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721. Turn a New Customer into a Lifetime Customer

20 Oct 2020

Contributed by Lukas

Congratulations, you’ve made a new customer!  But now the clock is ticking… You have just 100 days to make that customer a lifetime customer.  I...

720. Boosting Productivity & Agility — Even in a Crisis

19 Oct 2020

Contributed by Lukas

At the beginning of the pandemic, how many were surprised they ended up working harder? Balancing kids at home, new ways of doing business and increas...

719. What It Takes to Be a Modern CMO

19 Oct 2020

Contributed by Lukas

Modern CMOs wear a bunch of different hats. And that involves being an expert in several different fields. They have to be obsessed with the entire cu...

718. Making Sense of Martech: Platforms, Integration & Beyond

15 Oct 2020

Contributed by Lukas

Most marketers know how to weigh traditional marketing services.  But technology? That leaves most marketers at a loss.  It doesn’t have to — de...

717. What's Your WHY?

15 Oct 2020

Contributed by Lukas

What you do is important. But why you do it is even more important. In his book and TED Talk “Start with Why” Simon Sinek challenges us on the im...

716. Social Selling Made Simple

13 Oct 2020

Contributed by Lukas

ABM is all about building relationships with prospects and customers throughout their entire buyer’s journey.  And these days, if you want to build...

715. How COVID-19 is Proving Analytics Matter

13 Oct 2020

Contributed by Lukas

If the pandemic or climate change hasn’t made it obvious yet… Math, sciences and analytics are how we save the world. And they’re also how you s...

714. Executing a Successful ABM Campaign at Scale

13 Oct 2020

Contributed by Lukas

A successful ABM campaign is tough. Doing it at scale is even tougher. So we thought we’d talk to someone who has quite literally won an award for h...

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

08 Oct 2020

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 kil...

712. Working in Love vs. Working in Fear

08 Oct 2020

Contributed by Lukas

I believe we act out of two different ways to every situation in life: Out of love or out of fear. Let me explain. In fear, you play the short game. Y...

711. Marketers: Start Contributing to Revenue

06 Oct 2020

Contributed by Lukas

Here’s the big idea: The value of marketing is defined by sales.  This truth has taken me a long time to verbalize, but it’s become very obvious ...

710. CMOs Build Trust with the Customer & the C-Suite

05 Oct 2020

Contributed by Lukas

With so many C-suite acronyms flying around… It’s hard to keep track of what each one does.  Luckily, you can always ask an expert. Which is why,...

709. What It Takes to Write a Book

02 Oct 2020

Contributed by Lukas

You don’t have to be a writer to write a book. Do you have something to say? Are you knowledgeable on a certain topic that the majority of the world...

708. CXO Panel: Executive-Level Perspectives On Driving Revenue Growth

02 Oct 2020

Contributed by Lukas

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange This dynamic panel will close the day with pers...

707. How & Why to Create Unforgettable Moments for Your Employees

02 Oct 2020

Contributed by Lukas

It’s not often that you hear a concept that totally blows you away. I was recently speaking with my co-host and podcast producer, James Carbary, Fou...

706. Culture Eats ABM For Breakfast, Pt. 1

02 Oct 2020

Contributed by Lukas

Starting a B2B business with your life partner is bound to create some interesting company culture. One couple who’s crushing it at B2B business and...

705. Gifting Better: How to Move from Personalized to Personal

29 Sep 2020

Contributed by Lukas

Why do we still send swag with our companies’ names on it? We should all be a little more personal with our gifts. And what better way than to let p...

704. How to Humanize B2B

28 Sep 2020

Contributed by Lukas

Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott...

703. How To Fuel Your ABM Strategy With Inbound

28 Sep 2020

Contributed by Lukas

Exclusive session from the 2019 B2B Sales & Marketing Exchange: https://b2bsalesmarketing.exchange Marketers who embrace the inbound methodology a...

702. Be Patient and Have a Great Attitude

28 Sep 2020

Contributed by Lukas

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 ...

701. The Secret Formula: How to Become a CMO

22 Sep 2020

Contributed by Lukas

I’ve noticed something with the people I mentor in the marketing world: They have no clue how to become a CMO. Today, I’m going to change that.  ...

