Sunny Side Up

Serial Salesperson, 3x Multi-Million Dollar Entrepreneur, Author, INVESTOR and expert speaker on sales, marketing and entrepreneurship- Brandon Bornancin joins us on the Sunny Side Up podcast by DemandMatrix to discuss B2B Sales techniques that make a difference! About Brandon Brandon Bornancin is the founder and CEO of SeamlessAi and is known to be a sales obsessed entrepreneur, leader, author & investor! About Seamless.Ai SeamlessAi was started by Brandon Bornancin and a group of award-winning entrepreneurs who are working to disrupt the B2B Sales industry. Key takeaways from the episode “I built Seamless.Ai because I needed to sell faster!” “Seamless.Ai helped me make over 7 figures in sales in a year! And I wanted to help the industry do the same!” “Over a course of a decade I wrote thousands of sales scripts through my roles at IBM and Google. And I always felt, if I don’t let the industry see this or help them lift their sales with this, its not worth it.” “Thousands of SaaS co

Rick Girard, the Host of the Hire Power Radio show who is also the CEO of Stride Search Inc, (an agency focused on disrupting the Recruiting & Talent Acquisition space) shares interesting hiring tips to help you transform how you hire and shape your Marketing and Sales teams. About Rick Rick is a Talent Acquisition Leader and serves as the CEO of Stride Search. He is also the host of the Hire Power Radio show. About Stride Search Stride Search is on a mission to help startups gain a competitive advantage by formalizing a process to maximize candidate hiring and engagement. Key takeaways from the episode “When it comes to candidate engagement: it’s all about treating people the way they’d like to be treated.” “There’s not enough care and thought that’s put into building an interview process and understanding what it is that your company needs.” “People don’t really know how to interview for a cultural fit, but they know how to interview to identify skills.” “I’m a big believer of hire

Jon Ferrara, the pioneer and creator of #CRM solutions and Founder/CEO of Nimble LLC a social CRM service for small businesses joins us on Sunny Side Up to discuss the future of Customer Relationship Management within the B2B segment.  About Jon Jon is a tech entrepreneur best known as the co-founder of Goldmine Software Corp. He is the founder of Nimble which is also his most recent venture. About Nimble Nimble is a smart CRM that works directly inside your Office 365 or G Suite inbox. Top takeaways from the episode “I think my passion was inspired by my youth because our president decided to spend trillions of dollars to send men to the moon and as a young boy growing up watching the Mercury Gemini and Apollo programs do what they did, I wanted to be like that and I saw that the emergence of microcomputers was a way for me to tap into that technical side.” “I believe people sell what they know and they know what they use.” “The way that you build a brand is- you need to tell stories and get peop

Nick Bonfoglio, CEO and Founder of Data Management Platform- Syncari and Former founding CEO of Aptrinsic shares interesting entrepreneurial learnings and takeaways while also discussing his thoughts on the future of the DaaS/SaaS marketplace.  About Nick Prior to starting Syncari and Aptrinsic, Nick was the EVP of Global Products at Marketo where he was responsible for product, engineering, cloud operations, technical support, and security services. Nick has over 25 years of experience working in product development, technology and customer service. About Syncari Syncari is a new Data Management Platform currently in stealth mode. Top ten takeaways from the episode “The trick as an entrepreneur is knowing when to dive deeply into the business during various stages of growth.” “I love to build products that move the needle for users. That’s why I’m an entrepreneur today.” “I really want to build a big successful, public company” “We are nearing a stage in SaaS where features and products are emerg

Carlos Hidalgo, the author of Driving Demand (2015) and The UnAmerican Dream (2019) and Founder/CEO of Customer Experience agency VisumCX speaks to us today to talk about his journey, his books and how marketing and sales teams can enable better B2B customer experiences.  About Carlos Hidalgo: Carlos is a 25-year business veteran who has held several corporate roles, started his own entrepreneurial ventures and served in non-profits. Carlos is a keynote speaker who regularly discusses topics on marketing, business leadership, B2B customer experiences. About VisumCX: VisumCX is an agency that is focused on working with mid-market companies to enable and deliver better customer experiences. Top ten takeaways from the episode: “My book The UnAmerican Dream is about this hustle that everyone is all about today. It talks about the balance we need between our professional and personal lives.” “There’s a clear difference between customer service and customer experience. Often times , companies can provi

