GTM Made Simple

35: Why Moving On Could Be Good for your Career

27 Aug 2019

Contributed by Lukas

What if moving on from your current organization was the best career move you could possibly make?

109: 3 Hacks to Be a Great Account Executive w/ Meg Zelman

27 Aug 2019

Contributed by Lukas

You’ve got a quota to carry & a number on your back. Sales can be a grind, but rockstar salespeople find a way to constantly up their game. Seni...

37: 5 Ways to Build A Winning Company w/ Scott Dorsey

27 Aug 2019

Contributed by Lukas

How do you go from a one-person company to being listed on the NYSE? On today's #FlipMyFunnel podcast, we spoke with Scott Dorsey, who spent over a de...

174: Flashback - How to Use ABM to Upsell and Expand Your Business Offerings w/ Chris Reene

27 Aug 2019

Contributed by Lukas

ABM is not about doing using the same tactics over and over again. It’s about using creative means (cross-selling, upselling, and encouraging expans...

40: How to Schedule Your Day to Be Exceptional w/ Morgan Ingram

27 Aug 2019

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...

43: The 5 Ultimate Productivity Hacks

27 Aug 2019

Contributed by Lukas

We all have the same 24 hours in each day. The big question is, how do you make the most of those 24 hours? Sangram shares his top 5 productivity hack...

103: Importance of Journaling

27 Aug 2019

Contributed by Lukas

You can commit to the rest of your 2018 goals by doing one thing right now. Start journaling. As part of our flashback series (celebrating 100 episode...

104: The Future of Lead Scoring w/ Bryan Brown

27 Aug 2019

Contributed by Lukas

Is lead scoring still relevant? In the past, lead scoring was a way to determine if someone was a good-fit account. But it plays such a smaller role t...

105: How to Schedule Your Day to Be Exceptional w/ Morgan Ingram

27 Aug 2019

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...

106: How The Top SDRs Overcome Obscurity & Crush The Competition w/ Ralph Barsi

27 Aug 2019

Contributed by Lukas

Obscurity is one of the biggest problems that most SDRs deal with early on in their careers. If nobody knows who you are, how can you ever break out a...

107: 3 Must-Have Elements of a Scalable Company w/ Chandar Pattabhiram

27 Aug 2019

Contributed by Lukas

What three things does it take to build a $1B software company?  How do you move from the siloed, 4 Horsemen approach of pipeline generation to an al...

111: 4 Keys to Successful Marketing-SDR Orchestration w/ Craig Rosenberg

27 Aug 2019

Contributed by Lukas

There are 4 keys to orchestrating a marketing-SDR campaign, but it all starts with getting the whole organization to collaborate successfully. -------...

113: Working in Love Vs. Working in Fear

27 Aug 2019

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...

114: When to Bring in a Revenue Operator w/ Brad Smith

27 Aug 2019

Contributed by Lukas

Brad Smith is an expert at developing a strong revenue operations team. He encourages companies to evaluate their need for a revenue operations team a...

115: What It Takes To Be A Modern CMO w/ Kyle Lacy & Justin Keller

27 Aug 2019

Contributed by Lukas

Modern CMO’s wear a bunch of different hats.  And that involves being an expert in several different fields. Today we’re joined by two CMO’s wh...

116: Personalize the B2B Customer Journey to Boost Demand w/ Jason Jue

27 Aug 2019

Contributed by Lukas

B2B customers are changing, and it is more important than ever to be customizing the customer journey in order to boost demand. But how do you do that...

175: Personalized Marketing and 1:1 Campaigns in an ABM World w/ Amber Bogie

27 Aug 2019

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...

117: Transitioning From CMO to CEO w/ Mark Stouse

27 Aug 2019

Contributed by Lukas

Making the leap from CMO to CEO takes you from a position requiring deep, specific knowledge to one that needs a broad perspective. How can profession...

118: The Future of ABM (Part I): The Brutal Truth

27 Aug 2019

Contributed by Lukas

Account Based Marketing is B2B Marketing.  That might sound like a bold statement, but it’s true!  If you look at marketing trends over the past 1...

119: How to Get Started With ABM Content w/ Shauna Ward

27 Aug 2019

Contributed by Lukas

A lot of people seem to think that Inbound and ABM have opposite strategies when it comes to content.  That’s not true! With ABM, it is a similar m...

120: 3 Things to Know When Pitching ABM to Your Board w/ Megan Lueders

27 Aug 2019

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...

