Sunny Side Up

In this episode, Kimberly Kaminski talks about aligning marketing and sales, touching on how the product team is also involved in this crucial alignment. She speaks on why sales and marketing must be aligned and the results of a tight and dynamic alignment, as well as the steps a marketing leader can take to create this type of working relationship with sales. Kimberly also details the meaning and significance of why vs. how thinking and notes a few KPIs that sales and marketing can look at to gauge the effectiveness of their alignment. Contact Kimberly Kaminski | Follow us on LinkedIn.

In this episode, Arwa Kaddoura talks about the evolution of sales and sales transformation. She tells us exactly what she has noticed over the last decade in terms of sales evolution, detailing the major transformations that have occurred in sales. Arwa then breaks down the old persona of a salesperson and how salespeople have changed, along with the changes that have occurred in sales processes over the years, spotlighting a theme of increased efficiency. What does the future of sales look like? Is SaaS Dead? Tune in to hear Arwa’s candid thoughts on these pressing questions!  Contact Arwa Kaddoura | Follow us on LinkedIn.

In this episode, Subbu Deivanayagam talks about a different path to sales, one which has evolved from the sales methodologies of the past few decades. Subbu starts off by sharing his candid thoughts on what has changed in the style of sales over the years, as well as what his current mental model for sales is and how that has evolved. He offers valuable advice on building champions and shares a book recommendation that will help you have a credible and honest conversation with your customers.  Contact Subbu Deivanayagam | Follow us on LinkedIn.

In this episode, Varun Paranjpe talks about how to infuse competitive intelligence into your go-to-market strategy. He defines both of those terms in his own words and then breaks down exactly what steps you need to take to utilize competitive intelligence to your company’s advantage. Varun gives detailed examples based on ServiceTitan’s strategy, detailing why structuring your organization by product, competitor, or segment can be very effective in executing your go-to-market strategy and beating your competition. Contact Varun Paranjpe | Follow us on LinkedIn

In this episode, Lukas N.P. Egger talks about the misconceptions around data science, machine learning, and AI, detailing why people misunderstand these innovations and why we should get on board with them. He divulges what trends and technologies he’s most excited about as a head of innovation in the sales and Martech domain and his candid thoughts on whether or not AI will replace people’s jobs. Are you curious about opening your mind to the future of machine learning or even becoming a data scientist? This episode is for you! Contact Lukas N.P. Egger | Follow us on LinkedIn

In this episode, Thimaya Subaiya talks about his three-part framework for paving a path to success and the significance of identifying if you are a generalist or a functional expert. He breaks down what these terms mean and why it’s important to figure this out about yourself before beginning to chart your path to success. Thimaya also shares insight into how he finds young, passionate, motivated people to hire and what the role of leaders and mentors are in their path to success. Contact Thimaya Subaiya | Follow us on LinkedIn

In this episode, Ben Howell defines performance marketing and talks about how Salesforce has implemented this concept into their business. He speaks on how performance marketing has changed over time, what changes Salesforce has seen in 2020, and his candid thoughts on their center of excellence being a center of empowerment, rather than control. Ben also details the building blocks that Salesforce is made up of and how their teams deliver on three different budgets. Contact Ben Howell | Follow us on LinkedIn

In this episode, Max Zieky talks about what it means to align your values to your career framework, the steps you need to take to execute such a plan to achieve your goals, and why all of this is significant in creating your success story. Max shares his powerful story of what influenced him to develop his unique value equation and align it with his career framework, as well as how both have evolved over time. Contact Max Zieky | Follow us on LinkedIn

In this episode, Michael DiGiacomo breaks down his framework for selling in the new normal, meaning doing business through the global covid-19 pandemic. He details how we should be thinking of selling in 2020 and beyond, from being empathetic to leveraging technology, along with how he has guided his team through the shift from field sellers to insight sales sellers. Michael then touches on the sustainability of working through this new normal and the top lessons he’s learned from doing business in 2020. Contact Michael DiGiacomo | Follow us on LinkedIn

