Best Chris Pappas Podcasts (2024)

1
The Role That AI and ABM Tech Should Play in ABM 33:50

1h ago33:50

33:50

Send us a Text Message. While teams are increasing efficiency with ABM tech and AI -- sales and marketing effectiveness have not increased at the same rate. Within this podcast, Erin Mills (CMO of Quorum) and Eric Gruber (CEO of Personal ABM) discuss how we should be leveraging these technologies in the right way so GTM teams do not just see effici…

1
How UiPath Takes a 1:1 ABM Approach to Drive Longer-Term Revenue Growth 47:29

4d ago47:29

47:29

Send us a Text Message. At Personal ABM, we believe that while 1: many and 1: few are an important part of an account-based GTM - it's not ABM. In this podcast, Kristina Jaramillo, Eric Gruber and Nancy Harlan (former ABM leader at UIPath) discuss what 1:1 ABM is and how it should be used for account expansion. Nancy also talks about customer-spons…

1
Conversation with Edgar Baum on the Winnable, Addressable Market (WAM) 52:16

8d ago52:16

52:16

Send us a Text Message. Many GTM teams focus on their TAM and ICP but not the winnable addressable market (WAM) that provides you with the greatest revenue growth. At Personal ABM, we believe that your winnable, addressable market is: 1. The percentage of your ICP that matches a problem profile, they have a strategic priority in place and will prov…

1
17-Year-Old Intern Who Sets More Appointments Than Most Agents | Jared & Grayson James 1:14:46

24d ago1:14:46

1:14:46

Industry leading speaker, coach and entrepreneur Jared James and his son, BAM intern Grayson James, join Byron Lazine to discuss how Grayson became a BAM intern and what sets him apart. Become a member of BAMx: https://bamx.uscreen.io/pages/subscribe Use discount code BYRON for 10% off your annual subscription! Subscribe to the BAM YouTube channel:…

1
Foreclosure Boom Coming? Legendary REO Broker Compares 2008 & 2024 Markets | Stacy Sutter 1:24:56

2M ago1:24:56

1:24:56

Stacy Sutter, president and owner of Summit VA Solutions, sits with Byron Lazine to discuss the benefits of hiring virtual office support through Summit, Sutter’s time in REO, why he started Summit, and his thoughts on the real estate industry, including the rumors of another housing crash or foreclosure crisis. Summit VA Solutions: https://www.sum…

1
Alex Pappas on Overhauling ABM for Riskalyze and Venafi 1:10:44

2M ago1:10:44

1:10:44

Send us a Text Message. As most ABM programs deliver minimal improvement to revenue KPIs, Eric Gruber (CEO of Personal ABM) and his guest Alex Pappas (Senior ABM Manager for Venafi) discuss how teams need to stop retrofitting ABM on top of current processes. During this podcast episode, you will hear: 1. The ABM challenges Alex faced at both Riskal…

1
The Future of AI In Real Estate | Peter Maglathlin 46:01

3M ago46:01

46:01

Sierra Interactive CEO Peter Maglathlin sits with Byron Lazine to discuss his background and preparation for leading Sierra Interactive, the essential tech stack for real estate agents, and nurturing leads through data enrichment. They delve into AI applications, the future of CRMs, and tech to improve communication in home sales. Maglathlin also s…

1
Proof Over Promise: How To Dominate Your Next Listing Appointment | Sharran Srivatsaa 44:39

3M ago44:39

44:39

Sharran Srivatsaa, President of Real, joins Byron Lazine to discuss his unique leadership style, honed through his most recent experiences in the field. In this BAM Interview, he dives deep into practical tactics, including how to address the NAR settlement at listing appointments, the power of “Show, Flow, Demo,” developing a leadership mantra and…

1
The Upside Down Pyramid: How This CEO Runs a $10B Real Estate Empire | Mike Pappas 35:28

3M ago35:28

35:28

Mike Pappas, CEO of Keyes Company, joins Byron Lazine to discuss the future of the American brokerage as well as of national vs local associations, the tie-in agreement, AI assistance, transaction agents, and the real estate industry as a whole. Pappas explains what he means by the "upside down pyramid" while describing his approach to brokerage le…

1
The Truth About Selling Your Brand To Compass | Lacey Conway 45:25

4M ago45:25

45:25

Lacey Conway, CEO of Latter & Blum, joins Byron Lazine to discuss the Compass sale, CEO Robert Reffkin's leadership style, what the CEO club in real estate needs more of, widespread disappointment with the NAR settlement, and what the best agents and leaders are doing. Become a member of BAMx: https://bamx.uscreen.io/pages/subscribe Use discount co…

