GTM Made Simple

323: Cultural Mastery: How to Lead and Sell in the 21st Century w/ Ricardo Gonzalez

27 Aug 2019

Contributed by Lukas

You need to communicate and motivate your colleagues and customers. Culture is the invisible water in which we swim, but if you’re not aware of its ...

322: Why Quora’s High-Intent Audience Is Gold w/ JD Prater

27 Aug 2019

Contributed by Lukas

For today’s episode of the Flip My Funnel podcast, we spoke with JD Prater, Quora Evangelist at Quora. JD and I talked about why Quora needs to be ...

321: What You Can Learn from Non-Profits w/ Trent Ricker

27 Aug 2019

Contributed by Lukas

For today’s episode of the Flip My Funnel podcast, we spoke with Trent Ricker, CEO and President of Pursuant Group. Trent and I talked about how to...

320: Stand for Something. (Or Stand for Nothing)

27 Aug 2019

Contributed by Lukas

Not everyone agrees with Guy Kawasaki. But no one ignores him. He uses his social influence to speak out about politics. Many told him to stay out of ...

319: How Phononic Used Terminus To Reap Huge ABM Success

27 Aug 2019

Contributed by Lukas

For today’s episode of the Flip My Funnel podcast, we spoke with Daniel Englebretson, Director of Integrated Marketing at Phononic. In this show, D...

318: Flashback - How to Deliver a TED Talk (or Any Important Talk) w/ James Carbary & Sangram

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...

317: What Makes A Great Evangelist w/ Ethan Beute & Sangram

27 Aug 2019

Contributed by Lukas

As you know, on Tuesdays we have been doing our Takeover series. For this series, Ethan Beute has been hosting awesome interviews, all focused on this...

316: Is Seth Godin’s 5 Step Marketing Framework Right For You w/ Seth Godin

27 Aug 2019

Contributed by Lukas

If there is one person synonymous with marketing excellence, it is Seth Godin.   Godin has written 18 bestselling books including Permission Marketi...

314: Flashback - 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...

313: Flashback - To Sell is Human

27 Aug 2019

Contributed by Lukas

If we are human, why is it so hard to act like one? What does being human in the corporate world look like? In Daniel Pink’s book, To Sell is Human,...

312: When Do you Need a Chief Evangelist w/ Dan Steinman

27 Aug 2019

Contributed by Lukas

Tech evangelists have been with us since the beginning of the Macintosh operating system. While the evangelist title is undeniably cool, when is it ne...

311: How to Operationalize a Word-of-Mouth Strategy w/ Jay Baer

27 Aug 2019

Contributed by Lukas

You've got a marketing strategy, a content strategy, a social strategy, an ABM strategy. You may also have a crisis strategy, a sales strategy, a hiri...

309: Flashback -Engagement: 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...

308: Flashback - 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...

306: How to Understand Branding w/ David Brier

27 Aug 2019

Contributed by Lukas

Welcome to another episode of the #FlipMyFunnel podcast. Today, we sit down with author and speaker David Brier. David is an expert on branding, and h...

305: Relationships Don’t Scale - But Build Them Anyway

27 Aug 2019

Contributed by Lukas

Relationships don’t scale. But doing unscalable things can build relationships.As a leader, as a marketer, as a salesperson - what are the things yo...

304: How ABM Breaks Through Noise to Create Awareness w/ Jeremy Middleton

27 Aug 2019

Contributed by Lukas

If you’re selling a big ticket item with a long sale cycle, account based marketing is the smartest  way to go according to Jeremy Middleton, Seni...

302: How to Do Tech Evangelism The Right Way w/ Dave Isbitski

27 Aug 2019

Contributed by Lukas

Does your company need an evangelist? The title is bandied about quite a lot but who is doing it right? We spoke with Dave Isbitski Chief Evangelist f...

301: Building a Culture That Can Take You Public w/ Godard Abel

27 Aug 2019

Contributed by Lukas

A lot of entrepreneurs dream of ringing the bell. You’ve poured your blood, sweat, and tears into your venture. Finally, it’s going public. But to...

300: Sangram Answering Audience Questions

27 Aug 2019

Contributed by Lukas

In my 300th episode of the Flip My Funnel podcast, I’m answering questions. Here’s a sample: Steven Loudermilk wants to start a podcast on real e...

299: Flashback - How to Never Lose a Customer EVER Again w/ Joey Coleman

27 Aug 2019

Contributed by Lukas

In our pursuit of conversion rates, we’ve often missed customer retention. Our thrill of the chase has left many of our prospects dissatisfied with ...

