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821. Sometimes, You Stumble. Pick Yourself Up & Move Forward.

26 Mar 2021

Contributed by Lukas

This week’s book update is a frustrating one: Things didn’t progress the way I wanted them to.Here’s what I’m going to do about it.This is a #...

820. SEO Secrets: Modern Strategies That Actually Work

26 Mar 2021

Contributed by Lukas

SEO has changed a lot over the last decade. Gone are the days when shenanigans like keyword stuffing were the only way to rank on Google.Now, for the...

819. These 3 Things That Influence 75% of Your Pipeline w/ Nina Butler

26 Mar 2021

Contributed by Lukas

The closer you get to people, the better business you do with them.Getting close means creating personal, one-to-one moments. But how can you personal...

818. Content Management & Strategy As Pieces Of The Digital Marketing Puzzle

23 Mar 2021

Contributed by Lukas

In this episode, guest host Barb Mosher Zinck digs deep into content strategy and management with Cathy McKnight, VP of Strategy at Content Advisory, ...

817. Why Terminus Rebuilt Their Website from the Ground Up

23 Mar 2021

Contributed by Lukas

As if the team at Terminus didn’t have enough to do during the past 12 months. As if COVID wasn’t hard enough, and all of the crazy things happen...

816. How the Right Questions Can Lead to Light Bulb Moments

19 Mar 2021

Contributed by Lukas

Welcome to week 3 of a special podcast series on writing a book, with me, Sangram Vajre, Chief Evangelist at Terminus. Every week, I’m going to sha...

815. A Band Teacher Takes on Sales Development

19 Mar 2021

Contributed by Lukas

What could you learn about sales engagement and enablement from a former Middle School and High School band teacher? Probably more than you think. I...

814. The (Really) Intelligent Marketer w/ Scott Sutton

19 Mar 2021

Contributed by Lukas

Every single night, the world changes. Any organization that markets or sells is going to have to be ready for a new day tomorrow. ZoomInfo provides...

813. Your Customer in a Single View w/ Tom Treanor

19 Mar 2021

Contributed by Lukas

Companies are getting better at creating great customer experiences. They're also getting better at collecting and using customer data to create and d...

812. Live & In-person: How to Plan Your Online Event w/ Courtney Dagher

19 Mar 2021

Contributed by Lukas

Most virtual events suck. I hate to say it, but it's true. We need to talk about this. And we need to solve it.Because virtual events aren't a quick ...

811. Choosing a Publishing Method: It’s More Important Than You Think

19 Mar 2021

Contributed by Lukas

Last week I kicked off a new podcast series on book writing with me, Sangram Vajre, Chief Evangelist at Terminus. Every week, I’m going to share 3 b...

810. Right Story, Right Channel, Right Team w/ Melanie Deziel

19 Mar 2021

Contributed by Lukas

Put your audience first — the motto of every journalism school.Put your product first — the motto of every marketing department.When a hard-nosed ...

809. The New Plan A: Regain Clarity, Get Proactive & Do Exceptional Work

19 Mar 2021

Contributed by Lukas

When the world changes — like, say, a global pandemic pops up out of nowhere — turning to plan B is a losing game. No, we don’t need a plan B —...

808. Ethics & Digital Content: Who’s Accountable?

09 Mar 2021

Contributed by Lukas

Remember the Facebook boycott in July 2020? And the Stop Hate for Profit campaign?Those concerns haven’t abated even slightly.In this takeover episo...

807. How to Take a Company from $0 to $360 Million & Growing

08 Mar 2021

Contributed by Lukas

In the economic volatility of the pandemic, we talk a lot about businesses downsizing or even shutting down their operations and it’s easy to think ...

806. The Title Doesn’t Matter. The Idea Does.

08 Mar 2021

Contributed by Lukas

I’m getting started on my 3rd book — and this time, I’m not going to get hung up on the title. Because I have something more important. I have...

805. Storytelling Secrets for the Modern Marketer

08 Mar 2021

Contributed by Lukas

Content is king, right? Well, yes… But only if your content is telling the right story.  In this takeover episode, Barb Mosher Zinck speaks with...

804. David vs. Goliath: How A High-Growth Company Is Combining Brand & Demand To Topple Industry Giants

08 Mar 2021

Contributed by Lukas

You’re a small brand, but you want to be a big one. To turn into a brand that people recognize, you have to stop separating marketing from the rest ...

803. How Human-to-Human Marketing Is Revolutionizing the Industry

08 Mar 2021

Contributed by Lukas

The media environment is radically different. So the tactics we use as marketers must become radically different. Enter human-to-human marketing.On th...