1
NAR President Unfiltered Interview With BAM Media 1:03:58

4M ago1:03:58

1:03:58

NAR President Kevin Sears joins Byron Lazine in this exclusive, unfiltered BAM Interview. They discuss Kevin’s time as president so far, what’s next for the association and industry at large, and how Realtors can all move on together. Plus, Byron asks Kevin to clear up NAR’s budget—including its spend on marketing groups and staff salaries—how NAR …

1
Chris Rack on How Most Intent is Nothing More Than Intent to Learn 23:27

5M ago23:27

23:27

Send us a Text Message. In this ABM Done Right Podcast, Chris Rack (CEO of MRP) mentioned that most intent is nothing more than intent to learn vs. intent to purchase. By listening to this episode, you will learn how to differentiate between the two different types of intent -- and what you need to do from an ABM standpoint based on where the buyer…

1
"The Playbook For All Successful Real Estate Agents Moving Forward" | Amy Stockberger 50:23

5M ago50:23

50:23

Amy Stockberger joins Byron Lazine in this BAM Interview to share how her Lifetime Home Support™ model helps her teamridge dominate the market. With a "serve, serve, serve, sell" mindset, her team controls over 10% of market share, and 80% of that business streams in from repeat business and client referrals. Become a member of BAMx: https://bamx.u…

1
Eric Dates on Why ABM Programs Fail & the ABM Readiness That Needs to Be Completed 55:22

5M ago55:22

55:22

Send us a Text Message. Eric Dates (Head of Marketing for V Comply) recently joined Kristina Jaramillo and Eric Gruber on the ABM Done Right Podcast. They discussed: 1. Why previous ABM programs failed for Eric Dates -- and what he did differently with his most successful ABM programs. 2. The questions we should be asking internally before we even …

1
Humanize CEO: "Everyone is too Focused on More Leads" | Chris Giannos 47:43

6M ago47:43

47:43

Humaniz founder and CEO Chris Giannos joins Byron Lazine to discuss his first eye-opening experience after leaving Zillow, what agents should focus on (more than leads), a good expectation to have when hiring/recruiting, how to identify a great assistant, decision fatigue and the anxiety checklist, who wins the listing portal war, the future of por…

1
Buyers Agent Don't Exist In The UK | Matt Nicol 38:43

6M ago38:43

38:43

Byron Lazine and Matt Nicol discuss differences between the U.S. and UK when it comes to the housing market, agent commissions, home purchase financing and buyer agency, as well as how Matt generates so many listing opportunities, how he monetizes his listings, and how the UK consumer views the real estate agent. Become a member of BAMx: https://ba…

1
Scott Gillum on the Role of Challenger and Personality Based Marketing in ABM 46:54

6M ago46:54

46:54

Send us a Text Message. Within this podcast, Scott Gillum from Carbon Design joins Eric Gruber (Personal ABM CEO) to discuss: 1. Why Challenger sales and marketing and ABM goes hand-in-hand 2. How GTM teams can deliver messaging that resonates - This includes how we should create our POV so we can come to each interaction with a POV about the custo…

1
Proptech Prodigy: "What Real Estate Can Learn From Healthcare" | Sheila Reddy 45:20

6M ago45:20

45:20

In this BAM interview, Byron Lazine and Sheila Reddy dive into the evolving world of real estate technology with Mosaik.io. They discuss the importance of agent adaptability, personalization, and how Mosaik aims to revolutionize client experiences and agent operations in real estate, stressing the need for efficiency and a consultative approach to …

1
Andres Zuluaga - Critically Acclaimed Chef that Lost His Football Scholarship and Had to Grow Up Fast 1:13:51

6M ago1:13:51

1:13:51

On this episode, we interview Chef Andres Zuluaga. Andres is a former collegiate football player that began his culinary journey in an effort to clean up his life. He has worked under Michelin-star chefs in Washington D.C., been featured in various culinary magazines for his latin-inspired cuisine, he has started a family, and has recently taken hi…

1
How Field Marketing is Leading ABM for DigiCert and How the Team is Taking a Crawl, Walk, Run Approach to Drive ABM Success 51:07

6M ago51:07

51:07

Send us a Text Message. In other ABM Done Right Podcasts, including the one with the CMO of Hushly, we talked about the state of ABM in cybersecurity and other industries that are in a crowded, undifferentiated space where transactional sales are prevalent. In this podcast with Michelle Radlowski (Senior Director, AMS & EMEA Regional Marketing and …