122: 4 Winning Attributes of a Top Marketer w/ Robby Gulri

27 Aug 2019

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...

123: The Future of ABM (Part 2): The 3 Stages of Marketing and Sales Evolution

27 Aug 2019

Contributed by Lukas

Did you know that less than 1% of leads turn into customers? Sales & Marketing must be doing something wrong. If you are still dead set on increas...

176: Humanizing Sales Chat in a Bot Filled World w/ Chris Handy

27 Aug 2019

Contributed by Lukas

Chris Handy, customer marketing leader at Drift, shares his knowledge about how to conduct sales chat in the world of bots. He wants others to underst...

124: Life as a Category Builder w/ Tim Kopp

27 Aug 2019

Contributed by Lukas

Is the problem that your company is looking to solve big enough? Many companies spend too much time thinking about whether or not they have product/ma...

125: A Peek Into Marketing Skillsets & Tech w/ Kyle Lacy & Justin Keller

27 Aug 2019

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 ...

126: What's Working With ABM Content w/ Bill Kent

27 Aug 2019

Contributed by Lukas

You can’t give away a Tesla every time you need response. It’d be great if you could, but that sort of content creation just isn’t scalable for ...

128: The Future of ABM (Part 3): Authenticity-Based Marketing

27 Aug 2019

Contributed by Lukas

The future of ABM is Authenticity-Based Marketing. Am I just using that “Authenticity” buzzword again? No! At the end of the day authenticity will...

129: Changing Your Sales Process to Fit Account-Based Marketing w/ Riley Rogers & Connor Schorr

27 Aug 2019

Contributed by Lukas

The transformation into account-based marketing can be unclear. I had a chance to speak with Riley Rogers and Connor Schorr, both SDR’s at Terminu...

132: B2B Marketing: Universities vs. Companies w/ Professor Scott Davis

27 Aug 2019

Contributed by Lukas

Sangram interviews marketing Professor Scott Davis and marketing students Kaitlin Lutz on the ins and outs of marketing at universities vs. marketing ...

134: The Importance of Engagement in Lead Scoring w/ Sunny Bradshaw

27 Aug 2019

Contributed by Lukas

Think about how your company’s lead scoring.  Is it based on arbitrary customer activities and point scoring values?  There’s a better way to go...

135: Key Trends in Sales and Marketing for 2018

27 Aug 2019

Contributed by Lukas

Kaitlin interviews some of the best B2B marketing and sales professionals in the game. They all answer the question, "What are the trends you're seein...

136: Fireside Chat: Women in Tech

27 Aug 2019

Contributed by Lukas

Description: Back in the day, #FlipMyFunnel held an event in good ole' Austin Texas. Though this was a little over a year ago, these women have some i...

138: How to Make Better Decisions

27 Aug 2019

Contributed by Lukas

Everybody is a leader. Leadership should never be defined by a title. But the choice to be a leader is hard. At the end of the day, it comes down to y...

139: Intern to Full Time w/ Connor Schorr & Kaitlin Lutz

27 Aug 2019

Contributed by Lukas

Everyone either has an intern, needs an intern, or is trying to develop a process through which the internship position funnels. In this episode I get...

140: How To Create Buzz With Your B2B Marketing w/ James Snider

27 Aug 2019

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 sin...

179: Flashback - A Day in the Life of an SDR w/ Jim Tocci and Brad Wilkerson

27 Aug 2019

Contributed by Lukas

They are organized. They stick to a process. They focus on the wins. They are vital to many organizations. Many times, people within the B2B space do ...

142: The 6 Triggers Marketers Are Using to Make You Buy w/ David Lewis

27 Aug 2019

Contributed by Lukas

Would you believe me if I told you that mind-control is a very real phenomenon? In fact, you’ve subconsciously been influenced in your buying decisi...

143: Netflix Culture Code: Giving Employees Context In Their Role

27 Aug 2019

Contributed by Lukas

If you really want to look at a great culture deck, check out Netflix. Netflix’s culture code can be summarized by this quote: "If you want to build...

144: Storytelling with Your Customers w/ Kyle Hardaway and Ryan Schwartz

27 Aug 2019

Contributed by Lukas

Do your customers understand your company's story? Are you able to take them on a journey?  In this episode, we're back with Terminus' Kyle Hardaway ...

145: Campaign Based Prospecting w/ Ryan O'Hara

27 Aug 2019

Contributed by Lukas

Did you know the average reply rate on a cold email is only 3.5%? To Ryan O'Hara, that number is super depressing and makes him want to cry in the sho...

