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147: Creating Meaningful Marketing in the B2B World w/ Soon Yu

27 Aug 2019

Contributed by Lukas

“It’s isn’t always the biggest, baddest, or fastest mouse trap that gets the mice. It’s the one with the stinkiest cheese.” And this transla...

156: How to Break Out of Sales Obscurity by Leveraging Social Selling w/ Koka Sexton

27 Aug 2019

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...

166: Building an ABM Playbook

27 Aug 2019

Contributed by Lukas

Three knowledgeable guests share their experience with account based marketing at the 2017 Revenue Summit. Avi Bhatnagar, Julia Stead, and Bassem Hamd...

167: Startup Lessons Learned Through the Eyes of My 14-Year-Old Nephew

27 Aug 2019

Contributed by Lukas

Sangram's nephew spent 4 days at Terminus. Here's what he learned.

173: Using the 7x7 Framework for Communicating Change

27 Aug 2019

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? ...

177: Flashback - 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 this #FlipMyFunnel podcast, we spoke with Scott Dorsey, who spent over a decad...

19: How to Give Your SDRs Enough Time for Personal Connections w/ Todd McCormick and Peter Herbert

27 Aug 2019

Contributed by Lukas

Don’t let your SDRs waste their time chasing 500 different accounts. In this one, Todd McCormick and Peter Herbert talk about how to give your SDRs ...

26: The Other ABM: How Attention Based Marketing Fast Tracks Sales Readiness w/ Elle Woulfe

27 Aug 2019

Contributed by Lukas

Elle Woulfe, VP of Marketing at LookBookHQ, discusses how ABM holds on to a marketer’s most precious commodity—buyers’ attention.

28: You Should Read These 3 Books

27 Aug 2019

Contributed by Lukas

Reading is an invaluable way to keep your mind fresh and able to confront the obstacles of day-to-day life. Here are three of my favorite books.

184: Flashback - 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’...

201: Flashback - Insights From 10 Years of Inbound Marketing w/ Kipp Bodnar

27 Aug 2019

Contributed by Lukas

Marketers aren’t trusted because more often than not, they don’t take time to develop relationships. Kipp Bodnar, CMO at HubSpot, has over 10 year...

197: How to do NewsJacking on new rules of PR w/David Meerman Scott

27 Aug 2019

Contributed by Lukas

This was a LIVE podcast we did at Inbound conference with NYT best seller David Meeran Scott on new rules of newsjacking, working with Tony Robbins, a...

10: Two Mistakes Management Makes with Sales Development

27 Aug 2019

Contributed by Lukas

I see it constantly. Well-meaning management teams making critical mistakes with their sales development. What are those mistakes? Our friend Joe Tost...

11: My ABM Journey: Don’t Make The Mistakes I Did w/ Jeff Soriano

27 Aug 2019

Contributed by Lukas

In this talk, Jeff Soriano discusses why successful ABM is about changing your mind.

16: Insights From 10 Years of Inbound Marketing w/ Kipp Bodnar

27 Aug 2019

Contributed by Lukas

Marketers aren’t trusted because more often than not, they don’t take time to develop relationships. Kipp Bodnar, CMO at HubSpot, has over 10 year...

22: The 5 Factors of Success in Entrepreneurial Leadership w/ Godard Abel

27 Aug 2019

Contributed by Lukas

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

33: How Being an Immigrant Shaped My Success

27 Aug 2019

Contributed by Lukas

Being an immigrant has been a tremendous advantage for Sangram. As he explains in this one, being an immigrant means he had to be self-reliant. It mea...

36: Pivoting a 175 Year-Old Company to ABM w/ Derek Slayton

27 Aug 2019

Contributed by Lukas

How you define “The Universe” matters. At least, it did when a 175-year-old company switched to ABM. Derek Slayton, GM & Global Leader, Sales ...

15: Direct Mail Is Alive and Kicking With Account-Based Marketing w/ Sudhir Kumar

27 Aug 2019

Contributed by Lukas

How could something as low-tech as direct mail possibly be effective in the digital age? Sudhir Kumar, Marketing Director at BPI ROK, wrote a great ar...

39: 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 ...

47: 4 Steps to Defining Your Brand Like a Genius w/ Tim Kopp

27 Aug 2019

Contributed by Lukas

Positioning your brand. People love to overcomplicate this. Or ignore it altogether because they have no idea how to tackle it. So Sangram talked to T...

