Sunny Side Up

In this episode, Ciaran talks about his plan to go from consulting to sales, effective sales strategies for the European market, and offers powerful advice for companies looking to work with foreign entities in other countries. He details what it’s like to build a high performing sales team in Europe and shares his candid thoughts on company culture vs. the culture of a country. Ciaran also shares an insightful war story that holds an interesting lesson on foreign business relations. Contact Ciaran Avitabile | Follow us on LinkedIn

In this episode, Danny Nail talks about what Account-Based Marketing (ABM) entails, along with what is needed to scale accounts with ABM, including intent, Ideal Customer Profile (ICP), synergies between accounts, and more. He offers insight into the core principles of ABM and his framework for executing it successfully, emphasizing the significance of innovation and a solid partnership with sales. Contact Danny Nail | Follow us on LinkedIn

In this episode, Anish Jariwala talks about the secret ingredients of success in marketing, especially in critical times such as 2020, as well as the transition from traditional marketing to ABM and his three C’s for improving marketing efforts. He details a few ways you can figure out the right accounts for your company and gauge interest in those accounts, what trends and changes he’s observing in the marketing industry, and he shares his candid thoughts on MQLs and SQLs. Contacts Anish Jariwala | Follow us on LinkedIn

In this episode, Rishi Mallik talks about leading growth marketing in B2B companies. Rishi also explains the growth mindset and how to utilize it in funnel optimization and across the customer journey. We discuss the framework for growth marketing and its critical parts. Contact Rishi Mallik | Follow us on LinkedIn

In this episode, Aaron Ballew talks about implementing an agile framework into marketing, specifically why he decided to implement it in his marketing department, how he eased the minds of his team during this change, and how they think about marketing performance after the transition to agile marketing. Aaron also offers insight into why engineers and people with backgrounds in math, software development, and statistics make great additions to marketing teams. Contact Aaron Ballew | Follow us on LinkedIn

In this episode, Maria White shares insights about getting comfortable in a remote environment and building the right mindset for virtual meetings. She also shares some great insights on how sellers can build an emotional connection with the prospects and have an impact on their virtual sales meetings. Contact Maria White | Follow us on LinkedIn

In this episode, Wes Yee breaks down all the aspects related to growth marketing right from the definition to the tips on getting started with growth marketing. He also shares insights on growth marketing tactics, the right metrics, and a guiding framework for growth marketers and aspirants. #embraceyourjourney Contact Wes Yee | Follow us on LinkedIn

In this episode, Steve Arentzoff shares insights and his approach towards building a marketing organization that’s focused on revenue. Steve touches upon different areas like martech stack, marketing data, and highlights the pitfalls to watch out for by demand generation teams while driving outcomes. Contact Steve Arentzoff | Follow us on LinkedIn

In this episode, Thani Gopalakrishnan takes us through his journey and shares insights on using the three dimensions- people, process, and technology as levers to solve business problems. He also shares his framework for marketing technology and best practices on managing data for marketing operations professionals. #simplifytoscale Contact Thani Gopalakrishnan | Follow us on LinkedIn

In this episode, Hilary Headlee discusses sales operations, having agile teams, and aligning the sales organization for enablement initiatives. She also talks about how they set up their sales teams to manage a high product demand during the on-going COVID situation. Contact Hilary Headlee | Follow us on LinkedIn.

In this episode, Mukul Sheopory a product marketing leader at Ring Central talks about customer data-driven product marketing approach and shares his framework for product marketing inspired by the ten principles of good design by Dieter Rams. Contact Mukul Sheopory | Follow us on LinkedIn.

In this episode, Gabe Rogol talks about the three different layers to the ABM approach and executing ABM at scale using a priority-based account segmentation method. Gabe also explains how personalization really depends on the data and resources available that ultimately affects the level of personalization and the complexity associated with it. We further discuss what the future looks like for Account-Based Marketing. Contact Gabe Rogol | Follow us on LinkedIn.

In this episode, Paul Cesar, Digital Marketing Lead for demand generation at Cloudflare brings up an interesting conversation around the benefits of having an agency-driven model for demand generation and how should you go about picking the right one for your business. Contact Paul Cesar | Follow us on LinkedIn

In this episode, Stacey Justice, Vice President of Sales Strategy and Enablement at Workfront talks about how Sales enablement should always tie back to the ROI and business outcomes. Right now with COVID and remote work environment, sales enablement's role at companies becomes even more critical to help turn their sales reps into digital sellers. Contact Stacey Justice | Follow us on LinkedIn.

In this episode, Jennifer Schulze, VP of Product Marketing at Epicor talks about what customer marketing teams should really focus on to build better relationships credibility and trust and how to operationalize this in the organization. She also highlights the role of data and the right way to measure success. Contact Jennifer Schulze | Follow us on LinkedIn

In this episode, we take a deep dive into the impact of competitive intelligence on sales performance and outcomes with Matthew Coblentz, a competitive intelligence expert at Salesforce. Learn how you can keep your sales teams well informed around the competition to handle objections effectively and to build better relationships. Contact Matthew Coblentz | Follows us on LinkedIn.

In this episode, Giovanni Riva, the Head of Employer Branding & Talent Acquisition at Pipefy shares insights on expanding into LATAM market and how to build high performing sales teams and nurturing the A players in your team.  Contact Giovanni Riva | Follow us on LinkedIn.

In this episode, Ali Penny, Senior Director of Recruiting programs at Yext who has helped build multiple teams, recruiting programs and innovative processes shares amazing insights from her experience to help professionals at every stage of their career get on the right path to success. Contact Alison Penny on LinkedIn. Follow us on LinkedIn.

In this episode William Lum an expert in marketing and marketing operations for a number of technology companies like Palo Alto Networks, Adobe, and Oracle shares his proven framework for optimizing marketing to help marketers get amazing results from their marketing efforts- right from identifying target accounts and buying teams to creating relevant content and generating quality leads for sales. Contact William Lum: Email- marketingoptimized@gmail.com | LinkedIn Follow us on LinkedIn

In this episode, David Gray presents a new outlook on sales enablement as a function that can help companies effectively utilize sellers by putting them in a position of becoming an informed marketer to further their relationships at every stage of the funnel. David shares a framework to operationalize sales enablement along with some key takeaways for enablement professionals. To learn more about this contact David Gray: LinkedIn | Email Follow us on LinkedIn.