1
The Email Strategy That Built Serhant. | Ryan Serhant 44:58

7M ago44:58

44:58

Byron Lazine interviews Ryan Serhant to discuss email strategy, why Serhant doesn't automate follow-up, the S.MPLE app, starting a real estate business during COVID, Serhant's take on the commission lawsuits and discounted fees, his one piece of advice for individual agents, and the BAM ProBowl—plus what's in his new book, Brand It Like Serhant, an…

1
ABM Readiness: Eric Gruber and Tracy Wehringer Show How to Assess Your Content for ABM 51:45

9M ago51:45

51:45

Send us a Text Message. Most content does not support ABM nor sales and it's because most teams are skipping a very important step that must be done before you even assess your content to see what's missing. On this ABM Done Right Podcast, Tracy Wehringer (CEO and CMO at Moonshot Strategy) and Eric Gruber (CEO of Personal ABM) share the steps that …

1
Matt Brown on How to Grow Your "Best" Customers with ABM 56:51

8M ago56:51

56:51

Send us a Text Message. Matt Brown (CEO of CustomerOS) recently joined Eric Gruber (Personal ABM CEO) on the ABM Done Right Podcast to discuss how to grow your best customers and drive profitability with your next best customers to create a compounding customer growth engine. They discuss how customer success teams are still reactionary and playing…

1
Turning Customer Success into a Credible Business Function with ABM 49:26

9M ago49:26

49:26

Send us a Text Message. Recent ABM Done Right Podcasts have focused on using ABM to protect and expand key accounts as sales teams are struggling to bring in new business. Companies like Commvault report 8-10% drops in enterprise deals as budgets are limited or frozen. To sustain growth, companies need to protect and expand the existing revenue the…

1
Confronting REAL's 3 Million Dollar Man | Tim Macy & Krys Benyamein 59:29

10M ago59:29

59:29

Byron Lazine sits down with Krys Benyamein and Tim Macy at the Real RISE 2023 event to discuss Krys’s content strategies and how Real agents should communicate with other agents. If you’re an agent or team leader thinking about growing your listings, leveling up your marketing content, or joining Real Brokerage, this is a conversation you don’t wan…

1
REAL CEO Answers The Question That Few CEO's Would Ask | Tamir Poleg & Sharran Srivatsaa 52:59

10M ago52:59

52:59

Byron Lazine sits down with Real Brokerage CEO Tamir Poleg and Real President Sharran Srivatsaa at Real RISE 2023 to discuss a question Tamir asked (that few CEOs would ask), and why Real is potentially the fastest growing brokerage in the country. Become a member of BAMx: https://bamx.uscreen.io/pages/subscribe Use discount code INTERVIEW for 10% …

1
How to Win More Account-Based Conversations That Win, Retain and Expand Key Accounts -- A Discussion with Doug Hutton at Corporate Visions 40:34

10M ago40:34

40:34

Send us a Text Message. At the center of each new, retention or expansion deals lies a series of struggling moments that need to be listened to, understood, catered to, reframed and solved. These are moments that most sales, marketing and customer success teams are ignoring as they focus on scaling vs. driving account-based revenue growth with the …

1
Top 25 Customer Success Strategist on How We Should Capture Customer Stories for ABM 33:28

10M ago33:28

33:28

Send us a Text Message. Dana Alvarenga (a 2023 Top 25 Customer Success Strategist and VP of Customer Experience at SlapFive: Customer Marketing) joins Kristina Jaramillo (President of Personal ABM to discuss: 1. Why customer success teams struggle with the "why stay," "why evolve," and "why expand conversations." 2. How most customer success teams …

1
Master The Middle of Your Funnel with Auto Nurture | Andrew Flachner 32:38

10M ago32:38

32:38

Byron Lazine sits down with Andrew Flachner, President and co-founder of RealScout, to discuss how real estate agents can turn a “dead-a-base” into a database filled with active leads and clients.They discuss RealScout’s new platform – RealScout Pro+, which helps attract new leads (including listing leads), and how the Auto Nurture feature helped G…

1
Why David Sakimoto at GitLab Pushes for ABM for Customer Success 46:19

11M ago46:19

46:19

Send us a Text Message. David Sakimoto (VP of Customer Success at Gitlab) joined the ABM Done Right Podcast to discuss: 1. The state of customer success in most organizations -- what are they doing right, where are they getting it wrong, and where do challenges exist. 2. Why many customer success teams struggle to keep VP and C-suite engagement aft…