51: Methods, Models, and Metrics of Account-Based Revenue w/ Trish Bertuzzi

27 Aug 2019

Contributed by Lukas

Trish Bertuzzi with Bridge Group, Inc. discusses why account types matters and techniques to make the most out of your account-based marketing strateg...

63: 5 Ways You Know You Are A One Night Stand Marketer

27 Aug 2019

Contributed by Lukas

Marketers love trying to close the deal after the first meeting. Are you a one night stand marketer? Are you more focused on conversions than conversa...

88: The Difference Between Giving Up and Letting Go

27 Aug 2019

Contributed by Lukas

Everybody has those days when it feels like the cards are stacked against them. But how do tell the difference between giving up, and simply deciding ...

89: Making the Move from SDR to Marketing w/ Allie Butters

27 Aug 2019

Contributed by Lukas

Going through an acquisition can be tough. When adding a transition from sales to marketing, the path becomes steep. Allie Butters, Marketing Lead wit...

45: How AI Is Changing ABM

27 Aug 2019

Contributed by Lukas

AI is more than just predictive marketing or marketing automation because it helps you see patterns that would otherwise be invisible.

70: The Passion of the Nonprofit World w/ Oneisha Freeman

27 Aug 2019

Contributed by Lukas

The nonprofit world gets a bad rap, and that’s a shame. Those in the nonprofit world can teach those of us in the ABM world a thing or two about pas...

12: Why Same is Lame, and How to Create Word of Mouth w/ Jay Baer

27 Aug 2019

Contributed by Lukas

In this one I interview Jay Baer, NYT Best Selling author, blogger, and founder of Convince and Convert, about his 25 years in digital marketing, how ...

14: How to Hire Great Talent to Build your SDR Team w/ Lucas Ulloque

27 Aug 2019

Contributed by Lukas

Hiring & Investing in great talent is crucial to building a successful SDR. Listen in to hear Lucas Ulloque, Director of Sales Development at Term...

31: How to Make Your Accounts Love the Fact That You're Targeting Them w/ Tyler Lessard

27 Aug 2019

Contributed by Lukas

What if the most exciting part of your day was being marketed to? It’s not as crazy as it sounds. Tyler Lessard, CMO of Vidyard, spoke at a #F...

42: Execution vs. Vision: A No-Brainer w/ David Politis

27 Aug 2019

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...

48: 5 Lessons Learned From Doing a Daily Podcast

27 Aug 2019

Contributed by Lukas

The last two months have blown my mind. After cracking the iTunes charts and over 800,000 LinkedIn views in 2 months, without spending a dime in ad mo...

50: Start With One w/ Matt Amundson

27 Aug 2019

Contributed by Lukas

Imagine a world where your business could only sell to one company. What would you do? What would you ask your team to do?  in this episode Kaitlin, ...

64: What Makes a Bad Sales Call Bad, and a Good Sales Call Good? w/ Alex Latraverse

27 Aug 2019

Contributed by Lukas

Alex Latraverse, VP of Strategic Sales at Terminus discusses the qualities and practices that make a good sales call, and a bad sales call.

67: Be the Hardest Working Person in the Building w/ Kenny Goldman and Derek Grant

27 Aug 2019

Contributed by Lukas

In this one, Sangram interviews Kenny Goldman and Derek Grant about how to make an impact no matter your role, experience level, or title. 

66: Flood Your Funnel by Being the Smartest Person in the Room w/ Keenan

27 Aug 2019

Contributed by Lukas

How can being the smartest person in the room get your prospects to actually pay attention to you? Keenan, CEO/President of A Sales Guy, is here to te...

75: The AMO You Need for Success on LinkedIn Ads w/ AJ Wilcox

27 Aug 2019

Contributed by Lukas

Do you have your AMO? LinkedIn ads are incredibly effective, but they’re spendy, so it’s imperative that you get them right. How do you do that? A...

97: In Search of the Customer Promised Land w/ Andy Raskin

27 Aug 2019

Contributed by Lukas

How would you want customers to answer this question:   How has (insert your company’s name) changed your life? According to strategic storytelling...

99: Keys to Customer Success: Humans Welcome. w/ Ryan Schwartz & Kyle Hardaway

27 Aug 2019

Contributed by Lukas

Relationships are built with intention. This week we sat down with Ryan Schwartz and Kyle Hardaway from Terminus to discuss customer success.   There...

