Sunny Side Up

In this episode, Nick King talks about how to implement complex change at scale. He breaks down the framework of transformational change and shares in what terms he measures ROI. Nick shares his insights on galvanizing an organization around the transformation.   Contact Nick King  | Follow us on LinkedIn.

In this episode, Jen Bennett talks about how to rebrand a business and its vision to the future in a way that improves the identity of the organization internally and externally. Also, she conveys the message to the stakeholders and teams that change their perspective. She shares her advice on why the target audience plays a key role and the power of communication in order to build a sustainable relationship with clients and teams and rollout the idea.   Contact Jennifer Bennet | Follow us on LinkedIn.

In this episode, Byron Workman talks about how to attract top tier SDR talent. He also shares his insight into how DSRs became very motivated on their quota, the importance of hiring people with the right attitude and work ethics in order to develop a great team, and the importance of Internal culture & coalition. Contact Byron Workman | Follow us on LinkedIn.

In this episode, Jennie Leigh talks about “Becoming Operationally Savvy”. She explains why to have the strategic and inspirational people on the team and how to determine Marketing ROI. She also elaborates the need for transparency between teams to understand each other's workflow to be on the same page even when they are working on the goal through a different process. Contact Jennie Leigh | Follow us on LinkedIn.

In this episode, Rajesh talks about Marketing in the Asia Pacific (APAC). He explains the data-driven market existence in APAC and shares some of the things to consider when you're starting to think about the market in APAC. Contact Rajesh Kumar | Follow us on LinkedIn.

In this episode, Micheline talks about product-led marketing and how to use it to achieve growth. She explains how to create demand for the product and how enterprises buy complex software products. Micheline also shares some amazing tips for marketers who are interested in product-led growth strategies.  Contact Micheline Nijmeh  | Follow us on LinkedIn. 

In this episode, Rory Stern talks about playing for the long term. He discusses his mental model of how he cultivated champions in the past and his hiring procedure. Rory shares some great Career Progression tips at the end of the episode. Contact Rory Stern | Follow us on LinkedIn.

In this episode, Cassidy Lammers talks about achieving effective storytelling, breaking down her framework for it, and sharing an intriguing example of her storytelling process with Aston Martin. Want to learn how to create and tell a story to your customers that’s not a bland or gimmicky one-pager? Tune in to learn from an expert the best, most efficient way to approach storytelling for nearly any type of brand. Contact Cassidy Lammers | Follow us on LinkedIn.

In this episode, Monica Kumar talks about her framework for “how to be more strategic to your organization”. She shares her thoughts on the connection between marketing and sales, aligning KPIs to the strategic goal, aligning outputs to be more strategic, and how revenues, customer relations, and innovation are aligned to become more strategic. Monica gives insight into the ineffective ways of using stories and vulnerability to build relationships and shares a real story that exemplifies these concepts. Contact Monica Kumar | Follow us on LinkedIn.

In this episode, Rakhi talks about the evolution of the digital sales development role. She shares her exciting journey of leading the Digital Sales Development function at IBM. Rakhi explains the key learnings from the external benchmarking they did. She describes her passion for diversity and inclusion, specifically getting more women into sales. And at the end of the episode, Rakhi offers some amazing tips for the companies looking to attract, retain, and advance diverse sellers. Contact Rakhi Voria | Follow us on LinkedIn.

In this episode, Arvinda Billavara talks about the marketing story and explains how your customer is your hero. He provides some valuable insights on storytelling and how he leads a team of global storytellers to inspire customers to help them solve their problems. In the end, Arvinda suggests books to get in-depth knowledge of storytelling and selling. Contact Arvinda Billavara | Follow us on LinkedIn.

In this episode, Craig Rosenberg talks about the revenue framework for 2021. He shares the effect of the pandemic on today's buying environment. Craig adds how much the effect will last in 2021. Craig explains about his team’s new framework for Product-Market-Fit as a result of the buying environment. He also adds some valuable initiatives that marketers should focus on. Contact Craig Rosenberg | Follow us on LinkedIn.

In this episode, we demystify intent data with Erik Matlick. Erik defines 'Ideal Customer Persona' and why building an ICP still remains a big challenge. He talks about why intent is essential for building an ICP. He also shares the different flavors of intent and how best to activate the data. Contact Erik Matlick | Follow us on LinkedIn.

In this episode, Jonathan Hunter talks about the Chief Revenue Officer (CRO)’s plan being the company’s plan. He details the characteristics of a CRO and their team that are essential for creating and carrying out an effective and successful plan, as well as his specific framework for aligning the CRO’s plan to the company’s plan. Jonathan shares his thoughts on the timeframe of plan alignment and explains the difference between an adaptive problem and a technical problem. He then offers powerful advice that will help CRO’s stay on track in their plan and make sure it’s executed properly and efficiently. Contact Jonathan Hunter | Follow us on LinkedIn

In this episode, Ivan Galea talks about the role of data science and analytics in B2B sales. He shares his thoughts on whether the technology of employing machine learning (ML) has improved and how he structures data science teams, detailing how to help go-to-market teams cultivate a deeper appreciation for data. Ivan then offers advice for new executives of data science and machine learning, as well as how to approach incentivizing data science teams. Contact Ivan J. Galea | Follow us on LinkedIn

In this episode, Tammy Schuring talks about her framework for “once upon a time” in sales. She shares her thoughts on the connection between cultivating customer relationships, product knowledge, and sharing stories, emphasizing the importance of vulnerability, authenticity, and active listening. Tammy gives insight into the ineffective ways of using stories and vulnerability to build relationships and shares a real story that exemplifies these concepts. Contact Tammy Schuring | Follow us on LinkedIn

In this episode, Helen Dwight talks about product launches done right, from defining a product launch to breaking down the key elements of a successful and impactful launch. She shares her candid thoughts on if it’s necessary or not to build excitement with teasers and FOMO (fear of missing out), as well as the most common mistakes she sees businesses make when launching a product. Helen also gives insight into what to do when a product launch goes wrong or when immense change occurs during a launch, like a global pandemic, and what an organization can do to respond to and cope with it. Contact Helen Dwight | Follow us on LinkedIn.

In this episode, Martin Gontovnikas talks about the rise of the Chief Technology Marketing Officer (CTMO) and specifically, applying product techniques to marketing to drive results. Everyone’s talking about marketing becoming more technical and Martin puts a very cool spin on this topic. He details his framework for driving results with product techniques and offers expert advice that will make it easier for you to implement this into the marketing efforts of your organization. Contact Martin Gontovnikas | Follow us on LinkedIn.

In this episode, Rakesh Patil talks about understanding data science nuances and building models for the right stage of your customer journey. He breaks down the differences between machine learning, data science, and artificial intelligence, then shares his frameworks for creating a data science team and applying data science to solve business problems. Rakesh also gives suggestions for furthering your education with specific online course platforms you can take advantage of today. Contact Rakesh Patil | Follow us on LinkedIn.

In this episode, Keith Landis talks about the fascinating journey of a Chief Marketing Officer (CMO) and his experience with rebranding. He details what tasks his role as CMO at Persistent Systems has consisted of during the past year and breaks down his approach to rebranding a 30 year old legacy brand. Keith speaks on the significance of culture in rebranding any organization and shares what lessons he’s learned from transitioning to a smaller company after working in large companies for many years. He divulges his simple, yet powerful framework for executing a rebranding initiative and offers expert advice for people who are looking to become a CMO. Contact Keith Landis | Follow us on LinkedIn.