700. The Future of Work & Productivity

22 Sep 2020

Contributed by Lukas

The world looks different in this crisis. But how different will it look when it’s over? Will work ever work the same way again?  In the latest epi...

699. How to Schedule Your Day to Be Exceptional

18 Sep 2020

Contributed by Lukas

For routine jobs, an hourly schedule is perfect for keeping you organized and focused. But, if your job doesn’t support that, you still need some so...

698. How Inbound is Rebooting Inbound: A 20k+ Event Reimagined

17 Sep 2020

Contributed by Lukas

When it became obvious live events weren’t going to happen this year, many events tried to move online.  But that was a mistake… You can’t just...

697. Pivoting from a Startup Leader to a Scale-up Leader

17 Sep 2020

Contributed by Lukas

A scaling up company leader needs to shed his startup skin and re-emerge as a whole new animal. (S)he needs to: Let the experts you hired make their ...

696. How to Be a Kick-Ass CMO of an Iconic Brand

15 Sep 2020

Contributed by Lukas

Ever wonder what it’s like to be a CMO of a sales and marketing behemoth? We just got a pretty good idea of what it’s like from HubSpot CMO Kipp B...

695. Keeping the Faith: Faith-Based Leadership Through Crisis

15 Sep 2020

Contributed by Lukas

We all have to have faith that we will get through the pandemic to keep our sanity and to come out on the other side stronger.  In the mean-time, as ...

694. Award-Winning Lessons You Need for Your Next Demand Generation Campaign

15 Sep 2020

Contributed by Lukas

Stop focusing on one thing at a time! If you focus too much on one thing, you’re actually trapping yourself. This episode I sit down with Daniel Eng...

693. Why Terminus Embraces Their Competitors

15 Sep 2020

Contributed by Lukas

The script has flipped. Embracing the competition? Aren’t we supposed to hate each other? Not according to #FlipMyFunnel founder and host, our very ...

692. How to Not LOSE Your Family to WIN the World, Pt. 2

15 Sep 2020

Contributed by Lukas

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? -------------- Join me ...

691. CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition

08 Sep 2020

Contributed by Lukas

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 s...

690. Changes in Marketing Under COVID-19

08 Sep 2020

Contributed by Lukas

There’s a pandemic raging. Events are being canceled left and right.  So, what do you do in a time like this?  Step up your ABM game! That’s wha...

689. Here’s What Every 1:1 ABM Strategy MUST Have to Be Successful

08 Sep 2020

Contributed by Lukas

Amber Bogie, senior marketing manager at Planview, Inc., has an amazing amount of insight on 1:1 personalized marketing campaigns. This insight led he...

688. How Drift Uses Branding and Category Design to Drive Growth

08 Sep 2020

Contributed by Lukas

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, a...

687. How to Not LOSE Your Family to WIN the World

08 Sep 2020

Contributed by Lukas

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 har...

686. CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition

01 Sep 2020

Contributed by Lukas

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 gues...

685. How Should You Adjust to COVID-19? By Helping

31 Aug 2020

Contributed by Lukas

Helping is the new selling. If you haven’t heard me say it a dozen times already, you will.  And Brooke Beach, CEO at Marketwake Agency, agrees wit...

684. How One ABM Strategist Quadrupled Conversion Rates in 6 Months

29 Aug 2020

Contributed by Lukas

What if you could start over with your ABM Strategy? What if you could rethink the whole process, redesign your toolbox, and refresh the screen?  Tha...

683. The Physical Therapist Who Built a $100M SaaS Company

29 Aug 2020

Contributed by Lukas

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, whe...

682. Using the 7x7 Framework for Communicating Change

29 Aug 2020

Contributed by Lukas

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? ...

681. CMO to CEO: How Marketing Leaders Can Make The Ultimate Transition

27 Aug 2020

Contributed by Lukas

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’...

680. The Opportunities Hidden Behind Every Crisis

26 Aug 2020

Contributed by Lukas

What do you do when things go bad? Try saying: “Good!” Every crisis hides an opportunity, you just need to find it.  So says Brett Hagler, CEO at...