148: Netflix Culture Code: Highly Aligned, Loosely Coupled

27 Aug 2019

Contributed by Lukas

Having issues coordinating your organization’s teams? You’re not alone. Fortunately, Netflix has given us a prime example of how best to tackle th...

149: How To Get Everyone Involved In Customer Success w/ David Pyrzenski

27 Aug 2019

Contributed by Lukas

Customer success is not the job of one person. It’s the job of your entire organization! Everyone has a role to play. Even for those departments who...

151: ABM in the Enterprise

27 Aug 2019

Contributed by Lukas

So you’ve decided that ABM might be right for you. Obviously, I think that’s a smart decision, (otherwise I wouldn’t be doing what I’m doing t...

152: How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles w/ Todd Caponi

27 Aug 2019

Contributed by Lukas

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 vuln...

154: Making Yourself Essential w/ David Pyrzenski

27 Aug 2019

Contributed by Lukas

My friend David Pyrzenski talks about the “Essentialism Scale.” In short, how ingrained into your organization is a product? How vital a role do t...

155: How to Execute ABM on a Small Scale w/ Matt Walsh

27 Aug 2019

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 org...

157: Don’t Be a Commodity. Be a Brand Worth Loving. w/ Ben Baker

27 Aug 2019

Contributed by Lukas

Purpose of episode: Without a community, you’re just a commodity. Mission: Ben did a personal brand exercise with Sangram consulting him on: What ...

158: A 4-Part Framework to Build World-Changing Movements

27 Aug 2019

Contributed by Lukas

It’s easier than ever to build a community. What you do with that community can literally result in changing the world. In this one, Sangram chats a...

161: ABM that Sales Won't Roll Their Eyes At w/ Sonjoy Ganguly, Mike Burton, & Anastasia Pavlova

27 Aug 2019

Contributed by Lukas

Account Based Marketing isn’t new. Any sales profession will tell you that ABM started as account based sales. Sales has been doing it for years. It...

162: Why Building Community Is The Single Most Important Thing You Can Do For Your Business w/ Judd Borakove

27 Aug 2019

Contributed by Lukas

Religion, fitness clubs, and even brands all have followings for the same reason—they create communities that meet a basic human need to belong to s...

163: Want to Build a World-Changing Movement? You Need 1 of These 4 Skills

27 Aug 2019

Contributed by Lukas

Do you have what it takes to build a world-changing movement? You probably do! All you need is 1 of these 4 skills: Futurism Thought Leadership Influ...

165: Here's How You Can Build an Award-Winning Pipeline Acceleration Campaign w/ Justin Keller

27 Aug 2019

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...

169: Flashback - 3 Questions to Determine Strategy in Business w/ Brian Brown

27 Aug 2019

Contributed by Lukas

Today, we're replaying an interview with Bryan Brown, Chief Product Officer at Terminus, who shares his wisdom on strategy that has served him during ...

170: How One ABM Strategist Quadrupled Conversion Rates in 6 Months w/ Jeremy Middleton

27 Aug 2019

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? That’...

172: What Makes a Great Chief Marketing Officer w/ Alex Gobbi & Kira Mondrus

27 Aug 2019

Contributed by Lukas

Alex Gobbi, CMO at Secureworks, and Kira Mondrus, CMO of QASymphony, discuss their important role at their respective companies. They share their expe...

180: Award-Winning Lessons You Need for Your Next Demand Generation Campaign w/ Daniel Englebretson

27 Aug 2019

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...

181: Humanizing ABM: The Lifeboat for the Perfect Storm w/ Daniel Gaugler

27 Aug 2019

Contributed by Lukas

In a world where Netflix and Pandora have set the precedent for ultra personalized content, the job of salesperson and marketer has become harder than...

186: Aligning Sales & Marketing on the Same Content Map w/ Ryan O'Hara

27 Aug 2019

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 ...

187: Community Is the New Book Value Metric for Your Brand (Or Business) w/ Anand Thaker

27 Aug 2019

Contributed by Lukas

Community is the new book value metric for your brand (or business). Anand Thaker joined me for this episode to dive deep into this idea. Besides bei...

188: Wake Up Earlier and Supercharge your Day

27 Aug 2019

Contributed by Lukas

What would your day look like if you were to commit to waking up an hour early? Just one hour earlier than you normally do? What could you get done? T...

