4 Reasons Youve Probably Never Considered

    582. Creating Video Content: 4 Reasons You've Probably Never Considered

    08/04/2020 Duración: 25min

    Most of the crazy community in #ABM believes passionately in the problems we solve and the value we deliver. We love what we’re doing, and we’re excited to share because we know we can solve our customers’ pain points. Maybe it’s time we became more familiar with a method of communication that delivers the excitement we have about the product we represent. Let’s dive a little deeper into personalized video content. I brought in a pro from BombBomb, where fun is literally one of their core values, and personalized video is their core product. Also, “fun” isn’t just some back-of-house mantra slapped on a “why you should work here page” … fun is woven into the fabric of the entire company, all the way through to the VP of Marketing, Ethan Beute.  Check out his goal on the first line of his LinkedIn profile: “To wake up every day excited to make things.”  Videos are one of Ethan’s main creations. I had to have him on #FlipMyFunnel to share what he’s learned from making over 7,000 videos.  ------- Join Sangram's "

  • 581. Exclusivity for All: How to Leverage ABM to Treat Everyone Like VIPs

    581. Exclusivity for All: How to Leverage ABM to Treat Everyone Like VIPs

    07/04/2020 Duración: 40min

    Have you ever been to one of those delis with the signed pictures of celebrities all over the wall? Maybe they had a sandwich named after the most prestigious A-lister to dine there? Those delis would have trouble surviving if they only catered to celebrities, right? But you certainly don’t get a sandwich named after you for a visit. Well, one of the beauties of ABM is it can be used to treat everyone you do business with — big or small — like a sandwich-worthy VIP.  On today’s #FlipMyFunnel, special guest host Steve Watt catches up with Eric Martin, VP of Account-Based Marketing at SAP, to find out how a giant like SAP is extending their brand of exclusivity to smaller companies.  This #TakeoverTuesday post is based on a podcast with special host Steve Watt and guest Eric Martin. If you’d like to listen to the full episode, you can check it out here. ------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, a

  • 580. How to Think Like Bezos and Grow Like Amazon

    580. How to Think Like Bezos and Grow Like Amazon

    06/04/2020 Duración: 31min

    How well do you know your customer experience?  Have any of your friends, family, neighbors, enemies or old middle school teachers ever tried to buy your product? Where were the sticking points? If you don’t know, you should. If you want to be as successful as Amazon, you need a frictionless customer experience. So says Steve Anderson, Author of “The Bezos Letters,” who came on the show today to go some of the 14 principles for Amazon’s success he uncovered going through Bezos’ letters to shareholders. -------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 578. Engagement: Marketing 2.0

    578. Engagement: Marketing 2.0

    03/04/2020 Duración: 31min

    These days answering a call from a number you don’t recognize seems as outdated as driving without a seatbelt.  It would be just as reckless to not send it to voicemail: At worst, it’s a scammer. At best, it’s an unsolicited sales call.  But if it’s the latter and you somehow forget what year it is and actually answer the call, the person on the other end better show you they know you.  If they don’t, their marketing philosophy is another relic of a bygone era.  That’s some of the marketing wisdom Jill Rowley shared when she came on the podcast.  Jill was Chief Growth Officer at Marketo at the time, but these days, Jill sits on the Board of Directors at Affinio and is an advisor to LoopVOC and Stage 2 Capital. Jill shared tons of meaty MarTech tips and some personal stories about her life, career and some pushy sellers who knew next to nothing about her.  ------------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow persona

  • 577. 5 Ways You Know You Are A One Night Stand Marketer

    577. 5 Ways You Know You Are A One Night Stand Marketer

    01/04/2020 Duración: 24min

    Marketers love trying to close the deal after the first meeting, and oftentimes, they're more focused on conversions than conversations. This is what we call a one night stand marketer.  ------ Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 576. Evangelism: The Purest Form of Sales

    576. Evangelism: The Purest Form of Sales

    31/03/2020 Duración: 22min

    On today's episode, we sat down with Guy Kawasaki, one of the OG Chief Evangelists (and arguably the most notable). Guy was Chief Evangelist at Apple, and is currently a Chief Evangelist for Canva as well as a Brand Ambassador for Mercedes-Benz. Guy talked to us today about how to think of evangelism as the purest form of sales.  We also talked with Guy about what makes a great evangelist, how education broadens your perspective, and why you should have high standards.  ---------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 575. How to Manage Your Energy Clock

    575. How to Manage Your Energy Clock

    30/03/2020 Duración: 24min

    For most of my career, I didn’t block out times on my calendar. I thought being the best servant leader I could be meant my time was my team’s time.  Then a couple of years ago, I went into a meeting as drained as I could be. And it was infectious — I could feel the whole leadership team’s energy levels just dissipate.  By not managing my energy, all I did was suck all the energy out of the room. At that point, I promised myself I wouldn’t show up like that again.  Being a leader means managing your energy.  And… I get it. Sometimes it’s hard to do. Luckily, Molly Fletcher came on the show with some amazing tips on how we can better manage our energy. Molly took lessons learned about energy management throughout her long career as a sports agent and, later, CEO of The Molly Fletcher Company and turned them into the awesome new book The Energy Clock.  --------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, an

  • 574. Why Self Reflection Is Important in Your Career

    574. Why Self Reflection Is Important in Your Career

    27/03/2020 Duración: 18min

    Our #WomenInMartech community is constantly growing and evolving and we are honored to celebrate them every chance we get. The game changer for this month is Munchbach, VP of Marketing at BlueConic. Cory is truly paving the pathway for successful women in business! In the interview we discuss how the martech industry is shifting, leadership style and philosophy, being a woman in the workplace, and more. ---------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 573. How Do You Earn the Right to Do Business with Your Prospects?

    573. How Do You Earn the Right to Do Business with Your Prospects?

    26/03/2020 Duración: 19min

    Think always of your prospect’s challenges, not your solution. If you want to see a company that’s learned how to put their prospects’ challenges first, listen to today’s episode of the Flip My Funnel podcast. We spoke with Michael McCunney, Vice President, Marketing at Revenue Analytics.  Michael and I talked about why marketers need to speak their prospect’s pain and sometimes tell them no. ----------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

  • 572. How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles

    572. How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles

    25/03/2020 Duración: 19min

    Stop selling as if you’re a perfect 5.0. Products with a 4.2 - 4.5 out of 5 star review sell better than those with a perfect 5.0. Why? Because vulnerability fosters trust. A product with a perfect review sounds like a salesperson’s dream, but modern consumers are wary of products that sound too good to be true (because they almost always are!), assuming an authenticity and transparency from a slightly lower rating. We recently had the chance to sit down with Todd Caponi, author and sales researcher, whose passion and curiosity about sales growth has led him to dig deep into the neuroscience behind this vulnerability “phenomenon”. During our chat, Todd explained why being upfront about your products’ vulnerabilities can not only earn the trust and business of potential customers, but can shorten your sales cycles. ---------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on Linked

  • 571. The Keys to Becoming A Great Evangelist

    571. The Keys to Becoming A Great Evangelist

    24/03/2020 Duración: 20min

    As you know, on Tuesdays we have been doing our Takeover series. For this series, Ethan Beute has been hosting awesome interviews, all focused on this idea of evangelism.  Well, for today’s episode of the Flip My Funnel podcast, we thought we’d shake things up a bit. Our guest's host today is... me, Sangram. That’s right. Today, I’m a guest on my own podcast! On today’s show, Ethan and I talked about what makes a great evangelist.  -------------------------- Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

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