679. Here’s How You Can Build an Award-Winning Pipeline Acceleration Campaign

21 Aug 2020

Contributed by Lukas

It’s easier than ever to build a pipeline acceleration campaign, providing you have the right tools and team members in place. In this special FlipM...

678. Category Creation: How to Build a Movement

20 Aug 2020

Contributed by Lukas

Select the best approach to entering the marketplace: A) Category creation B) Building a better mousetrap The answer? Both. We sat down to discuss mar...

677. Having the Conversation About Mental Health Awareness and Assistance

20 Aug 2020

Contributed by Lukas

You don’t get a nickname like “Saywhatsales” unless you’re speaking some truth.  That’s easier said than done in a tough sales environment,...

676. CMO to CEO: How Marketing Leaders can Make the Ultimate Transition

20 Aug 2020

Contributed by Lukas

Feeling replaceable is tough. Unless you’re moving up. That’s what Katie Bullard, president of DiscoverOrg, did. Throughout her career, she has be...

675. How to Go from Physical Events to Digital Events

19 Aug 2020

Contributed by Lukas

For many companies, events are the lifeblood of their business. But social distancing presents a huge challenge: How do you meet up without meeting up...

674. Sales Leadership: One Mistake Can Make It or Break It

18 Aug 2020

Contributed by Lukas

Derek Grant is the VP of Sales at SalesLoft and won an ABMie for Best Sales Leader. We caught up with Derek at the #FlipMyFunnel Conference and talked...

673. How B2B Organizations Are Building Teams & Strategies To Improve Pipeline Collaboration & Visibility

18 Aug 2020

Contributed by Lukas

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 r...

672. The Big Idea: Commitment Creates Movement

12 Aug 2020

Contributed by Lukas

Here’s a big idea that can change your life and maybe the world around you:  Commitment creates movement. Commitment is how you achieve anything me...

671. Changes You Have to Make When Switching to an ABM Model

12 Aug 2020

Contributed by Lukas

So, you’re gonna go for it, huh? You’ve aimlessly chased those little guppies for too long now Good for you! Why continue trying to corral little ...

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

11 Aug 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 dis...

669. How to Execute ABM on a Small Scale w/ Matt Walsh

11 Aug 2020

Contributed by Lukas

In today's episode, Kaitlin interviews Matt Walsh, Founder of Noted Analytics all about how to do account-based marketing and sales at a smaller organ...

668. Marketing Within The Deal: Reaching Deeper Into The Funnel To Impact Win Rates

07 Aug 2020

Contributed by Lukas

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 i...

667. How to Break Out of Sales Obscurity by Leveraging Social Selling

07 Aug 2020

Contributed by Lukas

Most of your sales team is using LinkedIn wrong. As a marketer, your job is to teach sales how to leverage their social media to get visibility. Visib...

666. Making Your Data Actually Work For You

07 Aug 2020

Contributed by Lukas

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 yo...

665. Why It Pays to Double Down on Brand in a Recession

03 Aug 2020

Contributed by Lukas

During this crisis, we need to do things differently.  And in marketing, that means adopting a new mindset… The creative mindset of an entrepreneur...

664. Why Sales/Marketing Alignment Is Foundational for NI's ABM Strategy

03 Aug 2020

Contributed by Lukas

In this throwback episode, Kaitlin interviews Kristen Novak, Account-Based Marketing Manager for Strategic Accounts at National Instruments. ---------...

663. How to Get Over the Fear and Dive Into ABM

30 Jul 2020

Contributed by Lukas

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 ...

662. Why the Success of Your ABM Program Is Dependent on Your Organization’s Goals

29 Jul 2020

Contributed by Lukas

I haven’t met anyone who’s been doing ABM for as long (and as well) as Anamika Gupta, Head of Account Based Marketing and Deal Based Marketing at ...

661. What You Need to Know to Operationalize Your ABM Program

29 Jul 2020

Contributed by Lukas

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...

660. How to Build Brand Loyalty in the Midst of a Crisis

27 Jul 2020

Contributed by Lukas

The most important question you can ask your customers in a crisis: How can I help?  It gives you a chance to do good for others in trying times. An...