1
Liz Ronco From Madison Logic on Why GTM Teams Do Not See Maximum Returns From Their ABM Tech Investment 43:54

11M ago43:54

43:54

Send us a Text Message. As ABM has become synonymous with ABM tech, many GTM teams are not seeing maximum returns from their ABM tech investment as they continue to struggle to move high-value accounts to revenue. Many GTM teams are seeing accounts go dark and we've been seeing reports of 10%+ drops in enterprise deals (the ones that ABM should be …

1
Building a Demand Gen and ABM Powerhouse Featuring Deanna Shimota 51:46

12M ago51:46

51:46

Send us a Text Message. Despite marketers saying that spray and pray is dead, it is alive and kicking -- just in a different form as it's more targeted. Teams are still spraying messages and content out to their ICP hoping that it sticks instead of aligning with future and existing customers. There is no differentiation between a targeted demand ge…

1
Mandy Cole from Stage 2 Capital on How to Remove Sales Execution Risk to Win and Expand Tier 1 Accounts 49:27

12M ago49:27

49:27

Send us a Text Message. In this ABM Done Right Podcast, Mandy Cole (Partner at Stage 2 Capital) joins Kristina Jaramillo and Eric Gruber to discuss: 1. How the economy is not the main reason for why companies are seeing 10%+ drops in enterprise deals -- but instead is that GTM teams are not limiting sales execution risk. The economy is only magnify…

1
A Conversation with Matt Dixon - Author of the Challenger Sale, The Challenger Customer and The Jolt Effect 49:56

12M ago49:56

49:56

Send us a Text Message. Matt Dixon (Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer and The JOLT Effect, a frequent contributor to Harvard Business Review and Founding Partner at DCM Insights) recently joined Kristina Jaramillo and Eric Gruber on the ABM Done Right Podcast. During…

1
It's Not Just the Customer Success Team's Fault That Key Accounts Are Churning 45:43

12M ago45:43

45:43

Send us a Text Message. Gallup studies show that 82% of B2B customers are indifferent, disengaged or actively looking to replace a vendor. Yet, many companies still put a greater emphasis on building a pipeline vs. protecting and expanding key accounts. In this podcast, customer success expert, Kristi Faltorusso, joined Kristina Jaramillo to discus…

1
Driving Stronger ARR, GRR and NRR Growth with ABM and Revenue Enablement 49:02

12M ago49:02

49:02

Send us a Text Message. As many teams struggle with driving stage progression (accounts going dark), increasing win rates and ACV (many companies are reporting 10% drops in enterprise deals), protecting and expanding key accounts (82% of b2b buyers are indifferent, disengaged or actively looking to replace a vendor), we asked Steve Richard (SVP of …

1
Account-Based Selling and the Enablement That's Needed to Accelerate Accounts to Revenue 52:41

1y ago52:41

52:41

Send us a Text Message. As GTM teams are building pipelines with ABM but are struggling with accounts going dark (especially after sales engagement), Spencer Wixom (former SVP of Sales and Marketing and Chief Customer Officer at Challenger and current CEO at The Brooks Group) joined us on the ABM Done Right Podcast to discuss: 1. The fundamentals t…

1
A Conversation with Tech Target - How to Drive Revenue Growth with Intent Data 1:05:14

1y ago1:05:14

1:05:14

Send us a Text Message. There is confusion in the market on what intent data is -- and it's purpose. In this podcast discussion with John Steiner (CMO at Tech Target) and Bill Henry (SVP of Field Sales at Tech Target), you will learn: 1, Where the confusion lies and why it's happening. 2. What teams need to think about before they invest in an inte…

1
Why GTM Teams Are Creating Disconnected Account Experiences -- And How to Improve the Buyer Experience. 1:00:14

1y ago1:00:14

1:00:14

Send us a Text Message. Most companies have dived into ABM tech and other platforms that promised a path to greater growth with more focus and partnership with sales leaders. However, ITSMA, Tech Target and others report that only 17% have a mature stage 4 program and 69% of ABM programs under-perform when it comes to revenue growth. Most GTM teams…

1
Peter Mollins (CMO of Set Sail) Discusses the Role That RevOps Should Play in ABM 42:07

1y ago42:07

42:07

Send us a Text Message. Most ABM teams and the marketing firms they are using are rushing into ABM and retrofitting ABM into existing processes vs. changing interactions and experiences across the buyer's journey and customer lifecycle. While marketing may be more targeted now than ever - and the focus is on high-intent ICP accounts that are more l…

