Pipeline Visionaries

This episode features an interview with Dan Verley, SVP of Sales, Workplace Technologies and Services at Canon Solutions America. Canon provides integrated systems technology that comprise one of the strongest solutions portfolios in the document management industry. Dan has a highly diverse skillset with more than 34 years of proven experience successfully leading both sales and operations.On this episode  Dan shares his insights into achieving sales and marketing alignment, why having curated content that is easily digestible is important, and why marketing is an invaluable tool when paired with the needs of the organization.---"Marketing is an invaluable tool and partner. When done well and when paired well, and we all consider the needs of the organization and what role we each play, it’s really a powerful tandem when you go to market if things are aligned."- Dan Verley, SVP of Sales, Canon Solutions America---Episode Timestamps:*(02:13) - Dan’s role at Canon*(02:55) - Segment: Trust Tree*(08:21) - Why marketing is invaluable*(10:27) - Segment: The Playbook*(12:37) - Reasons to have curtated content*(18:58) - The significance of your website*(21:19) - Segment: The Dust Up*(23:49) - Segment: Quick Hits---SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Dan on LinkedInConnect with Ian on LinkedInLearn more about Canon Solutions Americawww.caspianstudios.com 

This episode features an interview with Marie Hillion, Head of Marketing at Livestorm. Livestorm is an end-to-end video engagement platform enabling organizations to create on-demand, live, or pre-recorded events at scale from your browser. Marie joined Livestorm in 2020, where her team developed Livestorm’s content strategy and visibility across Europe and North America. On this episode, Marie shares her insights into boosting your video engagement score, adapting your marketing strategy to the mindsets of the region you’re targeting, and why it's important to keep your recurring audience engaged. ---“Adapt and try to not have the same approach, not only the language but also try to adapt to the mindsets of the region, the countries that you’re going to enter in and you’re going to target.” - Marie Hillion, Head of Marketing, Livestorm ---Episode Timestamps:*(03:12) - Marie’s role at Livestorm*(04:40) - Segment: Trust Tree*(09:27) - Segment: The Playbook*(11:51) - Translating your content*(15:18) - Boosting your video engagement score*(18:27) - Keeping your recurring audience engaged *(21:08) - Segment: The Dust Up*(23:45) - Segment: Quick Hits---SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Marie on LinkedInConnect with Ian on LinkedInLearn more about Livestormwww.caspianstudios.com

This episode features an interview with Chris Lynch, CMO of Mindtickle, the market-leading sales readiness platform, helping revenue leaders at world-class companies. Chris has a proven track record leading and growing both direct-to-consumer and B2B marketing organizations.   On this episode, Chris shares his insights into how emotions drive purchasing decisions, why customers respond well to strong storytelling, and why it's important to understand the consumer from a data standpoint.---“People respond well to strong storytelling, no matter if you’re in a consumer context or you’re in a B2B context because even in B2B, there are people making decisions.” - Chris Lynch, CMO of Mindtickle---Episode Timestamps:*(02:49) - Chris’s role at Mindtickle*(07:11) - Why emotions drive purchasing decisions*(08:13) - Segment: Trust Tree*(14:03) - Segment: The Playbook*(25:42) - Figuring out your brand story*(31:36) - Rebranding your website*(37:15) - Segment: The Dust Up*(38:45) - Segment: Quick Hits---SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Chris on LinkedInConnect with Ian on LinkedInLearn more about MindTicklewww.caspianstudios.com

This episode features an interview with Dylan Steele, CMO of Coalition, the leading provider of cyber insurance and security, combining comprehensive insurance and proactive cybersecurity tools to help businesses manage and mitigate cyber risk. Dylan is an accomplished marketing executive with experience leading marketing efforts for high-growth technology companies.On this episode Dylan shares his insights into the benefits of data-driven B2B, why sales enablement matters, and why mapping the customer journey is important.---“Data can get you really helpful insights and tell you if you’re way off base, but sometimes magic is figuring out the combination of what your customer says they want and what’s aligned to their value, how much you have to shift their perception and change their mindset of what your product can be and can do and then find the sweet spot.” - Dylan Steele, CMO of Coalition Inc.---Episode Timestamps:*(02:04) - Dylan’s role at Coalition*(03:08) - Segment: Trust Tree*(08:28) - The cybersecurity landscape in marketing*(17:29) - Segment: The Playbook*(24:30) - The sales enablement playbook*(29:57) - Segment: The Dust Up*(34:03) - Data insights into your customer*(34:03) - Segment: Quick Hits---SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.LinksConnect with Dylan on LinkedInConnect with Ian on LinkedInLearn more about Coalitionwww.caspianstudios.com