190: Flashback - How To Humanize B2B w/ Andrea Neiman

27 Aug 2019

Contributed by Lukas

Vulnerability is not a weakness, as you may have been told. Vulnerability and self-awareness are actually keys to great leadership, especially in mark...

192: Book Review Week - To Sell Is Human

27 Aug 2019

Contributed by Lukas

Daniel Pink’s fabulous book “To Sell is Human” is groundbreaking. In this episode, Sangram breaks down five of the key lessons he’s learned fr...

203: How to Deliver a TED Talk (or Any Important Talk)

27 Aug 2019

Contributed by Lukas

Delivering a talk is a critical skill whether you are speaking to an intimate gathering in the boardroom or a crowd of thousands for a keynote. The ad...

193: Book Review Week - The 22 Immutable Laws of Marketing

27 Aug 2019

Contributed by Lukas

Despite being a mere two hour read, The 22 Immutable Laws of Marketing provides immense clarity. Detailed amongst the 22 immutable laws, reside lifelo...

194: Book Review Week - The Last Career Guide You Will Ever Need

27 Aug 2019

Contributed by Lukas

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 Ca...

195: What It Takes To Write A Book w/ David Lewis

27 Aug 2019

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...

196: Flashback - How to Avoid the Status Quo w/ Joseph Jaffe

27 Aug 2019

Contributed by Lukas

In this episode we hear from Joseph Jaffe, Co-Founder & CEO of Evolution.

199: Ensuring ABM Accuracy, How To Ensure Each Cookie Is A Person You Want To Target, Even When There Are Millions of Them! w/ w/ Daniel Hellerman

27 Aug 2019

Contributed by Lukas

Let’s face it. Advertising is hard. When you’re trying to market your product or business, you rely on cookies. Those things that follow your onli...

200: Celebrating 200 Episodes of the #FlipMyFunnel Podcast!

27 Aug 2019

Contributed by Lukas

Cue the Rocky theme music, we’ve made it to 200 episodes! We started this journey on January 1st and don't plan on ending anytime soon. A huge thank...

202: What for-profit can learn from nonprofit w/ Katie Bisbee

27 Aug 2019

Contributed by Lukas

The nonprofit world gets a bad rap. Images of people sitting around in circles talking about being nice, operating without a clear set of goals, using...

204: How to Run a Board Meeting as a Rockstar CMO w/ Tim Kopp

27 Aug 2019

Contributed by Lukas

It can be intimidating to go before a board. Especially as a new CMO. But this doesn’t have to be the case. There are strategies and facts that you ...

205: Executing a Successful ABM Campaign at Scale w/ Heidi Vandermeer

27 Aug 2019

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...

7: Develop Your 6th Sense on Why Some Companies Succeed w/ Kelly Ford

27 Aug 2019

Contributed by Lukas

All around we see a variety of companies thriving and others who are struggling. The secret to why companies succeed can be achieved when market, prod...

18: 3 Steps to Marketing Magic

27 Aug 2019

Contributed by Lukas

There are three steps marketing teams are taking to humanize the B2B process, and they all involve creating better environments for positive work rela...

20: Customer Experience is Everyone's Responsibility w/ Sue Duris

27 Aug 2019

Contributed by Lukas

Sue Duris, Director of Marketing and Customer Experience at M4 Communications, wrote about three things C-suite Execs must do in order to NOT be lying...

23: Lessons Learned From My First Sale at Terminus

27 Aug 2019

Contributed by Lukas

Selling to the first customer is not an easy task but there are lots of lessons that can come out of it. Sangram shares his experience to sell to the ...

24: How to Use ABM to Upsell and Expand Your Business Offerings w/ Chris Reene

27 Aug 2019

Contributed by Lukas

ABM is not about doing using the same tactics over and over again. It’s about using creative means (cross-selling, upselling, and encouraging expans...

25: Consequences of Not Prioritizing the Customer and How to Get Back on Track

27 Aug 2019

Contributed by Lukas

Businesses go under for a lot of reasons. But there’s one that stands out more than others: Churn. When you don’t prioritize the customer, there a...

30: How to Scale Content Marketing for an ABM Strategy

27 Aug 2019

Contributed by Lukas

Not all accounts are created equal. If you really want to scale content marketing, you have to start treating your accounts differently. In this episo...

32: How Advocate Marketing Is Building Successful Companies w/ Mark Organ

27 Aug 2019

Contributed by Lukas

The world is changing. We all know this. Think about it: What do we do before we try a product or a service? We go and find reviews and information fr...