1
Humanizing LinkedIn Interactions with Target Buyers within Accounts You Want to Land and Expand 34:48

1y ago34:48

34:48

Send us a Text Message. Kristina Jaramillo and Eric Gruber - (the hosts of the ABM Done Right Podcast) have mentioned many times that ABM is not really about accounts. It's about the human buyers in the accounts you want to win, protect and expand. This is why we need to stop thinking about campaigns and think about the moments we're creating along…

1
The $2,000 Real Estate Investment That Built A $25 Billion Empire | Bill & Ryan Raveis 30:19

1y ago30:19

30:19

Bill and Ryan Raveis of William Raveis Real Estate join Byron Lazine to discuss how they became the #1 independent, family-owned real estate company in the Northeast and Florida, what sets their brand apart, why their succession was so successful, and the mindset that will win in 2023.BAMx – Become a better agent: https://bamx.uscreen.io/pages/subs…

1
The State of ABM in Cybersecurity and Other Undifferentiated IT Markets 42:13

1y ago42:13

42:13

Send us a Text Message. Account-based marketing and selling became a must for cybersecurity firms and others looking to drive higher-value deals in an undifferentiated, crowded market. In fact, 92% of B2B marketers have some kind of ABM strategy or program in place as companies dove into ABM tech and other platforms that promised a path to greater …

1
Vladimir Blagojević From FullFunnel Reveals 17+ ABM Data Sources to Leverage 53:58

1+ y ago53:58

53:58

Send us a Text Message. Long sales cycles, low win rates, low deal sizes, limited impact to ARR, GRR and NRR. What's causing this... Misalignment with accounts and buyers as there is a lack of customer research. There's a lack of data so there are misaligned messages, content, interactions and experiences. In this podcast, Vladimir Blagojević, cofo…

1
RE/MAX CEO Says The Industry is Heading HERE in 5 Years | Nick Bailey 34:14

1+ y ago34:14

34:14

Nick Bailey, President and CEO of RE/MAX, sat down with Byron Lazine at the T3 Sixty Summit for a conversation you don’t want to miss. The two discuss competition in the real estate industry, Nick’s time on stage at the T3 Sixty Summit, why agents are failing, the role of AI in the industry, and what’s next for RE/MAX. BAMx – Your Real Estate Marke…

1
Full Funnel ABM on LinkedIn with Eric Gruber and Justin Rowe 49:08

1+ y ago49:08

49:08

Send us a Text Message. As Kristina Jaramillo and Eric Gruber have mentioned many times on the ABM Done Right Podcast: ABM is about changing the interactions teams are having and the experiences they are delivering across all channels and across the buyer's journey and customer lifecycle. This includes each touchpoint and each interaction. In this …

1
Predicting The Next 10 Years of Real Estate | Jimmy Mackin 1:01:27

1+ y ago1:01:27

1:01:27

Curaytor CEO Jimmy Mackin joins Byron Lazine to discuss in-depth consumer research, AI and its utility for real estate, how much time agents should be spending on customer acquisition, what great CEOs have in common, and why there’s never been a better time to be good. Get your ticket to an exclusive all-day Mastermind Golf Experience at the Tiburó…

1
The BEST Way To Stand Out As A Real Estate Agent in 2023 4:53

1+ y ago4:53

4:53

At the TOMO Mastermind, Byron Lazine drills down on the importance of absorbing more data than anybody else, hanging out in the environments you’re trying to network in, and building relationships with financial advisors in your market. Get your free copy of BAM’s newest ebooks: “Video Gear for Every Budget”: https://brokeagentmedia.lpages.co/video…

1
The Listing Strategy ALL Agents Need To Use | Sharran Srivatsaa 30:57

1+ y ago30:57

30:57

Sharran Srivatsaa joins Byron Lazine to discuss his vision for Real, the value of debriefing after a listing appointment, building rapport, branding the competition, showcasing the complexity and delivering simplicity, CMA conversations, and how real estate is like Hogwarts in Harry Potter. Get your free copy of BAM’s newest ebook: “Mastering the G…

1
ABM Lessons Julija Noskova Learned From Working With Medallia & Other Companies 55:39

1+ y ago55:39

55:39

Send us a Text Message. In this podcast, Julija Noskova (a GTM and Growth Marketing Consultant) shares the ABM lessons she learned from working as a VP of Marketing for Medallia, SoftChoice and other companies. These lessons include: 1. ABM requires change management across the organization, otherwise, you're just doing marketing as usual just more…

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Chris Pappas Podcasts

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