Julien Thuy who is an Enterprise Relationship Manager at Glassdoor (UK) shares interesting tips on Account Management and B2B Enterprise Relationship Management to help boost your end results.  About Julien Julien is a seasoned Enterprise Relationship Manager and Account Manager who has worked with leading companies like Blue Jeans Network in the past. About Glassdoor Glassdoor is one of the world’s largest job and recruiting sites. Their mission is to help people find a job and a company they love. Glassdoor pairs the latest job listings with information from employees on what it’s like to work at a company, such as company reviews and salary details. Glassdoor helps employers recruit and hire quality talent. Top ten takeaways from the episode: 1. “Finding new strategies for business is always a crucial part of everyday for me!” 2. “Users come to Glassdoor because we have a network of high quality users and employees.” 3. “I like to meet with the right people in a company and find out why they

Jennifer Pockell Dimas, a marketing leader who was spearheaded business growth in enterprise software companies like Plex, Demandbase before  starting her stint as CMO at Gigster shares interesting techniques to boost your B2B marketing.  About Jennifer  For over 20 years, Jennifer (Jen) has led marketing at high growth enterprise software companies like Plex, Demandbase, Egnyte, Polycom and Hyperion. Currently, as CMO at Gigster, Jen engages with our global customers and prospects about the benefits of digital transformation. She also extends and celebrates the Gigster Talent Network and amplifies the Gigster brand. About Gigster  Gigster provides a quick and easy way to build custom software solutions.   Top ten takeaways from the episode:   1. “How well you create a foundation for a 100% ABM approach is crucial to long-term growth and results.”  2. “You can use various inputs from your data and insights to constantly monitor your prospects and plan appropri

Tom Treanor, Global Head of Marketing, Arm Treasure Data discusses everything under the sun when it comes to B2B marketing, from what keeps marketers in this segment up at night to better strategies that drive your ABM results!  About Tom As Arm Treasure Data’s Global Head of Marketing, Tom is responsible for driving the overall marketing strategy for Treasure Data’s CDP (Customer Data Platform) and IoT Data Analytics solutions. About Arm Treasure Data Arm Treasure Data is an Enterprise CDP that integrates and uses marketing data from multiple different platforms. Top ten takeaways from the episode: “Customer data is often optimized around a certain function – it’s important today for marketing teams to integrate all this data before using it to understand the customer.” “Marketing today is now driving the conversation in most B2B companies.” “Generation of Account-based focused marketing from all groups, whether its sales or others is an important trend that needs accurate measurement of

In this episode, Founder and CEO of top rated review site TrustRadius- Vinay Bhagat discusses his entrepreneurial journey while also breaking down the future of the SaaS marketplace.   About Vinay and TrustRadius Vinay is a serial entrepreneur who conceived TrustRadius after experiencing challenges when buying enterprise solutions at his last company. Prior to founding TrustRadius and his earlier company – Convio, Vinay served as a Director at Trilogy Software and a Consultant at Bain & Company in London, Hong Kong and Kiev. He holds an MBA from Harvard Business School where he graduated as a Baker Scholar, an MS Engineering Economic Systems from Stanford University, and a MA Engineering Information Sciences from Cambridge University with First Class Honors. When he’s not working, Vinay loves spending time with his kids, swimming and the occasional squash game. Top ten takeaways from the episode: “The epiphany for TrustRadius came when we were procuring technology to run our own business. In o

