Sunny Side Up

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

In this episode, Shelly Kulesza talks about the concept of failing fast and walks us through the mental model of it, detailing how we can think about it in a positive light to spur growth in ourselves and our organization. She also shares her executive perspective on finding the motivation to fail fast and how you can find that motivation too. Contact Shelly Kulesza | Follow us on LinkedIn

In this episode, Susan Norgaard talks about the perils of marketing attribution, detailing how Avalara implemented a multi-touch attribution model and noting what she would have done differently. Susan has learned a lot throughout that project, so she’s here to give her valuable input on the proper way to approach a multi-touch model, why it benefits marketers, and the first steps you should take when creating this type of model in your business. Contact Susan Norgaard | Follow us on LinkedIn

In this episode, Mike Pugh talks about going from executive to super executive with the three pillars of his executive framework. He speaks on what it’s like to be a conflict management coach, some of the common issues he sees in the world of startups, and the best way to handle conflict and too much complexity in business. Mike also offers insight into an action step you can take today in order to implement radical candor in your professional life. Contact Mike Pugh | Follow us on LinkedIn

In this episode, Andy Jolls talks about category creation and design, detailing what it is, its significance, and what may happen to your company if you don’t categorize it. He offers great insight into how to design your category and why it’s important to get your category definition correct. Andy also provides the first few steps you will need to take in order to create a category. Contact Andy Jolls | Follow us on LinkedIn

In this episode, Ciaran talks about his plan to go from consulting to sales, effective sales strategies for the European market, and offers powerful advice for companies looking to work with foreign entities in other countries. He details what it’s like to build a high performing sales team in Europe and shares his candid thoughts on company culture vs. the culture of a country. Ciaran also shares an insightful war story that holds an interesting lesson on foreign business relations. Contact Ciaran Avitabile | Follow us on LinkedIn

In this episode, Danny Nail talks about what Account-Based Marketing (ABM) entails, along with what is needed to scale accounts with ABM, including intent, Ideal Customer Profile (ICP), synergies between accounts, and more. He offers insight into the core principles of ABM and his framework for executing it successfully, emphasizing the significance of innovation and a solid partnership with sales. Contact Danny Nail | Follow us on LinkedIn

In this episode, Anish Jariwala talks about the secret ingredients of success in marketing, especially in critical times such as 2020, as well as the transition from traditional marketing to ABM and his three C’s for improving marketing efforts. He details a few ways you can figure out the right accounts for your company and gauge interest in those accounts, what trends and changes he’s observing in the marketing industry, and he shares his candid thoughts on MQLs and SQLs. Contacts Anish Jariwala | Follow us on LinkedIn

In this episode, Rishi Mallik talks about leading growth marketing in B2B companies. Rishi also explains the growth mindset and how to utilize it in funnel optimization and across the customer journey. We discuss the framework for growth marketing and its critical parts. Contact Rishi Mallik | Follow us on LinkedIn

In this episode, Aaron Ballew talks about implementing an agile framework into marketing, specifically why he decided to implement it in his marketing department, how he eased the minds of his team during this change, and how they think about marketing performance after the transition to agile marketing. Aaron also offers insight into why engineers and people with backgrounds in math, software development, and statistics make great additions to marketing teams. Contact Aaron Ballew | Follow us on LinkedIn

In this episode, Maria White shares insights about getting comfortable in a remote environment and building the right mindset for virtual meetings. She also shares some great insights on how sellers can build an emotional connection with the prospects and have an impact on their virtual sales meetings. Contact Maria White | Follow us on LinkedIn

In this episode, Wes Yee breaks down all the aspects related to growth marketing right from the definition to the tips on getting started with growth marketing. He also shares insights on growth marketing tactics, the right metrics, and a guiding framework for growth marketers and aspirants. #embraceyourjourney Contact Wes Yee | Follow us on LinkedIn