228: Why Every Person Needs a Big Rock to Move w/ Sangram & James Carbary
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 this topic. Co-hosted by both .) This was a power-packed episode, so let’s dive into Sangram’s three ways you as a leader can motivate yourself and your team.
227: How Your Business and Brand Become the Most Trusted Voice w/ Marcus Sheridan
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 describing their value in marketing terms, such as positioning, value prop, and image. Meanwhile, the entire sales team shrugs their shoulders and says things like “driving revenue” and “ROI.” This sales language is the same bottom-line language of the CFO & CEO. . Check out what he had to say. (You’ll see why I ran so fast.)
226: 3 ABM Truths and a Lie w/ Katie Bullard
“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-packed truth. For this episode, We listened in on Katie Bullard’s presentation at the , where they’re delivering dynamic data that connects B2B sellers with their ideal buyers. Get ready for 3 truths and a lie (ABM style).
225: How a 4-Time CMO Says You Should Create Your Ideal Customer Profile w/ Kirby Wadsworth
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 millionaire: “First step: Get a million dollars.” So how do you get that million dollars? Or, in this case, how do you define your ideal customer profile? Our advice, listen to this guy: , where he and his team are on a tremendous growth trajectory, while Kirby is helping define their ICP. He came on #FlipMyFunnel to share what he’s learned. Don’t miss it.
224: How an SDR Created a Makeshift ABM Playbook and Landed at Our Door w/ Kenny Brady
“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 just for me.” Those were the opening lines . Before coming on board, Kenny worked in sales with a variety of SaaS companies who all had similar approaches: “Take this list of random contacts. Call everyone. Bring in some results.” Kenny knew there had to be a better way. In fact, without knowing it, he created his own makeshift ABM from his experiences along the way, even before he knew what ABM was. You gotta hear his story.