In this episode, David Wilner talks about exploring the CRO (Chief Revenue Officer) journey and redefining the go-to-market in the age of SaaS (Software as a Service). He shares his opinions on what the responsibilities of a CRO are, detailing the relationship between a CRO and the marketing team, CEO, and CFO, among other roles. David then speaks on the ideal mindset of a CRO and offers great insight into what it takes to be a successful CRO, how to survive the difficulties that come with the role, and many of the most important lessons he’s learned on his journey. Contact Dave Wilner | Follow us on LinkedIn

In this episode, Leslie Canning talks about eating the sales enablement cookie, one bite at a time. She describes her framework for sales enablement and what the outcome is that she looks for, as well as how she approaches sales enablement on a global scale, working with different countries and cultures. Leslie offers valuable advice for those new VPs of sales enablement who are looking to transition from a national sales enablement role to a global one, emphasizing the significance of relationship-based collaboration. Contact Leslie Canning | Follow us on LinkedIn

In this episode, Nikki Harrell talks about creating successful sales talent programs within organizations. She details the intentions and goals behind the current programs AWS is running, their intern program and sales rotation program, and how they go about finding talent. Nikki breaks down the necessary components and steps to initiating and executing a successful talent program, offering insight into the biggest lessons she’s learned and which metrics she uses for measuring the success of her talent programs, emphasizing the importance of focusing on diversity and inclusion. Contact Nikki Harrell | Follow us on LinkedIn

In this episode, Michael Misiewicz talks about building a data science team, while breaking down what data science is, what his framework for it is, and giving insight into the many lessons he’s learned from his journey in building these teams. He offers advice to people who are looking to a build data science team and people who are looking to improve their existing team. Michael also shares his candid thoughts on organizational structure in data science teams. Contact Michael Misiewicz | Follow us on LinkedIn

In this episode, Shade Vaughn talks about what Capgemini is doing to be able to deliver the right marketing at the right time, as well as what has recently shifted in terms of the marketing funnel and how he’s built a thriving talent pipeline in marketing. Shade speaks on how covid-19 has impacted his company and his marketing efforts and offers powerful insight into what you can do to foster an innovative, multi-talented, and experimental marketing team. Contact Shade Vaughn | Follow us on LinkedIn

In this episode, Sean Lane talks about the past, present, and future of the Revenue Era. He details the three eras we have had in the marketing industry, how they’ve differed from each other, and how our current era, the Revenue Era, is going to continue to evolve. Sean notes what impacts the Revenue Era is making on companies and customers, as well as what internal functions are going to help us adapt to the coming evolution. He shares the makeup of his team, as well as his thoughts on the significance of the reporting structure and how the martech stack is starting to change in this new era. Contact Sean Lane | Follow us on LinkedIn

In this episode, Pat Oldenburg defines Total Addressable Market (TAM) and shares ServiceMax’s formula for calculating it. He describes how the pandemic has shifted the company and the process of discovering accounts, as well as how he’s thinking about sales and marketing alignment post-covid. Pat then offers great advice for someone looking to build their TAM. Contact Pat Oldenburg | Follow us on LinkedIn

In this episode, Brendan Dell defines a narrative strategy for us and describes his framework for building a successful narrative strategy. He gives valuable insight into how to implement it into your company, how you should think about differentiating yourself, and he even outlines an effective way to put your narrative on your website. Contact Brendan Dell | Follow us on LinkedIn

In this episode, Linden Hillenbrand talks about customer success and leading teams, emphasizing the importance of communication and prioritizing your customers and employees. He speaks on how he scaled Cloudera, how customer success and customer support fit together, and the impact of the pandemic on his company. Linden also offers powerful advice for business leaders during this challenging time. Contact Linden Hillenbrand | Follow us on LinkedIn

In this episode, Genefa Murphy talks about the evolution of marketing metrics and the FIRE framework. She details the significance of the four components of the FIRE framework while sharing how to best put them into action. Contact Genefa Murphy | Follow us on LinkedIn

In this episode, Kelly Hopping talks about product-led growth strategies, emphasizing the power of and value in customer reviews. She speaks on why they’re so critical for business growth, especially in 2020, how they’re changing the future of marketing, and how you can start collecting product reviews for your business. Kelly offers insight into Gartner’s brands, how they approach targeting vendors for Gartner’s platforms, and the concept of competitive sabotage. Contact Kelly Hopping | Follow us on LinkedIn