298: Flashback - 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...

296: Pivoting from a Startup Leader to a Scale-up Leader w/Brian Halligan

27 Aug 2019

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 ...

295: How Commitment Creates Movement

27 Aug 2019

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 mean...

294: Flashback - How to Measure ABM Success w/ Masha Finkelstein

27 Aug 2019

Contributed by Lukas

What if you modeled the way you made friends after account-based marketing? Crazy, right? Maybe not. I recently chatted with Masha Finkelstein and as...

293: How to Make Your Customers Feel at Home

27 Aug 2019

Contributed by Lukas

My former boss Marc Benioff, the founder of Salesforce, is a genius at turning customers into evangelists. I have learned so much from him that I now ...

291: What is Branding and How Iconic Brands Do It w/Hayley Berlent

27 Aug 2019

Contributed by Lukas

Where do great ideas come from? From people who have seen the world from a different point of view. That’s what Hayley Berlent says. And she would k...

290: Why Being Respected is More Important Than Being Liked

27 Aug 2019

Contributed by Lukas

When it comes down to it, being respected is more important than being liked. Being respected is a long term play for somebody’s betterment. Being l...

279: Never Stop Loving Your Customers, Even When They Leave w/ Jason Katz & Ryan Vitello

27 Aug 2019

Contributed by Lukas

When a customer churns, this is a tremendous opportunity for you to: Get feedback on your company’s good, bad, and ugly Find out what the lost cust...

288: The 3 Things Marc Benioff Focused On to Get Results

27 Aug 2019

Contributed by Lukas

Everybody knows you can’t be good at everything. You especially can’t be good at everything all at the same time. So, what do you do? Focus on the...

286: How to Lead When You Are Not in Charge w/ Clay Scroggins

27 Aug 2019

Contributed by Lukas

Some kids want to be firemen when they grow up. Others want to be doctors or engineers or fitness gurus. Clay Scroggins wanted to be a leader. And he’...

273: Part 4 of the Bezos Letters: Why It’s Always Been Day 1 At Amazon

27 Aug 2019

Contributed by Lukas

“Day 2 is … followed by death. That’s why It will always be day 1 at Amazon.” — Jeff Bezos Here it is: The final chapter of our 4-part serie...

272: 4 Simple Tweaks That Will Radically Increase Your Daily Productivity w/ Bryan Wish

27 Aug 2019

Contributed by Lukas

Often, it’s not the small things, but the big things that truly determine our daily productivity. The smallest tweaks can have the largest impact. B...

277: Flashback - The Creative Curve w/ Allen Gannett

27 Aug 2019

Contributed by Lukas

We're bringing it back to another one of our favorite episodes for Flashback Tuesday! What do The Beatles, Elon Musk, JK Rowling, & Steve Jobs hav...

244: Flashback - Think and Grow Rich Company Culture w/ Katie Burke

27 Aug 2019

Contributed by Lukas

In order to cultivate exceptional company culture, you need to “Think and Grow Rich.” Sangram sits down with Katie Burke, Chief People Officer of ...

340: Flashback - Passion Trumps Resume

27 Aug 2019

Contributed by Lukas

Is it better to hire people who have an impressive CV, or who will roll up their sleeves and do whatever needs to be done to bring a project to fruiti...

289: How This Terminus User is Adopting ABM to Drive Growth

27 Aug 2019

Contributed by Lukas

Why do I want to brag about Pramata who’s web traffic has gone down? To be clear, it’s gone down directly because of using Terminus. Jeremy Middl...

292: How to Bring About Change and Get Everyone on Board

27 Aug 2019

Contributed by Lukas

How can a leader bring about change in their organization and get everyone on board? It's Take Over Tuesday and today my host David Lewis is speaking ...

297: How to Make a Difference at Work and In Your Career

27 Aug 2019

Contributed by Lukas

When you work in marketing, whether it is ABM or traditional marketing, you sometimes can get caught up in the latest tools. but for Heidi Melin, the ...

243: Want to Be a Better Communicator? Do These 3 Things

27 Aug 2019

Contributed by Lukas

In this one, Sangram does a book review of Communicating for a Changeby Andy Stanley and Lane Jones.

269: Flashback - How to Double Your Win Rate with ABM w/ 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...