127: Using AI to Increase Effectiveness in the Buyer Journey w/ Chandar Pattabhiram

27 Aug 2019

Contributed by Lukas

Chandar Pattabhiram, CMO at Coupa sheds light on the difference between AI and Machine Learning and their future use-cases in marketing departments.  ...

130: How to Build a Killer B2B Brand w/ Edward Ford

27 Aug 2019

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. ...

131: Scalable ABM for SMBs: A Marketo Case Study w/ Anastasia Pavlova

27 Aug 2019

Contributed by Lukas

As a small to mid-sized company, how do you really create a focus on scalable content creation for ABM? When you can’t spend tens or hundreds of tho...

72: Persistence, Timing, and Humor: Unlikely Tools to Land That Meeting w/ Stu Heinecke

27 Aug 2019

Contributed by Lukas

Stu Heinecke, author of How to Get a Meeting with Anyone has a great deal of experience landing sit down meetings with difficult-to-reach people. He c...

137: 7 Steps to Financial Fitness w/ Bob Stammers

27 Aug 2019

Contributed by Lukas

Most people do not learn personal finance or investing in school. Why is this a problem? Because, you spend your whole life working to bring in money,...

183: Flashback - The Difference Between Giving Up and Letting Go

27 Aug 2019

Contributed by Lukas

Everybody has those days when it feels like the cards are stacked against them. But how do tell the difference between giving up, and simply deciding ...

146: A Rockstar ABM Strategy Needs the Right Team w/ Matt Senatore and Joe Quinn

27 Aug 2019

Contributed by Lukas

We talk a lot about ABM here at #FlipMyFunnel. Sales, marketing, finding the right accounts -- it’s all part of the show. But what’s most importan...

153: Netflix Culture code: Giving Your Team Freedom

27 Aug 2019

Contributed by Lukas

Most huge companies aren’t generally known for the “freedom” they offer their employees. But Netflix isn’t most huge companies. Most huge comp...

160: Interview With an Award-Winning Sales Leader w/ Derek Grant

27 Aug 2019

Contributed by Lukas

Derek Grant is an incredible sales leader. He is the VP of Sales at SalesLoft and recently won an ABMie for Best Sales Leader. We caught up with Derek...

164: Flashback - How to Hire Great Talent to Build Your SDR Team w/ Lucas Ulloque

27 Aug 2019

Contributed by Lukas

Today, we're replaying one of our early episodes, a great interview with Lucas Ulloque that you might have missed if you recently subscribed to the sh...

171: 3 Tips You Should Use to Master Personalization w/ Matt Heinz

27 Aug 2019

Contributed by Lukas

In this interview adapted from the B2B Growth Show, Logan Lyles sits down with Matt Heinz, President of Heinz Marketing, who explains the secret of ho...

168: MBA vs Startup - How Would You Spend $100K?

27 Aug 2019

Contributed by Lukas

On a recent episode of the #FipMyFunnel podcast, we talked about this very topic. How would you spend $100k? Starting a startup, or getting an MBA? Be...

178: Flashback - 5 Lessons Learned From Doing a Daily Podcast

27 Aug 2019

Contributed by Lukas

The first two months that this podcast was live blew our mind. After cracking the iTunes charts and over 800,000 LinkedIn views in 2 months, without s...

182: How to double your win rate with ABM - Daniel Oxenburgh

27 Aug 2019

Contributed by Lukas

What one area in B2B Marketing should you focus on for the greatest impact, that by focusing on in it for the next 6 months, your win rate will double...

185: Flashback - 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...

189: How Pardot Sold Their Company for Roughly $100M in Five Years w/ David Cummings

27 Aug 2019

Contributed by Lukas

David Cummings co-founded Pardot during the heat of the recession. Initially, David wanted to replace the function of the traditional contact forms yo...

191: Book Review Week - 3 Lessons from Peter Drucker's "The Effective Executive"

27 Aug 2019

Contributed by Lukas

Effective enterprise leaders ask themselves two questions: What needs to be done? What is right for the company? Peter Drucker gives both of these poi...

198: Flashback - Are You a Manager or a Leader? 5 Areas to Examine

27 Aug 2019

Contributed by Lukas

Are you a manager or a leader? These five assessments will tell you.

69: What Are Professional Services and When Should You Buy Them? w/ David Pyrzenski

27 Aug 2019

Contributed by Lukas

What are professional services and how/when should you buy and use them? David Pyrzenski is a VP of Professional Services at Terminus, and he has some...

