OnBase: Smashing Sales and Marketing Misalignments

In today's episode, Naren Chawla discusses the concept of revenue intelligence and how it can help businesses improve their overall revenue cycle. He shares how revenue intelligence can help identify where revenue is leaking and the challenges and benefits of focusing on an organization's current customers to grow revenue. Listen as he explores some of the key metrics that should be tracked to opt...

In this episode of Sunny Side Up our guest is Megan Morreale. Megan discusses how contextual targeting capabilities have helped her work with clients in different regions and languages, and how trial error was necessary to perfect the localization process and how she learned about taking into account how global differences necessitate a different timeline for campaigns, as well as localization of...

In this conversation, Colin Gerber, Revenue Operations and Strategy Leader at Socure discuss his career path, how he first got into sales operations, and his experiences working at different scales in startups and larger companies. Colin shares his insights on systematic reorganization, being mindful of the importance of clear communication across the organization, and setting the team up for succ...

In today’s episode, Benjamin Richardson shares his story on building a marketing organization within Stanley Black & Decker, which became a catalyst to the company’s success. Listen closely as he shares his insights on selecting the right metrics, tools, and technologies to effectively lead the organization. Connect with Benjamin Richardson  | Follow us on LinkedIn

In this episode of Sunny Side Up, Kevin Knight, a seasoned marketing leader with deep experience in consumer and enterprise marketing, discusses the importance of a strong and empowered leadership team for a CMO to focus more on market and strategy than day-to-day marketing activities. Listen in as Kevin talks about how a CMO should have a bench across different areas of marketing and be able to m...

In this episode, Michael Jackson shares his insights on the art of marketing. Tune in to gather practical information as he offers advice for marketers on how to improve their workflows and identify opportunities earlier, which can help move projects forward more quickly and efficiently. Connect with Michael Jackson  | Follow us on LinkedIn

Today’s episode features Shashank Salunkhe. Listen as he shares his wisdom on solving the B2B marketing challenges with ABM and MarTech with his years of experience. Shashank describes how the concept of ABM X.0 can be used to better understand the buying patterns and intent of customers. This information is valuable for sales teams when writing emails, giving demos, and negotiating deals. Connect...

In this episode, Ray discusses Demandbase Data Labs, which specializes in data sets, and how they have built data sets that inform users when a contract is up for renewal and how customers can sell into businesses that manage fleets of vehicles. Fleet insight is a data set that allows customers to identify the size of businesses with fleets, the function of fleets within those businesses, and what...

In this episode, Paul Williams discusses the smart home industry in a lot of detail. He explains that a smart home is more than just a bunch of connected devices – it’s an experience that unlocks different possibilities for the consumer. For example, one possibility is that the home can be kept secure and monitored without anyone having to be there all the time. Paul also discusses product managem...

In today’s episode, Dan Cafiero speaks from years of experience when discussing the projection of marketing, particularly ABM. Listen in as he explains how to drive efficiencies by adopting a shift in campaign strategy. He emphasized the importance of targeting accounts and creating content based on where the customers are in the buyer’s journey. Connect with Dan Cafiero  | Follow us on Linke...

In today’s episode, we welcome Ikram Guerd as she shares her insights on how marketing has evolved and how marketers should be excited to take on the challenge of keeping up with approaches, technology, data, and tools. Listen carefully as she lays out practical steps to building up an efficient campaign and the key points to look for when conducting new business. She notes that it is especially i...

Today’s guest, Ann Handley, discusses her writing process and the steps for marketers to connect with their target audience. She explains the GPS framework and how it helps in turning your ideas into feasible steps that are both useful and memorable. She urges marketers to identify the goals of the marketing content and to focus on one person when delivering the message. Connect with Ann Handley &...

Kris Barton talks about his career and how his passion for marketing and technology has led him to where he is today. He shares some anecdotes about learning from noteworthy individuals, such as Steve Ballmer, Steve Jobs, and Bill Gates, regarding leadership and time management. Kris also discusses how he instills a culture of accountability and responsibility in his company through local focus. C...

In this episode, Gina Stracuzzi urges employers to promote a culture of accountability and to make sure that their senior executives are held accountable. She also provides advice to young women and to employers on how to create a productive and trusting workplace for both parties. Connect with Gina Stracuzzi  | Follow us on LinkedIn

In this episode of Sunny Side Up, Tom Keuten, who’s garnered 20 years of experience helping clients identify, adopt, and realize value from technology, joins the conversation to talk about how selling services from one business to another isn’t something to fear. Why go fast alone when you can go further with others? Tom dives into the importance of networking for life by building strong, gen...

In this episode of Sunny Side Up, Avishek Chakrobarty, who has well over 11 years of experience in enterprise sales and marketing across multiple industries, joins us to discuss the intricacies of account-based marketing. Avishek discusses how his team navigates large and complex enterprise deals that often span years in their sales cycles. We dive into strategies on how to keep leads engaged and...

In this conversation, Jill Santos Hutcheson shares advice on how to learn and grow in a sales career during tough times through value-focused selling. She emphasizes the importance of having a positive outlook, staying committed to your goals, and taking criticism well. She also recommends taking certifications or learning new skills to help you be even more successful beyond normal work. Connect...

Being a true partner to your clients reveals drastic effects, such as having the clients approach the sales team with the thought of solving business problems collaboratively, and not perceiving the company as merely trying to sell. In this episode, William Schwartz shares how Alpha CRC establishes the Trust-based selling model and how they prioritize reputation. Listen in! Connect with William Sc...

This episode is jam-packed with information on tackling these questions. We welcome Bob Marsh to explain to us how consumers changed their preferences over a short time when it comes to sales and how businesses can go wrong in meeting this expectation. Listen closely as he explains the sound surround selling approach and how organizations can take advantage of this method. Tune in! Connect with Bo...

In this episode, Teresa shares how storytellers use a variety of methods to create compelling narratives, including interviews with users, ideation sessions, and affinity clustering. In addition, she discusses the importance of formulating a clear value proposition and developing a story that is concise, accurate, and resonates with the audience. Listen in! Connect with Teresa Elliott  | Foll...

In this episode of Sunny Side Up, Uttam Reddy joins the conversation to talk about sales enablement in the IT and SaaS space. Listen as Uttam discusses strategies to break the digital barrier when nurturing customer relationships. He dives deeply into the importance of onboarding and setting sales reps up for success. Uttam also shares key industry secrets on how to turn an economic downturn into...

In today's episode, we're talking to Natalie Jackson from CBIZ about demand generation. Listen as she discusses how important it is for marketers to understand how a CRM system is architected and to be able to speak the language of the software to sell its story. She also mentions that sales teams must not be treated like data entry people and that respect is key when working with them. Finally, s...

Today on the show, Bobby Greenberg talks about emotional loyalty and how marketers can measure it to create a more engaging customer experience. He also discusses that by understanding the key drivers of loyalty, brands can focus their marketing on the most valuable customers. This is important because, during recessions, it is important to focus on creating long-term relationships with customers...

In today’s episode, Mat Singer discusses the importance of building a resilient sales organization to maintain success in tough economic times. He shares his experience in coaching the sales reps to walk into renewal conversations to achieve success can involve using tactics such as quarterly business reviews and health checks. Tune in! Connect with Mat Singer  | Follow us on LinkedIn

In this episode, Nielsen’s CMO Jamie Moldafsky talks with Demandbase CMO Jon Miller about the importance of knowing your audience. Jamie shares insights on what marketers need to know to understand their audience, the qualitative and quantitative data that can help in this endeavor, how frequently marketers need to reassess their audience, and much more.  Connect with Jamie Moldafsky  |...