208: 5 Things I Learned From the Conex Conference

27 Aug 2019

Contributed by Lukas

I was recently lucky enough to attend Conex, a content experience conference put on by UberFlip. It was 3 days of incredible speakers, life lessons, a...

287: Creating a Frictionless Customer Experience w/ Gene Foca

27 Aug 2019

Contributed by Lukas

Today's host is David Lewis, Founder of DemandGen.  What do coaching soccer and being a CMO have in common? Well, actually, a lot. Gene Foca is curre...

274: How to Scale up Your Account-Based Marketing w/ Daniel Day

27 Aug 2019

Contributed by Lukas

Daniel G. Day, Director of Account-Based Marketing (ABM) and Market Planning at Snowflake Computing is an ABM rock star.  Snowflake Computing is a c...

337: Breaking Through the Digital Noise to Create Magic w/ Justin Keller and Sruthi Kumar

27 Aug 2019

Contributed by Lukas

Every month we’re pelted with 600,000 brand impressions. Does that make you feel exhausted? Me too. Sruthi Kumar works for Sendoso is the world’s ...

315: Rewriting History By Reframing The Problem

27 Aug 2019

Contributed by Lukas

It’s another episode of Sangram’s Big Idea Friday. In this episode of the Flip My Funnel podcast Sangram talks about how to rewrite history. You ...

223: 5 Ways to Be Productive as a Travel Warrior

27 Aug 2019

Contributed by Lukas

Here are five ideas for maximizing your time and energy on the road: 1) Don’t drink 2) Eat salads 3) Work out in the morning 4) Sleep early 5) Read ...

264: Flashback - 3 Things B2B Marketers Can Learn From The B2C Sphere w/ Bryan Brown

27 Aug 2019

Contributed by Lukas

In this episode, we brought in our very own Bryan Brown, Chief Product Officer at Terminus, to chat about the difference between B2B and B2C marketing...

324: How Do You Earn the Right to Do Business with Your Prospects? w/ Michael McCunney

27 Aug 2019

Contributed by Lukas

Think always of your prospect’s challenges, not your solution. If you want to see a company that’s learned how to put their prospects’ challenge...

211: Turn Your Pitch Into Your REASON w/ Dale Dupree

27 Aug 2019

Contributed by Lukas

Surface level stuff is bullcrap. Prospects hear the same stuff everyday. “My product can save you 15% or more.” “This tool could really benefit ...

214: Authenticity and Ferraris: One Employee’s Final Thoughts on His Time at Terminus

27 Aug 2019

Contributed by Lukas

There comes a time in the life of every founder when they have to say goodbye to a team member. It’s never fun to lose people, but it’s especially...

217: Flashback - 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...

310: Do You Have an Outcome Versus Activity Based Mindset?

27 Aug 2019

Contributed by Lukas

My goal outcomes determine my daily tasks. Not my inbox. Who's determining your goals? Is it you? Or is it your inbox? That’s what we talked about o...

226: 3 ABM Truths and a Lie w/ Katie Bullard

27 Aug 2019

Contributed by Lukas

“When we first decided to get serious about ABM, we were amazing at it.” “That’s the one lie I will tell you.” Everything else, was action-p...

230: Flashback - How to Build a Killer B2B Brand w/ Edward Ford

27 Aug 2019

Contributed by Lukas

What do you think of when you think about brand marketing? Most people probably think about fluff. And this couldn’t more true than in the B2B and S...

227: How Your Business and Brand Become the Most Trusted Voice w/ Marcus Sheridan

27 Aug 2019

Contributed by Lukas

Sales teams make more money than marketers for one crazy simple reason: They speak the same language as the business owners. Marketers are great at de...

239: How to Report on Rev Ops at the Board Level w/ Brad Smith

27 Aug 2019

Contributed by Lukas

Revenue Ops has a tough job already. But reporting at the board level adds an extra layer of complexity. On this episode of the #FlipMyFunnel podcast,...

238: How to Conduct Effective 1 on 1’s with the CARE Format

27 Aug 2019

Contributed by Lukas

The 1 on 1 meeting. A lot of us have them on a regular basis. They may be useful meetings to check in with managers or direct reports. They may be tim...

240: How Optymyze Defines TAM and Measures ABM w/ Renny and Sarah

27 Aug 2019

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...

237: Why a 1.5x Pipeline Is Actually More Valuable than 5x Pipeline w/ Andy Paul

27 Aug 2019

Contributed by Lukas

Like radical ideas? Here’s one: You don’t need a bigger pipeline. You just need to create more value for your current prospects. Radical, right? T...

