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This episode of Sunny Side Up offers a cutting-edge approach to sales optimization. Caroline Tarpey, VP of Sales and Customer Success at QuotaPath, deploys data to transform cultures and create a positive peer-to-peer feedback loop. She shares her coaching methodology and some of the sources that have informed it, such as the “Nudge” framework. The…
 
This episode of Sunny Side Up is all about the power of marketing – and the unique obstacles associated with it. As Chief Marketing Officer for Veracode, Elana has built her career on some key fundamentals, which she shares with Asher in this engaging conversation. If you’ve ever wondered how to become a CMO and what it takes to excel at the job, t…
 
This episode of Sunny Side Up focuses on Lifelong Learning, a value woven throughout Carolee Gearhart’s fascinating, highly successful career. Vice President of Worldwide Channel Sales and Global SMB Sales, she has taken a path uniquely her own and shares with Asher the elements she believes are critical to leadership success. She offers actionable…
 
In this episode, David Wakeman talks about the journey to leadership, detailing his candid thoughts on having a growth mindset, the role of a sales leader, and how to drive change as a sales executive. David speaks on the challenges and opportunities that come with adapting to change, especially during the digital transformation of the pandemic, al…
 
In this episode, Zarina Lam Stanford shares her perspective on marketing and the many ways in which branding equates with a substantial return on investment. She explains why inclusion and diversity transcend the realm of HR, offering corporate leaders a way in which to unify messaging across the enterprise and out into the marketplace. Over a care…
 
In this episode, Rik Walters discusses data science for executives. We learn a new take on data science that talks about projecting and not predicting data. Rik dives deeper into the nuances of anonymous ID tagging, explaining how it’s being used by companies and brands today to provide a better customer experience and to skyrocket sales! Contact R…
 
In this episode, Bryan Urioste discusses rebuilding a brand and the intricacies that go into that process, beyond coming up with a new color palette or logo. He shares the process behind rebranding and offers his perspective on what is most important when starting - including his definition of rebranding vs. refresh. Contact Bryan Urioste| Follow u…
 
In this episode, Heather Adkins discusses account-based marketing, sharing the tips that she's accumulated around planning and execution. She discusses what ABM is, how to practice joint-account planning and what are ABM KPIs, and how to measure them? Contact Heather Adkins| Follow us on LinkedIn.
 
In this episode, Matthew Sell defines what CMI is and goes on to discuss how the function of competitive and market intelligence has evolved and how CMI teams have had to adapt to the shifts. He also shares his observations on how he sees CMI evolving in the future as markets become more dynamic. Contact Matthew Sell| Follow us on LinkedIn.…
 
In this episode, Patrick Moorhead discusses brand story innovation using Martech. He explains Rishad Tobaccowala’s concept of water vs. plumbing and how it draws a parallel to sales vs. marketing channels. He dives into the process of brand story innovation, novel ways for marketing and sales to work hand-in-hand, and strategies to implement buyer-…
 
In this episode, Kerry Ok discusses how to scale your marketing content strategy. She mentions why it is important for B2B marketing organizations should consider scalable marketing content. She also talks about how to leverage using an artist approach while creating content and the hidden secrets of content writing. Contact Kerry OK | Follow us on…
 
In this episode, Tim Downs discusses his shift from IT to sales leadership and the lessons learned along the journey. He discusses: What are the three Cs to achieving success in any position? What Mamba Mentality means? He also shares amazing tips for new leaders to become successful in their careers and life. Contact Tim Downs | Follow us on Linke…
 
In this episode, Sandeep Kumar talks about what commercial effectiveness is, why it’s important for B2B tech companies in 2021, and how to improve your organization’s commercial effectiveness. He details challenges you might encounter in your journey to improving commercial effectiveness and the key role of customer success in commercial effectiven…
 
In this episode, Ashton Moran talks about the evolution of executive search, detailing the biggest changes that have happened in the executive search industry over the last decade. He speaks on what it’s like to lead teams through challenges as a general manager of executive search, how Invenias is making an innovative impact on the executive searc…
 
In this episode, Michelle Huff talks about testing at scale, highlighting her framework for testing as an in-house initiative. She shares insight into what testing is, why it’s an important process for marketers, and what it’s like to work with UserTesting for all your testing needs. Michelle also shares some of the top lessons she’s learned as an …
 
