In today’s episode, Dan Cafiero speaks from years of experience when discussing the projection of marketing, particularly ABM. Listen in as he explains how to drive efficiencies by adopting a shift in campaign strategy. He emphasized the importance of targeting accounts and creating content based on where the customers are in the buyer’s journey.

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In today’s episode, we welcome Ikram Guerd as she shares her insights on how marketing has evolved and how marketers should be excited to take on the challenge of keeping up with approaches, technology, data, and tools. Listen carefully as she lays out practical steps to building up an efficient campaign and the key points to look for when conducting new business. She notes that it is especially important to take advantage of all the digital channels available to interact with customers.

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Today’s guest, Ann Handley, discusses her writing process and the steps for marketers to connect with their target audience. She explains the GPS framework and how it helps in turning your ideas into feasible steps that are both useful and memorable. She urges marketers to identify the goals of the marketing content and to focus on one person when delivering the message.

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Kris Barton talks about his career and how his passion for marketing and technology has led him to where he is today. He shares some anecdotes about learning from noteworthy individuals, such as Steve Ballmer, Steve Jobs, and Bill Gates, regarding leadership and time management. Kris also discusses how he instills a culture of accountability and responsibility in his company through local focus.

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In this episode, Gina Stracuzzi urges employers to promote a culture of accountability and to make sure that their senior executives are held accountable. She also provides advice to young women and to employers on how to create a productive and trusting workplace for both parties.

In this episode of Sunny Side Up, Tom Keuten, who’s garnered 20 years of experience helping clients identify, adopt, and realize value from technology, joins the conversation to talk about how selling services from one business to another isn’t something to fear. Why go fast alone when you can go further with others? Tom dives into the importance of networking for life by building strong, genuine relationships, instead of just “pitch-slapping” people.

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In this episode of Sunny Side Up, Avishek Chakrobarty, who has well over 11 years of experience in enterprise sales and marketing across multiple industries, joins us to discuss the intricacies of account-based marketing. Avishek discusses how his team navigates large and complex enterprise deals that often span years in their sales cycles. We dive into strategies on how to keep leads engaged and nurtured through these lengthy and layered cycles, how he builds multi-layered, multi-channel campaigns, and pitfalls to avoid when doing ABM.

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In this conversation, Jill Santos Hutcheson shares advice on how to learn and grow in a sales career during tough times through value-focused selling. She emphasizes the importance of having a positive outlook, staying committed to your goals, and taking criticism well. She also recommends taking certifications or learning new skills to help you be even more successful beyond normal work.

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Being a true partner to your clients reveals drastic effects, such as having the clients approach the sales team with the thought of solving business problems collaboratively, and not perceiving the company as merely trying to sell. In this episode, William Schwartz shares how Alpha CRC establishes the Trust-based selling model and how they prioritize reputation. Listen in!

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This episode is jam-packed with information on tackling these questions. We welcome Bob Marsh to explain to us how consumers changed their preferences over a short time when it comes to sales and how businesses can go wrong in meeting this expectation. Listen closely as he explains the sound surround selling approach and how organizations can take advantage of this method. Tune in!

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