330: Flashback - How Consistency Creates Massive Outcomes

27 Aug 2019

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...

236: “Stop Giving So Many CTAs” & 2 Other B2B Hacks You Can’t Live Without w/ Randy Frisch, Katie Cantwell, and Tyler Lessard

27 Aug 2019

Contributed by Lukas

We talk a lot about using marketing and sales tactics that re-humanize B2B and make it personal. This episode isn’t just a one scoop of B2B sales an...

248: A 5-Part Formula to Effective Communication

27 Aug 2019

Contributed by Lukas

Here comes part 2 of the book review of “Communicating for a Change” by Andy Stanley and Lane Jones. Andy lays out a 5-part formula to communicate...

258: Jeff Bezos & His Philosophy on Growth – Part 1

27 Aug 2019

Contributed by Lukas

This is part one of a four-part series reviewing the Amazon shareholder letter written by Jeff Bezos in 1997 and his big idea around Day 1.   Take a ...

256: Building a Moat, Finding Your Fit’s Source, and Playing the Long Game for Yourself w/ Rand Fishkin

27 Aug 2019

Contributed by Lukas

Companies are hard to build and hard to sustain. They require protection from competition in the form of a moat. They require intelligence data on the...

261: How to Build World Class Teams w/ Corinne Sklar - CMO Bluewolf, An IBM Company

27 Aug 2019

Contributed by Lukas

Everybody company wants it, but not every company gets it. In fact, of the tens of thousands of companies out there, few ever quite get to say that th...

262: 3 Specific Ways to Make Your Organization More Productive w/ Andrew Hurley

27 Aug 2019

Contributed by Lukas

For summer reading what sounds better? Inching along on 16 unfinished books? Or reading 3 great ones cover to cover? Obviously the second. So why are ...

307: Evangelism - The Purest Form of Sales w/ Guy Kawasaki

27 Aug 2019

Contributed by Lukas

Welcome to another episode of the #FlipMyFunnel podcast. Today, we sat down with Guy Kawasaki, one of the original Chief Evangelists and arguably one ...

267: How to Instantly Connect with Your Future Customers w/ Logan Lyles

27 Aug 2019

Contributed by Lukas

Deals don’t come easily. The days of cold-calling and spray-and-pray emails are quickly fading. What’s a salesperson to do in today’s climate of...

303: How & Why to Create Unforgettable Moments for Your Employees w/ James Carbary

27 Aug 2019

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...

326: Sales 3.0 - How to Survive and Thrive in the New Landscape w/ Barbara Weaver Smith

27 Aug 2019

Contributed by Lukas

Sales 3.0 has arrived and could be about to destroy your sales job. When account-based marketing and sales enablement platforms meet artificial intell...

335: Flashback - Joy Is Forever; Happiness Is Temporary

27 Aug 2019

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 ...

333: Flashback - 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? ...

344: What Makes a Good ABM Company Great w/ Matt Senatore & Steve Casey

27 Aug 2019

Contributed by Lukas

In this episode, my guest host (Steve Watt) had the opportunity to interview two true leaders in the ABM space, Matt Senatore and Steve Casey. Matt is...

206: The 3 Steps You Need To Launch Your ABM Strategy w/ Elle Woulfe

27 Aug 2019

Contributed by Lukas

If you’re starting your ABM strategy with the M in ABM before the A, you’re doing it wrong. Elle Woulfe is the VP of marketing at PathFactory wher...

207: Could a Freelancer Replace Your Full-Time Staff Member?

27 Aug 2019

Contributed by Lukas

If current trends in independent contracting continue, 50% of the workforce will be comprised of freelancers by 2027. Is your company ready for this? ...

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

27 Aug 2019

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...

212: How to Be an Amazing Fractional CMO w/ Dave Knox

27 Aug 2019

Contributed by Lukas

Fractional CMOs are new in marketing, and it makes sense. A perfect fulltime CMO may not be what the company needs right now, but a proven marketing e...

213: 5 Things We Learned From HYPERGROWTH

27 Aug 2019

Contributed by Lukas

We love conferences and events at #FlipMyFunnel. They’re incredible places to hear from the best leaders in the industry, network and build lifelong...

215: 3 Mergers And Acquisitions To Watch

27 Aug 2019

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 personaliza...

