OnBase: Smashing Sales and Marketing Misalignments

Today’s episode features Shashank Salunkhe. Listen as he shares his wisdom on solving the B2B marketing challenges with ABM and MarTech with his years of experience. Shashank describes how the concept of ABM X.0 can be used to better understand the buying patterns and intent of customers. This information is valuable for sales teams when writing emails, giving demos, and negotiating deals. Connect with Shashank Salunkhe  | Follow us on LinkedIn

In this episode, Ray discusses Demandbase Data Labs, which specializes in data sets, and how they have built data sets that inform users when a contract is up for renewal and how customers can sell into businesses that manage fleets of vehicles. Fleet insight is a data set that allows customers to identify the size of businesses with fleets, the function of fleets within those businesses, and what technologies are being deployed. By understanding these details, customers can target potential business prospects or customers. Connect with Ray Renteria  | Follow us on LinkedIn

In this episode, Paul Williams discusses the smart home industry in a lot of detail. He explains that a smart home is more than just a bunch of connected devices – it’s an experience that unlocks different possibilities for the consumer. For example, one possibility is that the home can be kept secure and monitored without anyone having to be there all the time. Paul also discusses product management and shares insights about how to identify candidates that would be a good fit for a position in this field. Connect with Paul Williams  | Follow us on LinkedIn

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. Connect with Dan Cafiero  | Follow us on LinkedIn

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. Connect with Ikram Guerd  | Follow us on LinkedIn

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. Connect with Ann Handley | Follow us on LinkedIn

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. Connect with Kris Barton  | Follow us on LinkedIn

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. Connect with Gina Stracuzzi  | Follow us on LinkedIn

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. Connect with Tom Keuten  | Follow us on LinkedIn

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. Connect with Avishek Chakrobarty  | Follow us on LinkedIn