Sunny Side Up

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. 

In this episode, Gregory Callahan talks about what “best in class” selling looks like. He describes what “best in class” selling is and details his framework for it, which includes four core concepts that sales leadership should act on. Gregory offers valuable insight into what should be top of mind when thinking about sales, especially during the era of covid-19, sharing powerful questions to ask yourself and your team that will help you achieve “best in class” sales. Contact Gregory Callahan | Follow us on LinkedIn.

In this episode, David Johnson talks about how to achieve authenticity in sales. He speaks on the critical elements of selling authentically and breaks down the steps you need to take to best solve your prospects problems. David emphasizes the importance of intent and helps us to understand how we can gain the trust of our customers before even talking to them. Contact David Johnson | Follow us on LinkedIn.

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