In this episode, we discuss top Data Management Tips and Techniques with Christopher Penn, Co-founder and Chief Data Scientist at TrustInsights.ai About Christopher and TrustInsights.ai Christopher is an established expert on analytics, digital marketing, and marketing technology. As a recognized thought leader, author, and keynote speaker, he has helped shape four key fields in the marketing industry. He co-founded TrustInsights,  a Marketing Data and Analytics Consulting in 2017. Top ten takeaways from the episode: “As a “Data detective”, you have to keep an open mind because you don’t know what is going to happen next!” “The serious problem today is that, if you don’t know where your data is or what quality it is in, you will have a fundamental problem. Adding  more data to this is not going to do anything.” “I follow the 6 Cs when it comes to dealing with data mismanagement issues!” “If your data is not in the format for both people and machines to use – there will be problems l

John Common discusses key B2B Marketing and Revenue Generation trends with us in this episode.   About John: John is the CEO and founder of Intelligent Demand. Throughout his career spanning over 20 years, he has focused on creating measurable revenue growth, from inside the org chart, as well as a trusted agency partner. About Intelligent Demand: Intelligent Demand is a full service revenue agency that helps clients find, keep and grow relationships with their ideal customer base. Top ten takeaways from the episode: “At Intelligent Demand, we try to be the answer to the ever evolving question: what does it take to grow real revenue and bring your brand to life.” “The master trend right now in the B2B space is Account-based Marketing or Account-based Sales. Though here at ID we like to call it Account-based Revenue.” “I’m seeing a continued rise of the Sales Development function within B2B.” “Obviously, we are seeing a renewed focus on Data that’s driven by Account-based Marketing

Sophie Asher,  International Product Marketing Manager at Twilio breakdowns key Product Marketing and Go-to Market trends in B2B with us in this conversation.   About Sophie: Sophie is an enterprise go-to-market specialist and product strategy leader with proven expertise in creating effective enterprise positioning. About Twilio: Twilio is a cloud communication platform that helps build SMS, Voice & Messaging applications on an API built for global scale. Top ten takeaways from the episode: “In Product Marketing today, there are a couple of different broad trends today. But the focus is increasingly shifting on being more customer-centric when driving decisions.” “I think one of the key sources of data is always around the key customer base – what trends you see in terms of HOW customers use your product, what kind of buyers they are, what industry they belong to – that helps to be a starting point when testing various hypothesis down the road.” “Interactions with your customers and

In this episode, we discuss key Growth Marketing trends with Jorge Selva, Senior Growth Marketing Manager at G2 Crowd:   About Jorge: Jorge Selva discusses his journey from the B2C to the B2B domain and shares the similarities between the two that have helped him thrive.  About G2 Crowd: G2 Crowd is one of the world’s leading peer-to-peer review websites that helps compare the best business software and services based on user ratings and social data. Top ten takeaways from the episode: “Its been fun for me to go from B2C to B2B and explore the many similarities between the two in terms of behaviors and trends.” “Communication is a fundamental issue when it comes to key challenges among marketing and sales teams for instance.” “We focus on better ways to build out profiles of our target audience to figure out which are the best personas to target.” “One of the main drivers is figuring out how to speak to your target personas and create content accordingly.” “Tools that provide buyer intent d

In this episode, our CEO Meetul Shah discusses martech with none other than chiefmartec– Scott Brinker! About Scott and Chiefmartec: Scott is an entrepreneur, technologist, marketer, author and most famously also often referred to as the Father of the Martech Industry, especially because of his martech landscape chart! His popular chief marketing technology blog cheifmartec.com serves as a one-stop-shop for every #martech need.  Top ten takeaways from the episode: “I would have LOVED to end up somewhere in the music industry! My work is actually easy compared to them!” “I look back at the number of companies from 2011 and a large number of them have been acquired. Very clearly, consolidation happens. The natural course is – innovation cycles lead us to consolidation.” “The net number of software companies continues to increase globally. But the same pattern follows in most segments.” “Stuff like Uber didn’t even exist before. But they changed how people thought about transportation! Now trans

