For most of my career, I didn’t block out times on my calendar. I thought being the best servant leader I could be meant my time was my team’s time. 

Then a couple of years ago, I went into a meeting as drained as I could be. And it was infectious — I could feel the whole leadership team’s energy levels just dissipate. 

By not managing my energy, all I did was suck all the energy out of the room. At that point, I promised myself I wouldn’t show up like that again. 

Being a leader means managing your energy. 

And… I get it. Sometimes it’s hard to do. Luckily, Molly Fletcher came on the show with some amazing tips on how we can better manage our energy.

Molly took lessons learned about energy management throughout her long career as a sports agent and, later, CEO of The Molly Fletcher Company and turned them into the awesome new book The Energy Clock. 

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Our #WomenInMartech community is constantly growing and evolving and we are honored to celebrate them every chance we get. The game changer for this month is Munchbach, VP of Marketing at BlueConic. Cory is truly paving the pathway for successful women in business!

In the interview we discuss how the martech industry is shifting, leadership style and philosophy, being a woman in the workplace, and more.

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Think always of your prospect’s challenges, not your solution.

If you want to see a company that’s learned how to put their prospects’ challenges first, listen to today’s episode of the Flip My Funnel podcast. We spoke with Michael McCunney, Vice President, Marketing at Revenue Analytics. 

Michael and I talked about why marketers need to speak their prospect’s pain and sometimes tell them no.

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Stop selling as if you’re a perfect 5.0.

Products with a 4.2 - 4.5 out of 5 star review sell better than those with a perfect 5.0.

Why? Because vulnerability fosters trust.

A product with a perfect review sounds like a salesperson’s dream, but modern consumers are wary of products that sound too good to be true (because they almost always are!), assuming an authenticity and transparency from a slightly lower rating.

We recently had the chance to sit down with Todd Caponi, author and sales researcher, whose passion and curiosity about sales growth has led him to dig deep into the neuroscience behind this vulnerability “phenomenon”.

During our chat, Todd explained why being upfront about your products’ vulnerabilities can not only earn the trust and business of potential customers, but can shorten your sales cycles.

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As you know, on Tuesdays we have been doing our Takeover series. For this series, Ethan Beute has been hosting awesome interviews, all focused on this idea of evangelism. 

Well, for today’s episode of the Flip My Funnel podcast, we thought we’d shake things up a bit. Our guest's host today is... me, Sangram. That’s right. Today, I’m a guest on my own podcast!

On today’s show, Ethan and I talked about what makes a great evangelist. 

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In the past few years, it seems like more companies have exploded onto the scene with great big missions. And older companies are making waves for their causes, too.

You have companies like TOMS, with their B1G1 model for giving away free shoes, or Patagonia donating a $10M tax-break to climate causes. 

On the surface, it may seem like these companies are just doing a better business strategy, but there is more to it than just a pricing strategy.

There’s a soul to it. There’s storytelling. There’s an evolution happening in business.

Our guest today, Yanik Silver, is the leading expert on this evolution. Founder of Maverick1000 and two-time Oscar Meyer shootout champion, Yanik is the author of “Evolved Enterprise,” a book that delves into why this evolution — and revolution — is taking over. 

I’ve learned so much from Yanik’s book, so I’m super excited for you all to hear some of his great ideas. 

Here’s what we’re unpacking today:

• What makes an enterprise evolved
• Why evolved enterprises are taking over
• How you can evolve your company
• Why sharing your story matters

This post is based on a podcast with Yanik Silver. If you’d like to listen to the full episode, you can check it out here and below.

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Design has a huge impact on sales and marketing. Brand logos  help make a connection between the buyer and the brand by recognizing its design. Consider brands like Nike, or Adidas. Both recognizable for their logo.

Shannel Wheeler, author of two best sellers, gave me three main reasons why design is so important to sales and marketing. 

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“It’s isn’t always the biggest, baddest, or fastest mouse trap that gets the mice. It’s the one with the stinkiest cheese.”

This translates directly to marketing.

So says Soon Yu, author of Iconic Advantage: Don't Chase the New, Innovate the Old.  

Soon helps companies realize that they don’t have to be the fastest, biggest or have the best technology in order to be successful.  But they do have to connect with their audience, and the best way to do that is through meaningful marketing.

If there is no emotional connection created with customers, they’re just competing on price.  There aren’t many winners in that game.

In this episode of the #FlipMyFunnel Podcast, we chat with Soon about B2B storytelling, chasing the new versus innovating the old, and three qualities behind the most successfully innovative and iconic companies.

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Account-based marketing is a pretty limiting (and even misleading) term.

The truth is, marketing is only a portion if the story. The real goal is account-based everything.

Sales. Exec team. Product. And of course, marketing. 

The whole organization should be aligned to go after the same high-value targets, otherwise those beautiful ABM campaigns won’t succeed.

The most important alignment for orchestrating a killer campaign is, naturally, sales and marketing.

There are 4 keys to orchestrating a marketing-SDR campaign, but it all starts with getting the whole organization to collaborate successfully. In this episode, we talked with Craig Rosenberg to discuss how to do just that.

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Tech evangelists have been with us since the beginning of the Macintosh operating system. 

While the evangelist title is undeniably cool, when is it necessary for your company to deploy one and whom should it be? 

We sat down with Dan Steinman, co-author of the book Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue and Chief Evangelist for Gainsight, a customer success company which helps businesses secure and surpass their customers' desired outcomes and deliver consistently amazing experiences.

Here’s what we’re unpacking today:

• Stepping stones to becoming an evangelist
• What you should evangelize
• What is the ROI on evangelism?
• Who on your team should be an evangelist?
• Why you should write a book
• Sangram's Summary
• Dan's Challenge

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