71: Getting More Diversity in Tech w/ Lori Richardson

27 Aug 2019

Contributed by Lukas

More diversity on your sales team means more ROI. But far too often, not enough women apply. So how do you attract more qualified female applicants to...

74: The Power of Video Outreach w/ Morgan Gillespie

27 Aug 2019

Contributed by Lukas

Morgan Gillespie from Terminus walks us through the lessons every SDR can learn about using video as your initial form of outreach to future customers...

76: Putting the "B" Back in B2B w/ Kevin Bobowski

27 Aug 2019

Contributed by Lukas

It’s not easy to succeed in a B2B company. There are tons of distractions that will cause you to stray from what works, and to forget your purpose. ...

78: The Secret to More Power and Influence

27 Aug 2019

Contributed by Lukas

Cluttered schedules and pipelines are the norm. Imagine how much more productive you could be if you stripped away those things that aren’t worth th...

79: How to Transition Sales to ABM w/ Mike Venable & Robert Beckwith

27 Aug 2019

Contributed by Lukas

Getting your sales team on board with ABM is not always easy. Mike, Robert, and Sangram discuss what transitioning sales to ABM actually entails, and ...

81: Fall Crazy in Love with Account-Based Social w/ Amelia Ibarra

27 Aug 2019

Contributed by Lukas

You've been sending customized emails from your sales team, and it's going great. Except for social media. How can you make account-based solutions fo...

82: 3 Big Questions for Sales Leaders w/ Dan Ross

27 Aug 2019

Contributed by Lukas

Our guest today is Dan Ross, SVP of Commercial Sales (SMB) at Salesforce. In this one, Sangram asks Dan three questions about his experience in a lead...

83: Lessons From Peter Drucker’s “The Effective Executive”

27 Aug 2019

Contributed by Lukas

Effective enterprise leaders ask themselves two questions: What needs to be done? What is right for the company? Peter Drucker gives both of these poi...

84: Balancing Customer Happiness and Success w/ Jason Katz

27 Aug 2019

Contributed by Lukas

Keeping customers happy is the goal, right? Not always. Often, a customer won’t stick around with a service provider if they don’t succeed in thei...

85: How Reply Marketing Can Help with Sales w/ Matt Benati

27 Aug 2019

Contributed by Lukas

Email marketing is a huge component of a campaign and when we let replies just drop, we lose the potential of future customers. When we focus on reply...

86: Forget the Fluff: A Practical Approach to ABM w/ Kristen Wendel

27 Aug 2019

Contributed by Lukas

Kristen Wendel, Director of Marketing Operations at Planview, (Previously Director of Marketing Operations at VersionOne) shares how her team uses ins...

87: Book Publishing: Do’s and Don'ts w/ Amy Fandrei

27 Aug 2019

Contributed by Lukas

Your story is a good one. It has the ability to connect and resonate. It’s book worthy, but how do you make that leap? Imagine being able to write a...

90: How Should You Budget for ABM?

27 Aug 2019

Contributed by Lukas

In this episode, Kaitlin Lutz talks with Sam Melnick, VP of Marketing at Allocadia, all about how to budget for ABM.  This episode is based off a blo...

91: Ready, Set, Start: Rocking ABM Account Selection from A to Z w/ Lisa Skinner

27 Aug 2019

Contributed by Lukas

The world is full of marketing challenges. Win rates need to be higher, there’s a lack of sales and marketing alignment, a businesses need to be mor...

92: Tour of Duty w/ David Keil

27 Aug 2019

Contributed by Lukas

How do some companies create loyalty between themselves and their employees while others watch talented staff and executives click through a turnstile...

93: How to Tell Better Business Stories

27 Aug 2019

Contributed by Lukas

What do all great movies have in common? According to Donald Miller’s Building a Story Brand, there’s a hero, a problem, and a guide. Most compani...

94: Glass Balls vs Rubber Balls w/ Meg Zelman

27 Aug 2019

Contributed by Lukas

On this episode of the #FlipMyFunnel podcast, we give a huge shout out to all the moms. Whether they’re full time working moms or stay-at-home moms,...

95: Chasing Moments as an SDR w/ Seyar Karimi

27 Aug 2019

Contributed by Lukas

Why is it important to "chase moments" both personally and professionally? Seyar Karimi is a Senior Business Development Representative at Uberflip. ...

98: The 22 Immutable Laws of Marketing: A Breakdown from Sangram

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...