Every week on Demand Gen Visionaries we sit down with marketing leaders from some of the world’s largest and fastest-growing companies to uncover the demand gen strategies that have been fundamental to their skyrocketing success.In each episode, we ask our marketing-leader guests which three areas of investment are most important to their demand gen initiatives. Tune into this special mini-series to hear the budget items our CMO guests can’t live without!Find parts one, two, three, four, five & six---Part seven of this special mini-series features 9 CMOs and marketing leaders from some of the world's fastest-growing companies, including:*(03:51) Suzanne Konkle - CMO, Deloitte*(05:14) Randy Frisch - Chief Evangelist Content Experience, Uberflip*(10:50) Daniel Incandela - CMO, Reachdesk*(14:18) Maura McCormick Rivera - CMO, Qualified*(18:02) Meagen Eisenberg - CMO, TripActions *(21:36) Jamie Gier - CMO, Ceros*(24:16) Daniel Rodriguez - CMO, Simplr *(26:24) Anna Kostroun - CMO, NewRocket*(29:31) Micha Hershman - VP of Marketing, Envoy---SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksFollow Ian on TwitterConnect with Ian on LinkedInCaspian Studios

This episode features an interview with Micha Hershman, VP of marketing at Envoy. Envoy is transforming modern workplaces with products that make office life easier and work more meaningful. Micha is a marketing leader with a twenty-year history of integrating inbound and outbound demand generation strategies to drive growth and revenue at B2B SaaS and B2C organizations.On this episode, Micha shares his insights into the building blocks of the modern data platform, why your website is the single most important conversion tool that B2B organizations have, and why the bottom line of marketing is about customer experience.---“I think platform data is something that everyone needs to leverage. And if you’re a marketer thinking like, “Hey I’m considering joining this new company,” the questions you need to ask yourself, and there are lots of them, is do they have platform data that helps me tell a story, and can I access it?” - Micha Hershman, VP of marketing at Envoy---Episode Timestamps:*(02:18) - Micha’s role at Envoy*(03:28) - Segment: Trust Tree*(09:40) - How to structure your go to market strategy*(11:15) - The highest point of leverage in your sales and marketing funnel*(21:20) - Segment: The Playbook*(32:57) - Why you website is the most important conversion tool you have*(37:23) - Segment: The Dust Up*(40:14) - Segment: Quick Hits---SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Micha on LinkedInConnect with Ian on LinkedInLearn more about Envoywww.caspianstudios.com

This episode features an interview with Anna Kostroun, CMO of NewRocket. NewRocket delivers meaningful experiences and extraordinary results with ServiceNow and has delivered over 4000 successful projects through world-class implementations and integrated solutions across the entire ServiceNow platform. Anna brings more than 20 years of marketing experience, with deep expertise in demand generation, brand building, experiential marketing, and sales engagement. On this episode, Anna shares her insights on activating an emotional connection with your customer, why workflow is important for your business, and why it’s important to have empathy for the end-to-end customer experience.--- “You can do all of the email marketing, you can do all the events, you can do all of the things, all of the various marketing tactics that everybody knows how to do, but if you’re not emotionally connecting with your prospects and customers in a way that’s meaningful to them, you’re not getting anywhere, and you’re not doing anything different than anybody else.”  - Anna Kostroun, CMO of NewRocket---Episode Timestamps:*(03:13) - Anna’s role at NewRocket*(05:46) - Segment: Trust Tree*(09:27) - Best practices for building workflows*(11:43) - Emotionally connecting with your prospects*(17:18) - Segment: The Playbook*(19:41) - Driving traffic to your website through content syndication*(29:26) - Segment: The Dust Up*(36:05) - Segment: Quick Hits---SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.LinksConnect with Anna on LinkedInConnect with Ian on LinkedInLearn more about NewRocketwww.caspianstudios.com

