#flipmyfunnel Podcast

Are you a manager or a leader? You don’t have to be one or the other. Neither is better. Leadership needs no title. But to be effective, you need to know where you are on the spectrum. These five assessments can help you figure out where you land. 1) Focus A manager’s job is to focus on the “now” and be obsessed with short-term plans. Leaders think long term—and they usually focus on only 3-5 priorities at a time. 2) Creativity Creativity isn’t about being a great graphic designer. For managers, creativity is overseeing what’s already in place. For leaders it’s going beyond what everyone else is thinking. Leaders create incredible partnerships that aren’t even on the radar of a manager. 3) Skillset Managers need to make sure they’re extremely effective with details. Leaders need to take a step back and look at the big picture. That means you’re no longer the smartest person in the room for solving specific problems. 4) Personal Qualities What gets you excited about every day? If it’s making sure things are ru

A few months ago, 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 months 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.)

When you exercise or start learning a new skill or a new language, there’s one major element that determines the outcome of that endeavor: Consistency. If you only work toward your goal once or twice a year, or every now and then, the action is random and it’s unlikely anything will come of it. It becomes a hobby you don’t really care about, rather than a goal you want to achieve. But if you work on it daily, weekly, or monthly, on whatever consistent schedule works for you, then you can create a massive impact. In this episode, we take a quick, concise look at how consistency creates massive outcomes.

Most people don't have their profit and loss statements sitting around the office blown up to a 4x6 foot size. But Nikole and Mike Rose do. The founders of Mojo Media Labs, Nikole and Mike are committed to a culture of trust and transparency. And they’re crushing it. On today’s episode of the Flip My Funnel podcast, Nikole and Mike talked about how they created a culture of open-book management in their business.

Marketing departments think in terms of accounts, not the humans in the target department of the target company. We need to start thinking about relationship-based marketing. That’s why for the next three Tuesdays of the Flip My Funnel podcast, Justin Keller, Vice President of Marketing at Sigstr. is taking over to talk about ABM for Humans.

Have you ever been super excited about change at work? Have you ever been confused, or frustrated, as to why not everyone is on the same page as you? Transition can be overwhelming. Simply announcing the launch of a new platform or core value isn’t going to cut it. That seems like common sense right? Right. But in practice, it’s not uncommon to want to move at a faster pace. Some people can feel ready from the get go. Others need to take time to process and understand what is expected before they are fully on board. What’s the best way to effectively communicate change so your team isn’t left frustrated and frantically trying to keep up? Glad you asked. Enter the 7x7 Framework.

We have a surprise for you: Instead of our host, Sangram, interviewing someone, he was actually interviewed for a webinar called the 4 Steps to ABM Success. Sangram, and the webinar hosts, David Guerra and Justin Kitagawa, discussed the 4-step ABM process called TEAM. And we brought you all the highlights right here. The webinar was hosted by David Guerra, the Technology Content Strategist for HG DATA and Justin Kitagawa, Sr. Director of Product Marketing & Operations at HG DATA.  

  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.

In a recent podcast I spoke with Duane Cummings, speaker, author, former CEO of Leadercast. and host of the Leadercast podcast. Here are just a few highlights of our discussion: Leaders make other people leaders. Communication is vitally important. Leadership is about serving. Use “wow!” instead of “how?” whenever you hear an idea. "What an opportunity" is another way to get people to think not solely about problems, but ways to solve them. Everybody wants to be valued. Create an environment that brings everybody together, no matter what level they are. Leaders are inclusive, they bring people into the fold to solve a problem. Leaders are empathetic. You cannot be a sensational leader unless you are amazingly self-aware.

Every month we’re pelted with 600,000 brand impressions. Does that make you feel exhausted? Me too. Sruthi Kumar works for Sendoso is the world’s first ever sending platform. Want to send a Brave’s jersey to a prospect who’s a big fan? They’ll help you do it. And they’ve had success helping SDRs and others break through the noise by creating real connections. Sruthi shared some great thoughts about how to break through the digital noise as a marketer. This is a #TakeoverTuesday episode, where we invite a guest host to come on the podcast and host. This week we had Justin Keller, the VP of Marketing at Sigstr.

