Who is John Wooden?

John Robert Wooden (October 14, 1910 – June 4, 2010) was an American basketball player and head coach at the University of California at Los Angeles. Nicknamed the "Wizard of Westwood," he won ten NCAA national championships in a 12-year period as head coach at UCLA, including a record seven in a row. No other team has won more than four in a row in Division 1 college men's or women's basketball. Within this period, his teams won an NCAA men's basketball record 88 consecutive games. Wooden won the prestigious Henry Iba Award as national coach of the year a record seven times and won the AP award five times. He also won a Helms national championship (which was decided by a poll) at Purdue as a player 1931–1932 for a total of 11 national titles.

Revenue Ops has a tough job already. But reporting at the board level adds an extra layer of complexity.

On this episode of the #FlipMyFunnel podcast, we discuss how to crush your next rev ops report with the board. We brought in Brad Smith, our very own Terminator (what we call our rock stars!).

He’s the Director of Revenue Operations here at Terminus, and besides his daily duties, he’s tasked with reporting all of revenue operations every quarter to the board.  Whether you are a marketing leader, a sales leader, or in rev ops, check out these 7 tips on rev ops reporting at the board level.

The 1 on 1 meeting.

A lot of us have them on a regular basis. They may be useful meetings to check in with managers or direct reports. They may be time to catch up on workloads, responsibilities, or even just a chance to connect.

For as many of us that have meaningful 1 on 1 meetings though, an equal number of us are frustrated, indifferent, or even hesitant to establish any sort of regular, consistent, individual check in meetings with our managers or direct reports.

But why? Why does the 1 on 1 meeting elicit such a strong response from so many of us?

The idea of ABM is really about alignment. It's about focusing. It's about concentrating on the group of accounts that are going to provide the highest value to your business. To flesh out the concept of ABM, we brought Renny Fidlon and Sarah McGlinchey from Optymyze to discuss the pillars of ABM success.

Like radical ideas? Here’s one: You don’t need a bigger pipeline. You just need to create more value for your current prospects.

Radical, right? That’s just one of the many radical sales ideas from Andy Paul.

On this episode of the #FlipMyFunnel podcast, Andy pulls from his experience spanning through four decades of sales. This guy’s a sales genius: He graduated from Stanford before he authored best-selling sales books, such as Amp Up Your Sales, and Zero-Time Selling.

His newest project is The Sales House, which he calls the go-to educational storehouse for all things sales. (The best part is, some of his best stuff is free.)

Let’s jump in.

We talk a lot about using marketing and sales tactics that re-humanize B2B and make it personal.

This episode isn’t just a one scoop of B2B sales and marketing tactics. It’s the full ice cream sundae. Three phenomenal guest speakers gave a fast-fire panel from our #FlipMyFunnel Conference, and we have it all right here.

They offered simple, down-to-Earth, best sales and marketing practices you can use today, at the office, right now.

They each unpacked their version of re-humanizing B2B, talked about video, AI, and how to equip your entry-level employees.

Don’t miss this buffet of thought leadership.

Katie Cantwell — Director of Sales at Showpad. Previously, Director of Sales at Oracle, and Owner of Loyalty at Audi.

Tyler Lessard — Fearless 50 Marketer and VP of Marketing at Vidyard.

Randy Frisch — Co-founder, CMO, and president of Uberflip.

The moderator for this panel was the rockstar Bob Perkins, founder and chairman of the AA-ISP (American Association of Inside Sales Professionals).

Though a leader in helping others implement Account Based Marketing (ABM), Terminus struggled to implement ABM principles itself until two years ago. Todd McCormick and Lucas Ulloque, Chief Revenue Officer and VP of Sales Development, joined #FlipMyFunnel to talk about Terminus' transformational journey to ABM.

By now, you’ve probably heard you should be using videos somewhere in your B2B sales cycle. But … how do you do it? Where does video fit in the sales cycle? Should you always use video?

Good news — we have answers from Jason Price, President and Co-Founder of Covideo, an email video platform for sales and marketing. He delivered a powerful message at a #FlipMyFunnel conference on using video for B2B sales.

We caught it all right here on our #FlipMyFunnel podcast.

A lot of people seem to think that Inbound and ABM have opposite strategies when it comes to content.  That’s not true! With ABM, it is a similar mindset, but a different approach.

Shauna Ward is a Content Marketing Manager at Terminus, and she spends a lot of time thinking about how to use content in an increasingly ABM world. Here are three tips she has for getting started with ABM content!

1. Set expectations for measurement and set new KPI’s.  Filling out lead forms may mean a lot in the inbound world, but engagement means more when you’re thinking along ABM lines.
2. Get personalized with your content.  Show that you care about your targeted accounts.
3. Know when to use gated vs. ungated content.  Balance giving away your content with keeping your targeted accounts engaged.

Here comes part 2 of the book review of “Communicating for a Change” by Andy Stanley and Lane Jones.

Andy lays out a 5-part formula to communicate more effectively in his book, and Sangram breaks it all down here on this episode of the #FlipMyFunnel podcast.

Sangram zeroes in on Andy’s proven technique of “Me, We, God (or Source), You, We.” After a quick recap of last week’s episode, we dive in and unpack each of these key steps.

The formulas helps us all communicate a message more effectively to our entire organizations, so our listeners are not only carry the the message, but communicate it to others.