This episode features an interview with Daniel Rodriguez, CMO of Simplr, a human-first, machine-enabled customer experience solution that meets the demands of the NOW Customer across all digital channels. Daniel is leading a team that is redefining the way brands deliver customer service.On this episode Daniel shares his insights into building a successful brand community, creating a halo effect by having the right investments, and ways to get your target audience to think positively about your brand. ---“Community is an organic process. You can try to do things to encourage people to engage, but I think it's understanding. You really have to understand what is it that people are looking to learn, and one of the things that we've realized is that, there's a lot around career definition.”---Episode Timestamps:*(03:19) - Daniel’s role at Ceros*(06:13) - Segment: Trust Tree*(09:12) - How demand gen fits into Simplr’s marketing strategy*(12:12) - Segment: The Playbook*(17:05) - Creating a movement with community*(24:46) - Getting you target audience to think positively about your brand*(30:46) - Segment: The Dust Up*(34:04) - Segment: Quick Hits SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.LinksConnect with Daniel on LinkedInConnect with Ian on LinkedInLearn more about Simplrwww.caspianstudios.comDaniel's Book: Experience is Everything

This episode features an interview with Jamie Gier, CMO of Ceros, a cloud-based platform encompassing a collaborative, real-time digital canvas, upon which designers create animated, interactive content without the need for a developer. Jamie has worked with leading tech companies from healthcare to education to grow and scale by creating impactful brands, designing revenue-gathering go-to-market strategies, and leading high-performance teams.On this episode Jamie shares her insights into the power of educating your buyers, how to create valuable connections with inspiration, and why it’s important to put customers at the core of your business.--- “You break through the noise by offering a value exchange with your customers. You need to be relevant in what you’re providing them. And I think sometimes where we go wrong with content is we sell our product, we don’t educate our buyers, and oftentimes we’re looking to be educated on best practices.” - Jamie Gier, CMO of Ceros---Episode Timestamps:*(03:28) - Jamie’s role at Ceros*(04:55) - Segment: Trust Tree*(09:27) - Segment: The Playbook*(12:46) - Offering a value exchange with your customers*(17:37) - The first rule of marketing *(19:39) - Inspiring customers with your website *(21:23) - Segment: The Dust Up*(25:56) - Segment: Quick Hits---SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.LinksConnect with Jamie on LinkedInConnect with Ian on LinkedInLearn more about Ceroswww.caspianstudios.com

This episode features an interview with Meagen Eisenberg, CMO of TripActions. TripActions is the only modern, all-in-one travel, corporate card, and expense solution. Meagen is a transformational leader, advisor and marketer, managing global businesses ranging from startups to mid-market and Fortune 500 companies. She was recently named Top 50 most retweeted by mid-sized marketers according to AdWeek and Top 25 for B2B Marketing Influencers.In this episode, Meagen shares her insights on how to increase revenue with sales and marketing alignment, the power of the sales marketing road warrior, and how to shift from reactive to proactive marketing.---“I see demand as aligning with sales teams. What are the goals? What do we have to hit? How does that break down? What are we going to be sourcing? Managing the SDR team, a large part of their pipeline and funnel is going to be coming from the demand, go-to-market organization of marketing, and sales development. Really that’s a key part of success, sales alignment.” - Meagen Eisenberg, CMO of TripActions---Episode Timestamps:*(02:48) - Meagen’s Role at TripActions*(03:28) - Segment: Trust Tree*(07:32) - Why sales alignment is a key part of success*(08:06) - Segment: The Playbook*(14:38) - Building rapport for future business success*(21:43) - Getting your marketing team close to the customer*(26:31) - Investing in your website *(34:11) - Segment: The Dust Up*(37:48) - Segment: Quick Hits---SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.LinksConnect with Meagen on LinkedInConnect with Ian on LinkedInLearn more about TripActionswww.caspianstudios.comTripActions Stands with Ukraine