216: 4 Controversial B2B Marketing Trends You Need to Start. Yesterday. w/ Peter Weinberg

27 Aug 2019

Contributed by Lukas

We have some “contrarian” advice for all B2B Marketers, and it comes straight from LinkedIn: First piece of advice: The only advantage you can gai...

241: Transforming ABM at Terminus w/ Todd McCormick

27 Aug 2019

Contributed by Lukas

Though a leader in helping others implement Account Based Marketing (ABM), Terminus struggled to implement ABM principles itself until two years ago. ...

218: Forcing Functions: Why Every Organization Needs Them

27 Aug 2019

Contributed by Lukas

Forcing function are the greatest reason why innovation happens in companies at a rapid scale. Think annual conferences like salesforce - the teams kn...

219: Mindful Leadership: How It Brings Your Life Into Balance w/ Alex Latraverse

27 Aug 2019

Contributed by Lukas

We all like honest people. People who can inspire us with their successes, and expose their downfalls. But when those people can communicate what they...

220: How To Practice Fearlessness In Marketing w/ Madison Bennett

27 Aug 2019

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? M...

221: The Perfect Marriage of Automation & Personalization w/ Kyle Porter

27 Aug 2019

Contributed by Lukas

Empathetic listening, one-on-one conversations, and building amazing, personal touches are vital to your customer experience. Creating scalable, repea...

222: Creating Video Content: 4 Reasons You've Probably Never Considered w/ Ethan Beute

27 Aug 2019

Contributed by Lukas

Most of the crazy community in #ABM believes passionately in the problems we solve and the value we deliver. We love what we’re doing, and we’re e...

224: How an SDR Created a Makeshift ABM Playbook and Landed at Our Door w/ Kenny Brady

27 Aug 2019

Contributed by Lukas

“Funny story: I was going through your open positions to pitch you on our staffing services. Instead, I think you have a position that was written j...

233: 6 John Wooden Quotes that will change your life

27 Aug 2019

Contributed by Lukas

Who is John Wooden? John Robert Wooden (October 14, 1910 – June 4, 2010) was an American basketball player and head coach at the University of Calif...

225: How a 4-Time CMO Says You Should Create Your Ideal Customer Profile w/ Kirby Wadsworth

27 Aug 2019

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...

242: How to Never Lose a Customer EVER Again w/ Joey Coleman

27 Aug 2019

Contributed by Lukas

In our pursuit of conversion rates, we’ve often missed customer retention. Our thrill of the chase has left many of our prospects disasatisfited wit...

228: Why Every Person Needs a Big Rock to Move w/ Sangram & James Carbary

27 Aug 2019

Contributed by Lukas

A few weeks ago, we did an episode about forcing functions. The LinkedIn messages, emails, and comments just keep rolling in, so we had to revisit thi...

229: From Peer to Coach- Being a Young Leader in a Rapidly Growing Company w/Christina Simms

27 Aug 2019

Contributed by Lukas

Leadership is difficult. Young leadership is harder. When your peers on Friday become your direct reports on Monday, awkward is often the best-case sc...

231: 3 Ways to Challenge Your Marketing Team to Drive the Only Metric That Matters w/ Karen Steele

27 Aug 2019

Contributed by Lukas

Everyone owns revenue. It’s not sales job, it’s our job. The silos of organizations have to be destroyed in order for us all to get back to the on...

232: 5 Skills Every ABMer Must Have w/ Brittney Overstreet

27 Aug 2019

Contributed by Lukas

“Not all accounts are the same — often, they each need a personal, detailed approach.” It’s not every day you meet an account based marketer l...

234: Do your SDRs talk to your Customer Success team? w/ Ryan Vitello

27 Aug 2019

Contributed by Lukas

Can you name the only two customer-facing roles in your business? Your sales development team and your customer success team. But how often do they in...

246: 8 Video Tips for B2B Sales Pros w/ Jason Price

27 Aug 2019

Contributed by Lukas

By now, you’ve probably heard you should be using videos somewhere in your B2B sales cycle. But … how do you do it? Where does video fit in the sa...

247: Why Companies Like HubSpot Are Tripling Down on Podcasting w/ Sam Balter

27 Aug 2019

Contributed by Lukas

Many companies are wondering about podcasting. Should they get in the game?  The truth is if you’re not active in podcasting, it's like not having ...

249: Flashback - 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...

250: The Top 3 Priorities of a CMO Who Just Happened to Raise $103M with $1.6B In Valuation w/ Jen Grant

27 Aug 2019

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 #Fl...