In this episode, Paroma Sen discusses marketing, specifically go-to marketing. She expands on the past, present, and future of marketing and the trends she’s witnessed over the years. We also learn about cultivating healthy relationships, having an agenda in our conversations, and much more. Listen in! Contact Paroma Sen | Follow us on LinkedIn.…
 
In this episode, Jessica Vose talks about building content strategy from scratch, sharing what content and content strategy are, as well as her framework and approach to designing content strategy. Jessica also talks about the roles of a content team and the crucial lessons she’s learned from building content strategy over the years. Contact Jessic…
 
In this episode, Kate Sheridan discusses marketing and the role of data in enabling the same. She shares insights from her experience working with different organizations, switching industries, and how drawing parallels from her past roles helped her grow in any new ones offered. Contact Kate Sheridan | Follow us on LinkedIn.…
 
In this episode, Jeff Grillo talks about the definition of a sales strategy. He mentions the key components of a strong sales strategy and explains why he refers to his salespeople as “sales athletes”. He also teaches about how to inject partners, channel resellers, marketing individuals, training and development etc into your sales strategy. Conta…
 
In this episode, Scott Salkin talks about scalable demand generation tactics, including early-stage demand gen. He details how to get started with implementing demand generation tactics, how to scale them, and what you should do if your performance starts to plateau. He also shares his thoughts on category creation and Pulse, the conference his com…
 
In this episode, Alex Yakubov talks about how to thrive during an acquisition, shedding light on the reality of the acquisition process. Having lived through multiple acquisitions during her career, she shares insight into some of the first things you need to do as a manager or executive during an acquisition, along with her top tips and advice on …
 
In this episode, Mackenzie Bushy discusses virtual sales and their ability to revolutionize the customer experience. She details her research, leaving us with valuable insights on enhancing UX designs for customers. She also suggests how we could benefit from the strategy in the coming times and the challenges we need to overcome. Contact Mackenzie…
 
In this episode, Meem Ahsan talks about the evolution of Auto-ML and its significance in the technology industry today. Regardless of it scoring great on the time, speed, and assets fronts, Auto-ML has its set of difficulties that makes data scientists indispensable in the technological sector presently. Meem details the pros and cons of the proces…
 
In this episode, Tamara Yarovoy talks about how to use creative incentives to fuel engagement in your business. She first breaks down what incentives and engagement are, then highlights stories and lessons she’s learned from using creative incentives to fuel engagement. Tamara also shares her candid thoughts on ABM technology in 2021 and gives grea…
 
In this episode, Sandy Carter talks about the life of a data-driven super executive, highlighting how data helps executives with digital transformation and innovation in 2021 and beyond. Sandy talks about the state of data in 2021, how COVID has changed the way companies are using data, and the roles of data scientists and partners in digital trans…
 
In this episode, Leslie Alore talks about the basics of precision marketing, detailing why she thinks precision marketing will be adopted industry-wide in the future. Leslie also shares her candid thoughts on the past, present, and future of B2B and B2C marketing, how to effectively scale precision marketing and the importance of incorporating data…
 
In this episode, Sahil Soni details the future of ads. He explains the five pillars upon which advertising would be dependent in the future and how to make the best out of it. Sahil breaks down complicated marketing concepts into easy-to-understand bite-sized learnings, so anyone listening can have a smooth experience putting them into practice! Co…
 
In this episode, Mark Banfield talks about value-based selling and how to enable your sales team to succeed in value-based selling. Mark shares insight into his role as a CRO, his approach and framework to value-based selling, and why it’s important to enhance not only the customer’s experience but the seller’s experience. Plus, he divulges the sal…
 
In this podcast interview, Stacy Greiner shares actionable insights on the rise of RevTech, or revenue technology. She shares with us the challenges in the technology industry and the impacts they have on marketers as well as how to solve the need for the three P’s: Privacy, Personalization, and Proliferation. She also shares knowledge on how RevTe…
 
In this episode, Praveen Sathyadev discusses Data-driven Omnichannel marketing. Praveen uses his broad overview and knowledge in digital marketing, automation, data analytics, and AI to discuss the trends, disruptions, and definitions surrounding the same. Tune in to learn how to master customer experience using omnichannel marketing techniques. Co…
 