659. Aligning Sales and Marketing on the Same Content Map

27 Jul 2020

Contributed by Lukas

More than ever, sales and marketing need to be on the same page and providing content. In this interview Ryan O’Hara, VP of Growth and Marketing at ...

658. How to Achieve Sales and Marketing Alignment in 3 Steps

23 Jul 2020

Contributed by Lukas

At B2BMX, Shahid Javed, Director of Enterprise Marketing at Hughes Network Systems, shared the three step process he followed to successfully achieve ...

657. Forcing Functions: Why Every Organization Needs Them

23 Jul 2020

Contributed by Lukas

Forcing function are the greatest reason why innovation happens in companies at a rapid scale. ------- Join me for weekly special LinkedInLive session...

656. Tactical Tips for Working With Sales

23 Jul 2020

Contributed by Lukas

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 wor...

655. Keeping Your Brand Relevant in a Crisis

21 Jul 2020

Contributed by Lukas

It took social distancing to remind us… But we all realize how important the personal touches are in every facet of our lives. So, how do we make su...

654. How To Create Buzz With Your B2B Marketing

20 Jul 2020

Contributed by Lukas

“As B2B Marketers, our role is to help by creating a huge buzz within our target organizations.” This is exactly what James Snider does every sing...

653. 3 Things Marketers Have to Understand if They Want to Support Sales

20 Jul 2020

Contributed by Lukas

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. Unf...

652. Execution vs. Vision: A No-Brainer

15 Jul 2020

Contributed by Lukas

Why do some companies become great and others disappear? Short answer: execution. In this one we talk to David Politis, founder and chief executive of...

651. How to Avoid Creating a Corporate Culture by Accident

15 Jul 2020

Contributed by Lukas

Culture is one of the hottest topics in business today. But don’t worry: for those of you who aren’t into buzzwords or generalities, there’s sti...

650. Disrupt Yourself: How to Grow & Change for the Better

15 Jul 2020

Contributed by Lukas

After living through the pandemic for months, it’s easy to see the silver linings in the disruption. Can we get similar benefits by disrupting ourse...

649. Why You Might Be an Asymptomatic Carrier of Racism

10 Jul 2020

Contributed by Lukas

I don't have the symptoms of racism. I don't use the "n" word. I don't tell racist jokes. I don't discriminate against people. I'm sympathetic to the ...

648. How Mentoring Relationships Bring Races Together w/ Kwame Johnson

09 Jul 2020

Contributed by Lukas

He sat in jail. In and out of the hole. It was in jail that he met his father for the first time...because his father was in the cell next to his. He ...

647. Don’t Just Be a Thought Leader, Be an Action Leader w/ Morgan Ingram

08 Jul 2020

Contributed by Lukas

In the wake of George Floyd’s murder, we need more than black squares on our profiles.  We need more than words. More than thought leaders.  We ne...

646. You Should be Able to Bring Your Whole Self to Work w/ Tenisha Griggs

07 Jul 2020

Contributed by Lukas

I’m only on the second Passing the Mic episode and one thing has already stunned me: how little I know about people I’ve known or worked with for ...

645. How Can We Join the Fight Against Systemic Racism? w/ Nikki Ivey

06 Jul 2020

Contributed by Lukas

When the news of George Floyd’s death broke, I was trying to stay positive and hopeful for the future. That’s who I am.  I was called out on it. ...

644. Trends in Sales and Marketing

06 Jul 2020

Contributed by Lukas

In this throwback episode, Kaitlin Lutz discusses trends in sales and marketing. ------ Join me for weekly special LinkedInLive sessions where I inter...

643. Optimizing ABM Execution To Outperform Organizational Expectations

06 Jul 2020

Contributed by Lukas

One of the highlights for us at B2BMX was a panel discussion where four experts talked about ABM strategies they’ve deployed at their companies.  T...

643. Do You Have A Beginner’s Mindset?

02 Jul 2020

Contributed by Lukas

In a small company, it’s easy to know what to do next. The approval process is small -- your boss has a desk right next to you and you ask them, “...

641. What It Really Means to be a Leader Taking Action

02 Jul 2020

Contributed by Lukas

The point of leadership is to produce some desired and intended end result.  To actually get something done.  Think about the word “executive”. ...

