In the end, B2B marketing is all about driving leads and turning those leads into opportunities and net new revenue.

To make that happen, you must work closely with sales. (You’ve probably figured that out by now.) But sometimes we struggle with how to work with sales. 

If you’re looking for tactical ways to increase your alignment with sales, then you’re in luck. On this episode of the #FlipMyFunnel podcast, David Tam, Director of Marketing at OneLogin, talked about living out alignment on a daily basis.

It took social distancing to remind us…

But we all realize how important the personal touches are in every facet of our lives.

So, how do we make sure to keep it personally in a socially distanced world?

In our show today, I caught up with Dan Frohnen, CMO at Sendoso, a company specializing in getting personalized items on the desks of anyone.

Who better to help us navigate the new landscape for the personal touch?

Here’s what we’re unpacking today:

• The power of sending
• How to get something on someone’s desk when they’re at home
• The COVID-19-suitable marketing mix

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“As B2B Marketers, our role is to help by creating a huge buzz within our target organizations.”

This is exactly what James Snider does every single day with his team at Punch! James started this process by diving into creating personalized videos for prospects with Vidyard.

But creating buzz is not a one time thing! You have to continue to wow customers even when they are past the prospecting stage.

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Trying to support sales as a marketer can be painful.

Everything is always last minute. They don't know where things are. That’s the perception. Unfortunately it's also the reality. People left supporting are left needing all kinds of therapy: aromatherapy, massage therapy, drinking therapy... whatever it takes. 

Don’t worry: Pam Didner is here to help. 

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Why do some companies become great and others disappear?

Short answer: execution.

In this one we talk to David Politis, founder and chief executive of BetterCloud, about how execution, not vision, is the one thing that keeps a company from failing.

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Culture is one of the hottest topics in business today. But don’t worry: for those of you who aren’t into buzzwords or generalities, there’s still plenty of meat on the “culture bone.” 

Our guest host today is Joe Kerner, international speaker and Partner and COO at Prestige Leadership Advisors, once again interviewing Joe Yazbeck. In Joe Kerner’s words: “I believe culture determines the success or failure of any business or any type of organization for that matter.” 

There are winning cultures, there are losing cultures and there are mediocre cultures—and how you design your culture from the beginning makes all the difference.

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After living through the pandemic for months, it’s easy to see the silver linings in the disruption.

Can we get similar benefits by disrupting ourselves?

My guest today, Angela Raub, President and CEO at Leadercast, is certain we can. 

Angela came on today to talk all about positive disruption and how its the key to growing and changing for the better.  

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I don't have the symptoms of racism. I don't use the "n" word. I don't tell racist jokes. I don't discriminate against people. I'm sympathetic to the black movement and I push for equality. 

But I could still be an asymptomatic carrier of the racism that harms so many black people.

Reggie Rivers, former running back for the Denver Broncos and current president of The Gala Team, a benefit auctioneer company, joined us on the #FlipMyFunnel podcast for the fifth in a series of conversations about race.  

We talked about his experiences as a successful black man, what privilege really means, and how to make a difference.

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He sat in jail. In and out of the hole. It was in jail that he met his father for the first time...because his father was in the cell next to his. He was 17 years old. That was Alvin's life story.

It's a story that caused Kwame Johnson to turn his life around and pushed him toward the work that he currently does as President and CEO at Big Brothers Big Sisters of Metro Atlanta.

Kwame joined us on the #FlipMyFunnel podcast for the fourth in a series of conversations about race. We talked about how mentoring relationships can bring people of different races together in life-changing ways and about why he's hopeful for the future.

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In the wake of George Floyd’s murder, we need more than black squares on our profiles. 

We need more than words. More than thought leaders. 

We need action. 

That’s what Morgan Ingram, Director of Sales Execution and Evolution at JB Sales Training, hopes will come out of this moment.

For Morgan, the path forward relies on two things: overloading the world with positivity and real, tangible action.

Action in the world, at home and in the workplace.

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