In this episode, Neha Dhingra clears our understanding of social selling and tells us how it differs from social media marketing. We learn how social selling leverages your social network and uses one-on-one conversations to land you the right prospects. Listen in to also analyze some of the typical bottlenecks to social selling and determine how t…
 
In this episode, Tomasz Skowronek discusses the importance of a human-centric approach to enterprise architecture. Tomasz explains how enterprise architecture in the past was more technology-focused and why that continues in many organizations today. He also opens up why many companies today irrationally fall for short-term profits or benefits whil…
 
In this episode, Brett Hannath talks about the secret to creating leverage in a business… channel marketing. He shares his framework for channel marketing, how to pay for it, and how channel marketing helps to protect your business. Brett also details how he and his team at McAfee are leveraging channel marketing to create new opportunities for gro…
 
In this episode, Tricia Gellman discusses the behind-the-scenes of career growth. Tricia talks about the incredible role of VPs in a company and how they can converge their skills into growing for a better position at any company. We also discuss the advantage in momentum that leaders have when they move from a more prominent company to a growing s…
 
In this episode, Eric MacColl talks about intent-based customer journeys and how you can use them to effectively market and advertise to customers in your target market. Eric talks about why you should use intent-based customer journeys, the mechanics and pitfalls of intent data, as well as where to start when first using intent data. Contact Eric …
 
In this episode, Johnathan Bald talks about enterprise sales management, how sales tactics have changed as a result of the covid-19 pandemic, and the significance of the sales experience and highly technical enterprise sales tactics. Johnathan also speaks on how to enable your sales team to deliver top-of-the-line sales experiences in a world of di…
 
In this episode, Ajit Sivadasan discusses scaling e-commerce beyond your state. We learn how to work with market leaders and see through the challenges of making people understand e-commerce. We also look at how the pandemic has shaped the industry today. In the rapidly changing times, there is a need to build cordial relationships with people, hir…
 
In this episode, Jaspreet Jaffer discusses future training and enablement. We learn about internal and external training, its benefits, and individual setbacks. She also discusses the gaps that occur when creating and conducting training, citing her personal experiences. We also break down the step-by-step process of developing a training program t…
 
In this episode, Abhinav Dasgupta discusses the rapidly changing partner landscape of today. We learn how the virtual world offers more opportunities for partner marketing and how to leverage them. We also dig into the ways to generate more prospects and look into the challenges that could slow down the pace of the industry’s growth. Listen in! Con…
 
In this episode, Dhruv Anand discusses the role of product engineers and product owners in the business space. While sharing his insightful journey into becoming a product owner, Dhruv highlights the need for product engineers and owners to collaborate with the sales and marketing teams in any organization. We also learn the importance of business …
 
In this episode, Bjorn Engelhardt talks about how new technology is helping advance APAC countries and close the gap between men and women in business. He speaks on the significance of leap-frogging in enablement, leveraging adoption and adaption of new technology, and the most powerful attributes of an APAC leader in 2021. Contact Bjorn Engelhardt…
 
In this episode, Gene Cornfield talks about digital transformation for growth in the 21st century and how to become a business of experience. Gene breaks down the five dimensions of his framework for holistic growth transformation and shares his candid thoughts on where the world of business is in terms of digital transformation. He highlights less…
 
In this episode, Brian Clevenger discusses the rebranding of companies and how to do that right. He shares his journey shifting from the client-side to the agency side of the business now. Brian explains in detail how BlackBerry made the flip from handheld to software, focusing entirely on cybersecurity and how they used relevancy in their marketin…
 
Wes Bush is one of the pioneers of the product-led growth movement--an end user focused growth model that relies on the product itself as the primary driver of acquisition, conversion, and expansion. It's the secret of companies like Hubspot, Slack, Calendly, Dropbox and many many more. In this episode, we talk to Wes about the strategies he used t…
 
In this episode, Seema Swamy talks about the impact of customer insights. She first defines what customer insights are and why they are needed in all parts of an organization, then highlights how companies and researchers are approaching determining ROI from customer insights. Plus, she shares how innovation and increased customer expectations are …
 
In this episode, Jayme Smithers talks about the art of ThoughtExchange and how enterprise discussion management can build relationships and boost sales. Every customer wants to know more about the revenue leaders and how revenue teams interact with them, so Jayme shares how he and ThoughtExchange are helping your teams make meaningful connections a…
 
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