OnBase: Smashing Sales and Marketing Misalignments

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. Connect with Jill Santos  | Follow us on LinkedIn

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! Connect with William Schwartz  | Follow us on LinkedIn

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! Connect with Bob Marsh  | Follow us on LinkedIn

In this episode, Teresa shares how storytellers use a variety of methods to create compelling narratives, including interviews with users, ideation sessions, and affinity clustering. In addition, she discusses the importance of formulating a clear value proposition and developing a story that is concise, accurate, and resonates with the audience. Listen in! Connect with Teresa Elliott  | Follow us on LinkedIn

In this episode of Sunny Side Up, Uttam Reddy joins the conversation to talk about sales enablement in the IT and SaaS space. Listen as Uttam discusses strategies to break the digital barrier when nurturing customer relationships. He dives deeply into the importance of onboarding and setting sales reps up for success. Uttam also shares key industry secrets on how to turn an economic downturn into a win. Connect with Uttam Reddy | Follow us on LinkedIn

In today's episode, we're talking to Natalie Jackson from CBIZ about demand generation. Listen as she discusses how important it is for marketers to understand how a CRM system is architected and to be able to speak the language of the software to sell its story. She also mentions that sales teams must not be treated like data entry people and that respect is key when working with them. Finally, she suggests marketers understand further how a CRM system works and sell its story.  Connect with Natalie Jackson  | Follow us on LinkedIn

Today on the show, Bobby Greenberg talks about emotional loyalty and how marketers can measure it to create a more engaging customer experience. He also discusses that by understanding the key drivers of loyalty, brands can focus their marketing on the most valuable customers. This is important because, during recessions, it is important to focus on creating long-term relationships with customers rather than just getting them to spend as quickly as possible. Listen in! Connect with Bobby Greenberg  | Follow us on LinkedIn

In today’s episode, Mat Singer discusses the importance of building a resilient sales organization to maintain success in tough economic times. He shares his experience in coaching the sales reps to walk into renewal conversations to achieve success can involve using tactics such as quarterly business reviews and health checks. Tune in! Connect with Mat Singer  | Follow us on LinkedIn

In this episode, Nielsen’s CMO Jamie Moldafsky talks with Demandbase CMO Jon Miller about the importance of knowing your audience. Jamie shares insights on what marketers need to know to understand their audience, the qualitative and quantitative data that can help in this endeavor, how frequently marketers need to reassess their audience, and much more.  Connect with Jamie Moldafsky  | Follow us on LinkedIn

The shift towards green growth is a major trend, and sustainable growth is key to success in today’s market. This episode brings you the insights of our guest, Sinem Hostetter, as she discusses the importance of green growth and how it can be a source of durable competitive advantage. She also shares the positive impact sustainability initiatives have on a wide set of stakeholders, including employees, suppliers, customers, and ultimately, society as a whole. Tune in! Connect with Sinem Hostetter  | Follow us on LinkedIn