802. The Corona Marketing Plan That Is Way Overdue w/ Joe Pulizzi

02 Mar 2021

Contributed by Lukas

Content marketing got started after the tragedy of 9/11. People wanted to know:How do we get found in Google?How do we create content that's not produ...

801. Marketing & Content in the COVID-19 Era

26 Feb 2021

Contributed by Lukas

We’re in the middle of a historical crisis. But you already knew that… Which begs the question: Do I even need to mention COVID at all in my cont...

800. Standing Out in a Sea of Marketing Saturation

26 Feb 2021

Contributed by Lukas

799. Ian Truscott Talks Content Management & Building AR‪T

26 Feb 2021

Contributed by Lukas

There’s a growing realization that features and functions don’t win market share alone, which means more marketers are getting a seat in the c-sui...

798. How to Create a Virtual Event That Doesn’t Suck

25 Feb 2021

Contributed by Lukas

We’ve all been attending a lot of virtual events these days, and I think you’ll agree with me when I say:Most of them suck. And if you’re throw...

797. Scott Abel Dishes on Content Strategy and Information Enablement‪

22 Feb 2021

Contributed by Lukas

We were shortsighted.We thought the web was the end destination for content.Really, it was just a cog in the omni-channel universe around us.In this e...

796. How Terminus Influenced $5.5M In Pipeline

22 Feb 2021

Contributed by Lukas

In this episode taken from B2B SMX, Sruthi Kumar, Associate Director of Field & Partner Marketing at Sendoso, speaks with Stephanie Kelly, Senior ...

795. Why the Unmeasurable Might Be the Key to Unlock ROI

16 Feb 2021

Contributed by Lukas

You’ve probably heard this phrase before:What gets measured gets done.Well, sometimes the reverse is true.And if it is for you, it might be killing ...

794. Top 3 Best-performing ABM Strategies with Daniel Englebretson

16 Feb 2021

Contributed by Lukas

I (Sangram) put up a poll on LinkedIn.What, I asked, is your top ABM strategy?Almost 1,000 people responded. The results:Demand gen - 60%Velocity - 17...

793. Why Influencers Aren’t Just for B2B Organizations

16 Feb 2021

Contributed by Lukas

There is a myth out there that influencers are only useful for B2C.Today, we’re going to set the record straight.Influencers are more important than...

792. How Flexential Scored a Touchdown with a Campaign Built on Digital Events & Interactive Content

16 Feb 2021

Contributed by Lukas

In this episode from B2BSMX, Tonya Vinas, Vice President of Content Strategy & Services at Content4Demand, and Courney Gaudet, Senior Director of ...

791. How to Throw Better Virtual Events

08 Feb 2021

Contributed by Lukas

Since the pandemic started, virtual events have taken over for obvious reasons. Yet, anyone who has attended can tell you: Most virtual events could b...

790. Why Psychological Safety Is the Key to Innovation

08 Feb 2021

Contributed by Lukas

It’s challenging enough to innovate in the best of times.So, how do you get your team innovating while under the stress of a crisis?The secret is ps...

789. Start Ugly: Perfectionism Is Another Word for Fear

04 Feb 2021

Contributed by Lukas

Be honest, what’s something you’ve always wanted to do but never started? You want to…but it needs to be perfect, right? But perfect is just ano...

788. How BrightTALK + Kronologic Married Marketing Leads & Sales Meetings

04 Feb 2021

Contributed by Lukas

In this episode from B2BSMX, David Pitta, CMO at BrightTALK, and Aaron Bollinger, Co-Founder and CRO of Kronologic, discuss how they fixed the “last...

787. How to Win With the 5-Minute Sales Strategy

04 Feb 2021

Contributed by Lukas

In 5 combined minutes a day, you can grow your sales by 50%. How does this witchcraft work? With a little piece of technological wizardry called… th...

786. How a CMO-Turned-Investor Navigates a Pandemic

03 Feb 2021

Contributed by Lukas

You can talk about vision all day long. You can bring others onboard and get them excited for that vision. But if you can’t execute, it’s meaningl...

785. How a Field Marketer Thinks About Sales & Marketing

03 Feb 2021

Contributed by Lukas

How good is your marketing organization's relationship with sales? Are your teams siloed and rarely communicate? If you’re a field marketer, the ans...

784. Cracking the Marketing Measurement Code

27 Jan 2021

Contributed by Lukas

In the latest episode taken from B2BSMX, Kory Geyer, Sr. Director of Revenue Operations at 6sense, and Rauli Garcia, Vice President of Strategic Marke...