In this episode, Brian Hession, VP of Data Quality and Innovation at TechTarget discusses key Demand Gen and Data Quality trends that will disrupt the B2B Marketplace.   About Brian and TechTarget: Brian was the President & Founder of Oceanos (acquired by TTGT.)  Brian is a thought-leader and known to be an innovator who helps companies improve their demand generation initiatives with the aim of driving maximum revenue from it. He advises teams to ensure an optimal application of data and technology to produce better results. Under his leadership, Oceanos held a market leader position for a decade. Top ten takeaways from the episode: “I spend a lot of time collaborating with multiple teams to ensure everything is optimized.” “The trend today is connecting first-party data to third-party sources to gain a richer view of the customer and the marketplace.” “Sales and Marketing are now better equipped to create robust profiles of their target customer.” “It is always crucial to keep your

In this episode, we had Kate Bradley Chernis talk about the inspiration behind Lately Inc and the latest social media marketing trends that are prevalent in the B2B and Tech marketing domain.  About Kate and Lately Inc: Kate Bradley Chernis is the Founder & CEO of Lately, an AI-powered marketing dashboard that helps reinvent marketing processes to give individual marketers the power to create and scale smarter and more consistent messaging.  Kate initially created the idea for Lately out of spreadsheets for her then-client, Walmart. Well, not just Walmart but also tens of thousands of local, small business and nonprofit affiliates who were all using her spreadsheet system – because they all had the same problems – lack of coordination, widespread redundancies, no proper visibility and no organization.  Prior to starting Lately, Kate served 20 million listeners as Music Director and on-air host at Sirius/XM.  Top ten takeaways from the episode: 1.”I was a rock and roll DJ in

In this episode we had Jim Dickie, Partner at Sales Mastery discuss latest trends in B2B Sales and Marketing. About Jim: Jim Dickie is a Co-Founder of CSO Insights and Research Fellow for Sales Mastery; an independent research firm that focuses on profiling case study examples of how firms in the B2B marketplace are leveraging sales process, CRM, AI and knowledge to optimize revenue performance. Jim has over 30 years of sales and marketing management experience. Jim began his career with IBM and Sterling Software and then went on to launch two successful software companies. Jim then went on to co-found CSO Insights, which was acquired by Miller Heiman Group. Jim is also a contributing editor for CRM Magazine, CustomerThink, Top Sales World, and a contributing author for the Harvard Business Review. He has served as an advisor to Baylor Center for Professional Selling, William Patterson University’s Russ Berry Institute for Professional Selling, and is a lecturer at the University of Georgia’s Terry Colle

 Jenn Steele, currently the Chief Marketing Officer at Madison Logic discusses her journey as a tech marketer and shares some interesting insights and tips on B2B marketing in this episode of Sunny Side Up.  About Jenn: Jenn is a marketing leader with considerable experience working in all major business units. She has worked in marketing roles across organizations like Amazon, Bizible and HubSpot before starting her stint as CMO at Madison Logic.  About Madison Logic: Madison Logic helps enable sales and marketing teams with relevant buying insights to ensure every buyer interaction becomes more meaningful.  Top ten takeaways from the episode: “There is no such thing as a typical day for most CMOs anymore.” “ABM is shaping up differently depending on region.” “What amuses me is that for enterprise B2B sales, ABM is ancient to some extent. I call it sales with a digital assist.” “I don’t see ABM dying, even before it had a name, it was something we had to do as companies.” “What w

Tessa Barron, Senior Director of Brand and Communications at ON24 talks about the latest trends in the B2B and tech marketing industry and the common challenges B2B marketing and sales teams face in their everyday roles. 

Mike Orr, Co-founder and COO of Grapevine6 (an enterprise social and digital sales engagement platform) speaks to us about the importance of a good end-to-end user experience while discussing innovative digital marketing and social media marketing trends within the B2B marketplace.  About Grapevine6: Grapevine6 serves to be a powerful, personalized content engagement platform that allows your sales force to start valuable conversations and build trusted relationships with the right buyers at the right time.  Grapevine6 was recently named a Leader in The Forrester New Wave™: Sales Social Engagement Tools, Q2 2019. Top ten takeaways from the episode: “There is a growing demand for social engagement tools. It’s really because the most influential relationship is between the salesperson and the buyer and this is slowly moving to social.” “Any tools that can help salespeople engage authentically with customers will always be very valuable.”  “Our customers build social selling programs using Gr