640. How to Successfully Use the TEAM Approach in Your ABM Strategy

29 Jun 2020

Contributed by Lukas

One thing about a pandemic: It’s a great time for trying new things.  And it’s never been a better time to start on your ABM strategy. But where ...

639. How to Build a Killer B2B Brand

29 Jun 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. ...

638. Bringing Oracle’s Account-Based Strategy To Life: A Tale Of Two Campaigns

29 Jun 2020

Contributed by Lukas

The closing session at the B2B Marketing Exchange was really fantastic. It was all about ABM — specifically how Oracle brought their ABM strategy to...

637. What Makes a Great Chief Marketing Officer

24 Jun 2020

Contributed by Lukas

In this throwback episode, Alex Gobbi, CMO at Secureworks, and Kira Mondrus, CMO of QASymphony, discuss their important role at their respective compa...

636. The Power of Communication For Success In Leadership

24 Jun 2020

Contributed by Lukas

Communication is the single most important activity for any leader, professional, or executive, but why is that? How does effective communication lead...

635. How to Be a Great Leader While Working Through Mental Health

22 Jun 2020

Contributed by Lukas

Since the COVID crisis began, social isolation is on everyone’s mind. But for those with social anxiety, it doesn’t take a crisis to feel the harm...

634. A Peek Into Marketing Skillsets & Tech

22 Jun 2020

Contributed by Lukas

It can be hard to hire people in marketing because the skill sets requirements are so different. It’s not like hiring in sales where the skill sets ...

633. How To Take Your Marketing From Good To Great

18 Jun 2020

Contributed by Lukas

I gave a talk about this topic of taking your marketing from good to great at several different events, but one of the events in Phoenix, Arizona, B2B...

632. 4 Winning Attributes of a Top Marketer

18 Jun 2020

Contributed by Lukas

Jumping into a new marketing position, or taking marketing leadership in a new industry? What should you focus on in the first few days in your new po...

631. Leadership Quality Communications

18 Jun 2020

Contributed by Lukas

What’s your biggest fear?  If you’re anything like the rest of the world, public speaking is probably one of your top three. But what if that was...

630. 3 Ways to Be a More Effective Leader Right Now

15 Jun 2020

Contributed by Lukas

First, COVID-19 altered the world, perhaps forever. Now waves of understandable protest and anger engulf the country.  The only good news is it seems...

629. 3 Things to Know About Pitching ABM to Your Board

15 Jun 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...

628. How Do You Go from Immigrant to Sales Leader in a Few Years?

15 Jun 2020

Contributed by Lukas

Want some inspiration? Want to see if the American dream is alive and well? Just speak with Lyuda Rogers. As an immigrant to the US, she had to create...

627. Think and Grow Rich Company Culture

11 Jun 2020

Contributed by Lukas

In order to cultivate exceptional company culture, you need to think and grow rich. In this throwback episode, Sangram sits down with Katie Burke, Chi...

626. Marketing Automation Unleashed

09 Jun 2020

Contributed by Lukas

Marketing automation platforms can be complex.  There is a specific process to follow for set up, and then once the technology is set up it’s time ...

625. How to Come Out of Quarantine Healthier & More Productive

08 Jun 2020

Contributed by Lukas

How do you want to leave quarantine? Lazy? In pajamas? Convinced ice cream is a breakfast food? Personally, I’d prefer to be healthier and more prod...

624. What It Takes to be a Modern CMO

08 Jun 2020

Contributed by Lukas

Modern CMOs wear a bunch of different hats.  And that involves being an expert in several different fields. They have to be obsessed with the entire ...

623. How One Team Scored a 95% Win Rate

04 Jun 2020

Contributed by Lukas

On this episode, we’ll unpack Jillian Gartner's 3-tiered ABM approach, how she ensures marketing & sales are always working in tandem, and the d...

622. Why Self Reflection Is Important in Your Career

04 Jun 2020

Contributed by Lukas

Knowing yourself is important.   In a throwback interview with Cory Munchbach, the Senior VP of Strategy at Blueconic, we asked her what she believe...