783. Why Customer Experience Defines Your Brand

27 Jan 2021

Contributed by Lukas

These days, everybody wants to measure marketing success like sales. The obsession with attribution means that brand has gotten a bad rap. But the bes...

782. On the CMO Track: How to Become a CMO

27 Jan 2021

Contributed by Lukas

You haven’t been a CMO just once. You’re a serial CMO at multiple, successful companies. By now, you’ve learned something about how to knock the...

781. How Account Pursuit Differs from ABM

22 Jan 2021

Contributed by Lukas

As a marketer, you’ve probably faced some misunderstanding about what you do — probably from your colleagues in sales. Marketers can lament about...

780. Lessons Learned Transforming a Global Enterprise Marketing Organization

20 Jan 2021

Contributed by Lukas

Unless you just woke up from a coma, you’ll probably agree that 2020 was a crazy year. And with that craziness came a need to transform marketing. ...

779. The Secrets of Outcome-Obsessed Marketing

20 Jan 2021

Contributed by Lukas

Everybody wants to brag about being data-driven. Sure, data should have a seat — but should it sit at the head of the table? No, marketers need to...

778. How to Build a 50k+ Community of Mums in Business

19 Jan 2021

Contributed by Lukas

Everybody wants to build communities in life and in business. And most people naturally do. But how many people can say they’ve built a community o...

777. Focusing on the Most Valuable Metrics

14 Jan 2021

Contributed by Lukas

For most marketers, there are a few questions that always come up in meetings with the C-suite that make you roll your eyes so hard you worry they’l...

776. 4 Successful Account-Based Strategies For Sales & Marketing and Why They Deliver Results

14 Jan 2021

Contributed by Lukas

In this episode from B2BSMX, Seleste Lunsford, Chief Research Officer at Emissary.io, speaks about the 4 most successful account-based strategies for ...

775. Why CMOs Make Great CROs (& How to Get There)

12 Jan 2021

Contributed by Lukas

Only sales leaders become CROs, right? Wrong! With a little preparation, CMOs can — and do — make great CROs. In this Takeover episode, host Cas...

774. Forever Employable: Make Career Opportunities Come to You

12 Jan 2021

Contributed by Lukas

We all want to succeed in our careers, but does anyone actually enjoy job-hunting for career opportunities? Wouldn’t it be great if the jobs came t...

773. Capture, Nurture, Automate: Marketing Automation Made Simple

08 Jan 2021

Contributed by Lukas

Marketing automation is vital for every marketer not trapped in the dark ages. Yet, despite its importance, there isn’t a whole lot of information o...

772. Make It Rain: The Evolution of Measuring Marketing's Success

07 Jan 2021

Contributed by Lukas

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange - Targeting accounts is the foundation of ABM. ...

771. Don’t Be the Best in the World — Be the Best for the World

06 Jan 2021

Contributed by Lukas

Anybody can say they’re the best in the world. Only a select few organizations can actually say they’re the best for the world. In this Takeover ...

770. How the Highest-Paid Marketing Consultant Thinks Outside the Box

05 Jan 2021

Contributed by Lukas

If you want to succeed, you work hard. But if you want to be the best… You have to think outside the box. That’s how Jay Abraham, Owner at The A...

769. Why Passion Trumps Resume

05 Jan 2021

Contributed by Lukas

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 proje...

768. The Winning Formula for Prospecting Enterprise Clients

05 Jan 2021

Contributed by Lukas

Are you new to prospecting enterprise clients and feeling overwhelmed? Or maybe you have some experience, but it’s not your strong suit… Well, wh...

767. The 5 Factors of Success in Entrepreneurial Leadership

05 Jan 2021

Contributed by Lukas

In this throwback episode, we talk to Godard Abel, Co-founder and Executive Chairman at G2 Crowd and CEO at SteelBrick before he sold it to Salesforce...

766. Sales Acceleration: Why Video Is a Powerful Sales Prospecting Tool

05 Jan 2021

Contributed by Lukas

As a sales channel, video prospecting is killing it. It’s quickly becoming one of the best ways to accelerate your sales. But if you don’t know ...

765. How to Build an A-Team in the Midst of Crisis

29 Dec 2020

Contributed by Lukas

The world has been completely disrupted over the last few months. And that presents us with unprecedented opportunities… But first, we need to disru...

764. Joy is Forever; Happiness is Temporary

29 Dec 2020

Contributed by Lukas

Most of us chase temporary happiness, when we should be chasing everlasting joy. What does that really mean? Sangram unpacks the entire concept on thi...