What if the best career advice you could get came from a comic book? If you haven’t read Daniel Pink’s The Adventures of Johnny Bunko: The Last Career Guide You'll Ever Need, go pick it up right now, and instill these lessons into your life. There is no plan Focus on being the best at what you’re doing today. Think strengths not weakness Instead of focusing on what you’re not good at, focus on the things that you excel at doing. It's not about you It’s not about you, it’s about your customer. Persistence trumps talent If you give up at the first roadblock, you won't’ make it. Make excellent mistakes If you can’t be brave enough to make mistakes, you’ll never get where you want to go. Leave an imprint Change someone’s life by helping them learn. What are you doing to make yourself the best that you can be?

Ready for an account-based strategy treat? This week I'm so excited to have another #TakeoverTuesday guest but on Thursdays for the next few weeks with Steve Watt.  In this episode, he interviewed Kelvin Gee, Sr. Director of Modern Marketing Business Transformation. With a title like that, you know this interview is going to be packed with insights into revolutionary account-based strategy and tactics. Kelvin talks about accentuating your strengths, and hiding your weaknesses with your account-based strategy. (And, we even got him to share some of his tech stack secrets with us!)

Is it better to hire people 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 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 heroes in their own organization.”    

If you’re like most salespeople, you like to think of yourself as a Go-Getter. What if I told you, you’ve got it exactly the opposite?   You need to reverse the polarity of how you approach your entire sales process. How? By giving stuff away. I know this may sound insane, but I’ve just met the man who has totally convinced me. In a recent podcast, I spoke with Bob Burg, speaker, and author of the best-selling Go-Giver series of books. Burg believes that giving means constantly and consistently providing value to others. That's not only a pleasant way of conducting business, but it’s also the most financially profitable way of all. If you want the sale, place the customer's interest first because they're only buying for that reason.  

As it turns out, the size of your ABM program doesn’t really matter. Whether you’re a team of two or 1,000, the tactics of successful ABM are mostly the same. In today’s #TakeoverTuesday episode of the FlipMyFunnel podcast, Justin Keller interviewed Jess Engel, Demand Gen Manager at Sigstr, and Bre Gaul, ABM Manager at Snowflake. Here’s what you can expect to learn about: Two award-winning ABM programs of very different sizes The most important data for an ABM program How to do sales/marketing alignment right How the two programs have scaled in 18 months Tweetable ABM wisdom

Are you a one-night-stand marketer? Are you constantly trying to close the deal after only the first encounter? Here’s how you know I’m describing you: You Focus on Leads, Not Engagements When you use number of leads as a metric of success, you miss the point. Instead of spending your time chasing leads, ask yourself, “Are the RIGHT people getting engaged?” You Value Conversions Over Conversations Marketers love getting alerts every time someone fills out a form. But what happens next? Take every conversion, and turn it into a conversation. Ask For Registrations Over Focusing on Pipeline Your pipeline is incredibly important, obviously. But few marketers are looking at the pipeline. If nobody from your marketing team is paying attention to your pipeline, you’re missing the point entirely. You Love Customers, But Hate Prospects who Ignore Your Ebook Imagine you’re the buyer. Your executive team isn’t downloading an ebook. You are. And who’s fielding all the emails and follow ups? You are. Not all content has t

In this episode, my guest host (Steve Watt) had the opportunity to interview two true leaders in the ABM space, Matt Senatore and Steve Casey. Matt is the Service Director for Account Based Marketing at SiriusDecisions and Steve is Principle Analyst of B2B Marketing at Forrester. These guys are experts on what it takes to go from good to great in the AMB space. We talked about setting a great foundation with your pilot program, 5 keys you need to scale, and how to avoid common pitfalls that get in the way of being great.

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.

Why do we buy a car? Because we have a transportation problem. Why do we take medicine? Because we have a pain problem. Why do we buy software? Because we have a technical problem. But far too often when we pitch a client, we lead with the product, not the problem … and that’s what we tackled on this episode of the #FlipMyFunnel podcast. Keenan joined us for an action-packed 20-minute episode all about his sales methodology called Gap Selling. He literally wrote the book on it, and it’s still a best-seller on Amazon, 3 months running.

In another Takeover Tuesday episode of the Flip My Funnel podcast I (Justin Keller) had the opportunity to talk with two amazing Sales Development leaders, Sarah Tosh and Mavis Norwich. Sarah is Sigstr's Senior Director of Sales Development and Enablement. And Mavis is Senior Manager of Sales Development at Zipwhip. On this show we talked about why SDRs drive alignment between marketing and sales, how you can help younger SDRs step up to the plate, and what marketers can do to support their SDRs.