100: Celebrating 100 Episodes of the #FlipMyFunnel Podcast!

27 Aug 2019

Contributed by Lukas

Cue the Rocky theme music,  we’ve made it to 100 episodes!  100 episodes since January 1st. We’re pretty pumped about that. And we’re taking a...

101: 8 Keys for Integrating ABM with Your Sales Team’s Existing Target Account Programs w/ Matt Heinz

27 Aug 2019

Contributed by Lukas

In honor of releasing our 100th episode, we’re taking the time to look back at some of our favorite episodes from the past few months! We’re start...

102: Want Success in Business? Follow These 4 Steps w/ David Cancel

27 Aug 2019

Contributed by Lukas

One-time success in business means nothing.  To really “make it,” you’ve got to learn how to find that same amazing result again and again. As ...

209: 3 Reasons Why Sales Should Care About ABM w/ Alex Latraverse

27 Aug 2019

Contributed by Lukas

In this one, Sangram talks to Alex Latraverse, VP of Enterprise Sales at Terminus, about the relationship between sales and ABM.

252: All-Time Most Downloaded Episode on Customer Success vs. Customer Happiness w/ Lincoln Murphy

27 Aug 2019

Contributed by Lukas

In this one, we're replaying our most downloaded podcast episode, an interview with Lincoln Murphy in which he discusses the difference between custom...

251: Flashback - ABM Success: Invoca's Journey from Implementation to Optimization w/ Julia Stead

27 Aug 2019

Contributed by Lukas

Julia Stead, Director of Demand Generation for Invoca, discusses the successes and challenges of their implementation and optimization of ABM over a o...

253: Best of 2018 - The Importance of Journaling

27 Aug 2019

Contributed by Lukas

Sangram argues the benefit of journaling as a tool for self-reflection and the achievement of goals.

347: Sales Development - The Unsung Heroes of ABM w/ Sarah Tosh & Mavis Norwich

27 Aug 2019

Contributed by Lukas

In another Takeover Tuesday episode of the Flip My Funnel podcast I (Justin Keller) had the opportunity to talk with two amazing Sales Development le...

346: Stop Leading With Your Product & Start Talking About the Problem w/ Keenan

27 Aug 2019

Contributed by Lukas

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? Becaus...

345: Flashback - Struggle Creates Change. Change Creates Growth.

27 Aug 2019

Contributed by Lukas

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 w...

343: Flashback - 5 Ways You Know You Are A One Night Stand Marketer

27 Aug 2019

Contributed by Lukas

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...

342: A Tale of Two ABM Programs w/ Jess Engel & Bre Gaul

27 Aug 2019

Contributed by Lukas

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 most...

341: Multiply Your Sales with the Go-Giver Mindset w/ Bob Burg

27 Aug 2019

Contributed by Lukas

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...

339: An Inside Look at Oracle’s Account-Based Strategy w/ Steve Watt and Kelvin Gee

27 Aug 2019

Contributed by Lukas

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 wi...

338: Flashback - The Last Career Guide You'll 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 C...

336: How Do You Become a Sensational Leader w/ Duane Cummings

27 Aug 2019

Contributed by Lukas

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 ...

334: How to Practice ABM Using the TEAM Framework

27 Aug 2019

Contributed by Lukas

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 S...

332: ABM for Humans: Relationship-Based Marketing w/ Justin Keller

27 Aug 2019

Contributed by Lukas

Marketing departments think in terms of accounts, not the humans in the target department of the target company. We need to start thinking about relat...

331: Running an Agency With Your Wife and Crushing It w/ Mike and Nikole Rose

27 Aug 2019

Contributed by Lukas

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 founde...

329: Insights From the 2018 State of ABM Survey w/ Derek and Matt Heinz

27 Aug 2019

Contributed by Lukas

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,...

328: Flashback - Are You a Manager or a Leader? 5 Areas to Examine

27 Aug 2019

Contributed by Lukas

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...

327: How to Build the World’s Best Team w/ Jeff Perkins

27 Aug 2019

Contributed by Lukas

Retention and talent acquisition take up a lot of bandwidth in conversations today. So Sangram sat down with a real pro, Jeff Perkins, to ask him how ...

325: What Oprah’s Wisdom Has Taught Me

27 Aug 2019

Contributed by Lukas

Are you ready to live the life of your dreams? You have to be ready to make a hard choice and gamble on the unknown. That’s my life lesson from toda...