763. How to Lead Like a Modern CMO

29 Dec 2020

Contributed by Lukas

So, you want to be a CMO, but don’t know where to start? Then you need to know your customer like they were part of your family. And that means act...

762. Building a Buyer-Focused Sales Process

29 Dec 2020

Contributed by Lukas

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange In this session, Jake Dunlap will discuss the ...

761. The Art of Social Selling & Building a Personal Brand

22 Dec 2020

Contributed by Lukas

These days, social selling has to be a part of every salesperson’s skillset. And if you want to close more deals, you need to build a personal brand...

760. 3 Ways to Step Up as a Leader in Times of Crisis

22 Dec 2020

Contributed by Lukas

Anybody can be a leader when everything is running smoothly. It’s crises that elevate leadership from a title to a badge of honor. In this LinkedIn...

759. Consistency Creates Massive Outcomes

22 Dec 2020

Contributed by Lukas

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: Consisten...

758. Prosperous Phone Prospecting: The Art of the Cold-Call

22 Dec 2020

Contributed by Lukas

When you buy a hammer, do you throw out your saw? Of course not! You need to use every tool in your arsenal if you want to succeed — especially in ...

757. Embrace Your Flaws and Close More Deals

17 Dec 2020

Contributed by Lukas

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange The future of sales and marketing is radically...

756. Sell Effectively to the C-Suite with These Solid Strategies

15 Dec 2020

Contributed by Lukas

Selling to the C-suite can be intimidating for many salespeople. It doesn’t have to be. With some strategy and sales skills — and an understandin...

755. How to Develop a Cultural Mindset

15 Dec 2020

Contributed by Lukas

It’s one thing to say you care about your organization’s culture — it’s another to actually put in the time and effort to shape it. Recently, ...

754. 3 Things to Know About Pitching ABM to Your Board

11 Dec 2020

Contributed by Lukas

Megan Lueders has led the marketing team at Zenoss into a new phase of account-based marketing. She shares how to successfully look at this new approa...

753. How to Develop a Winning Sales Strategy

10 Dec 2020

Contributed by Lukas

Everyone wants a winning sales strategy. But sales encompasses so many aspects of a business it’s often hard to know where to start. Luckily, in t...

752. 3 Things B2B Marketers Can Learn from B2C

10 Dec 2020

Contributed by Lukas

On this throwback episode of #FlipMyFunnel, Sangram talks with Bryan Brown a few things that B2B marketers can adopt from B2C marketers.

751. Leadership: Women in Sales and Tech

08 Dec 2020

Contributed by Lukas

Why is it that in every movie about sales, the lead is always a guy? It’s not the 1950s anymore. Sales is a gender-neutral job — and we could al...

750. The Final ‘Ism’: How to Tackle Ageism in the Workplace

07 Dec 2020

Contributed by Lukas

If someone said they weren’t going to hire a candidate because of their race, ethnicity, or gender, you would rightly be offended. So, why, for so ...

749. The Top 3 Priorities of a CMO Who Raised $103M with $1.6B In Valuation

07 Dec 2020

Contributed by Lukas

Do you have a Department of Customer Love? Maybe that should be one of your marketing priorities heading into the new year. In this episode of the #...

748. Making it Personal: Sales Success Through Personalization

07 Dec 2020

Contributed by Lukas

When you get a template email with your name haphazardly pasted at the top, how do you react? For most people, that lifeless document is heading stra...

747. Thomson Reuters Uses These 5 Strategies to Run Their ABM Program at Scale

07 Dec 2020

Contributed by Lukas

95%. That was her 2018 win rate. When she used ABM, she won, 95% of the time. Jillian E. Gartner doesn’t leave ABM deals on the table. She’s so ...

746. REAL Sales Wins with Videos

03 Dec 2020

Contributed by Lukas

In a year marked by social distancing and remote work, the human touch matters more than ever — especially in your sales process. So, before you wr...

745. How to Sell When No One's Buying

01 Dec 2020

Contributed by Lukas

When times get tough, you have two choices: You can give up or you can step up. So, if you want to sell in the pandemic, it’s time to stop bingeing...

744. How Optymyze Defines TAM and Measures ABM

20 Nov 2020

Contributed by Lukas

The idea of ABM is really about alignment. It's about focusing. It's about concentrating on the group of accounts that are going to provide the highes...

743. Why You Need Customer-Centricity to Survive

20 Nov 2020

Contributed by Lukas

Another vague COVID email asking how you can help isn’t going to cut it. You should already know how you can help your customers. That’s real cust...