34: The Future of Lead Scoring w/ Bryan Brown

27 Aug 2019

Contributed by Lukas

There might not be a future for lead scoring. In the past, lead scoring was a way to determine if someone was a good-fit account. But it plays such a ...

38: A Modern Approach to PR

27 Aug 2019

Contributed by Lukas

Sangram discusses how Terminus used innovative marketing techniques to advertise their new partnership with LinkedIn.

41: How Predictive Empowers Your ABM Strategy Throughout the Flipped Funnel w/ Tony Yang

27 Aug 2019

Contributed by Lukas

Are you taking advantage of predictive? At a #FlipMyFunnel event Tony Yang, VP of Marketing at Conversion Logic and former VP of Demand at Mintigo, ta...

44: 3 Questions to Determine Strategy in Business w/ Bryan Brown

27 Aug 2019

Contributed by Lukas

Bryan Brown, Chief Product Officer at Terminus, shares his wisdom on strategy that has served him during his 17 years of success in the marketing tech...

53: 5 Keys to Your Personal Brand

27 Aug 2019

Contributed by Lukas

We all have a personal brand, whether we like it or not. The question is, how are you taking care of yours? Are you nurturing it, or ignoring it? Here...

54: From Peer to Manager w/ Alex Latraverse

27 Aug 2019

Contributed by Lukas

When you’re a manager—especially a new one—it’s easy to forget that leaders are at their best when the people under them are at theirs. Here’...

56: A Proven Process to Implement ABM/ABS & Reach Decision Makers w/ Steven Bryerton

27 Aug 2019

Contributed by Lukas

Steven Bryerton and the team at DiscoverOrg jumped from just under $1 million in revenue to $70 million in around 7 years. Learn the specific tactics ...

57: Your Ideal CMO May Not Exist w/ Tim Kopp

27 Aug 2019

Contributed by Lukas

Your org is growing. Time to hire the perfect CMO. But that person doesn’t exist. At least not the way you think. You’re probably thinking of a CM...

58: The 3 Parts of the Magic Triangle

27 Aug 2019

Contributed by Lukas

Sangram explains the concept of the magic triangle and how its three parts can foster an environment where employees feel that they are unified and dr...

60: Why Self Reflection Is Important in Your Career w/ Cory Munchbach

27 Aug 2019

Contributed by Lukas

Our #WomenInMartech community is constantly growing and evolving and we are honored to celebrate them every chance we get. The game changer for this...

62: Why Engagement is Marketing 2.0 w/ Jill Rowley

27 Aug 2019

Contributed by Lukas

Marketing in today’s world is all about engaging with a potential buyer. Or at least it should be. But too often, a seller simply automates the proc...

65: Ten Minute Teardowns

27 Aug 2019

Contributed by Lukas

Sangram and Kaitlin discuss the topics for some of the 10 minute teardowns at the upcoming #FlipMyFunnel Conference. Sign up for the #FlipMyFunnel Con...

68: V2MOM -The 5 Things Your Entire Team Should Write Down

27 Aug 2019

Contributed by Lukas

V2MOM may sound like a corny acronym, but it is one of the most profound ways of understanding where you want to go and how to get there. You owe it t...

21: The Big 5 Metrics for Account-Based Marketing w/ Jon Miller

27 Aug 2019

Contributed by Lukas

Jon Miller, CEO of Engagio, shares the big 5 metrics for account-based marketing.

29: The Player-Coach Relationship Between SDRs and Their Managers

27 Aug 2019

Contributed by Lukas

Transitioning to quality from quantity in sales is tough on everyone in your organization, but as you’ll learn from Terminus’s Ryan Vitello and St...

61: How to Avoid the Status Quo w/ Joseph Jaffee

27 Aug 2019

Contributed by Lukas

In this episode we hear from Joseph Jaffe, Co-Founder & CEO of Evol8tion.

80: How to Humanize B2B w/ Andrea Neiman

27 Aug 2019

Contributed by Lukas

What does "humanizing B2B" mean? And why should you care about it? All of that and more in this episode with the incredible Andrea Neiman.  #OneHero

121: How to Align Your MarTech Tools to Fuel Growth w/ Kim Hajec

27 Aug 2019

Contributed by Lukas

The sales & marketing world is getting more and more complex. How do you navigate this landscape effectively with your MarTech tools? How do you e...

150: Why Sales/Marketing Alignment Is Foundational for NI's ABM Strategy w/ Kristen Novak

27 Aug 2019

Contributed by Lukas

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