742. Bringing Back The Human To Sales & Building A Buyer-Focused Sales Process

20 Nov 2020

Contributed by Lukas

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange In this session, Jake Dunlap will discuss the e...

741. Why We Need to Humanize Business Communication

17 Nov 2020

Contributed by Lukas

Communication is what separates us from other animals.    Communication makes us human.    So, why do most workplaces seem dead-set on stripping a...

740. Working Genius: What Gifts Do You Bring to Work?

17 Nov 2020

Contributed by Lukas

You are a genius.    In fact, every person in your company is a genius, too.    And if you can figure out why, you can reorganize your company to ...

739. How to Build a Killer B2B Brand

17 Nov 2020

Contributed by Lukas

The B2B and SaaS worlds aren’t known for being brand centric. Why not? Because most people associate brand building and brand marketing with fluff. ...

738. 10 Rules for Creating Category & Community

12 Nov 2020

Contributed by Lukas

If you want to succeed in providing an amazing customer experience…  You need to build 2 things first.  Category and community.  In this Takeover...

737. The Future Of Sales & Marketing Is Radically Transparent – Are You Ready?

12 Nov 2020

Contributed by Lukas

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange The future of sales and marketing is radically ...

736. Why a Perceived Problem Still Needs Solving

10 Nov 2020

Contributed by Lukas

When you love something, you want to protect it.  But working in CX often means hearing only the negative from customers.  And it doesn’t matter i...

735. This Marketplace Pays Highly Certified Freelancers

09 Nov 2020

Contributed by Lukas

For most of us, work looks pretty different than it did a year ago.  Whether it’s work-from-home, changing industries, furloughs, or even lost jobs...

734. How a 4-Time CMO Says You Should Create Your Ideal Customer Profile

06 Nov 2020

Contributed by Lukas

ABM is easy as soon as soon as you define your original ideal customer profile. But that’s just like the old Steve Martin answer on how to be a mill...

733. It’s Time to Get Intentional About Employee Experience

05 Nov 2020

Contributed by Lukas

100,000 hours. 8 hours a day. 40 a week. 2,000 a year. We experience most of our adult lives at work.  Can we really afford to leave that experience ...

732. Power Your Revenue Engine: How BigCommerce Uses Data To Fuel Action

05 Nov 2020

Contributed by Lukas

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange Everyone needs clean data to make smart decisio...

731. Customer Experience in the Era of Infinite Media

03 Nov 2020

Contributed by Lukas

How can we make our marketing better?  You’re asking the wrong question.  You get way better answers by asking: Why isn’t our marketing working?...

730. How To Drive Sales Performance With A State-Of-The-Art Data & Tech Orchestration Strategy

03 Nov 2020

Contributed by Lukas

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange If you feel overwhelmed (or underwhelmed!) by m...

729. How to Practice Fearlessness in Marketing

03 Nov 2020

Contributed by Lukas

Fearlessness is taking the keys to the Ferrari. That’s one of our core values at Terminus. But what does it look like to be fearless in marketing? ...

728. How to Show Up Authentically & Execute Every Day

30 Oct 2020

Contributed by Lukas

How do you provide great customer experiences to a market wary of your industry? Show up authentically.  Your customers need to know you have their i...

727. Megadeals: How Are Multi-Billion Dollar Deals Done & What Can The Rest Of Us Learn From It

28 Oct 2020

Contributed by Lukas

It can be difficult to know where to start with navigating a megadeal. You’re handling billions of dollars and an entire ecosystem of organizations ...

726. Build a Community By Making Customer Experience Your Mission

27 Oct 2020

Contributed by Lukas

What is your mission?  It may not seem like it… But your mission is the most important factor in delivering great customer experience.  In this Ta...

725. The Overnight Pivot: Reacting to Crisis

27 Oct 2020

Contributed by Lukas

When responding to a crisis, you have two choices.  You can let the crisis just happen to you. Or you can take control and meet the crisis head-on. A...

724. News Flash: 3 Mergers and Acquisitions to Watch

23 Oct 2020

Contributed by Lukas

News flash! Things are heating up from a mergers and acquisition standpoint in the marketing space.  From owning the B2B space to improving personali...

723. In an Era of Infinite Competition, Experience Is Everything

22 Oct 2020

Contributed by Lukas

Companies have been saying they are focused on customer experience for years. For most… it hasn’t exactly been true. But these days, it’s no lon...

722. 5 Ways to Be Productive as a Travel Warrior

22 Oct 2020

Contributed by Lukas

On this episode of the #FlipMyFunnel podcast, Sangram gives you the 5 tactics that have totally changed his travel game, and have made travel one of t...