OnBase: Smashing Sales and Marketing Misalignments

The first draft of anything is going to be imperfect, but that’s the point! This episode of Sunny Side Up features Claudia Virlanuta, CEO at Edlitera, who wants to empower even the least technical of executives to leverage data science and analytics. It starts, however, with a willingness to feel foolish or even outright fail. While some 81% of executives believe big data is key to enterprise leadership, a majority of the same sample group believe themselves to be ill-equipped and most likely unable to acquire the necessary tool kit. Not true! Claudia lists the barriers to effective data adoption and management – as well as some very concrete strategies for removing those stumbling blocks. Some of Claudia’s solutions require no more than enlisting help from team members or taking a couple of basic online courses to become conversant on your own. A big part of leveraging data science is creating and supporting its integration within the workplace culture. And you don’t have to have a Ph.D. to do that. Just be willing to feel awkward or elementary – and open to learning something new. Enjoy this info-packed session with a data science and machine learning expert who knows how to future-proof teams and businesses by turning data into profits. Connect Claudia Virlanuta | Follow us on LinkedIn

Acquisitions can be anxiety-provoking on many levels, but there are ways in which marketing has a very specific (and useful) role to play in smoothing the way. This episode of Sunny Side Up features Stacy West, Chief Marketing Officer at insight software, who shares some of the tools she has developed to facilitate the M&A process. With some 20 acquisitions in the past three years alone, insight into both organic and inorganic growth. The goal is to be a world-class company fueled by both the acquisition of companies and the extension and growth of their products. Stacy explains how marketing due diligence requires its own set of metrics to measure a target’s maturity, depth of resources, and ability to integrate out of the gate. She also recommends tactics for team-building and creating a sense of transparency that helps unsettled employees stay focused on big-picture unity and how they can contribute. And, speaking of contributions, the single most important thing that individuals at any level of the marketing structure can do is be proactive. Speak up, stay relevant, offer suggestions and run with any opportunity. In fast-paced, high-intensity environments, executives are less interested in rank than they are in engaging with employees at any level who strongly desire to be in the mix – and say so! Enjoy this lively conversation with a woman who uses her global management experience and unique marketing lens to help us learn how to navigate the world of M&As. Connect Stacy West | Follow us on LinkedIn

This episode of the Sunny Side Up podcast features a sales pro who got his start in an unlikely place. Corey Kleinbauer, a Boston-based sales executive with SAS, planned a career in the mental health space. When he decided to switch his focus to sales, it turned out that the psychology skill sets he’d studied transferred with great results. As VP of Sales, Corey has developed and led a team producing double-digit growth year over year. He shares with us valuable insights about how to develop meaningful trusted advisory relationships, turn curtailed pandemic travel to the best advantage and make inroads with C-suite executives through hustle, homework, curiosity, and empathy. Connect Corey Kleinbauer | Follow us on LinkedIn

This episode of the Sunny Side Up Podcast features Kristopher Clark, a Silicon Valley visionary who has built his career on the results-oriented product, project, and business relationship management for consumer-facing products. He’s uniquely positioned to talk about something top-of-mind for companies across every enterprise sector: Digital Adoption. The conversation covers both tactical and strategic issues, including insights from Kristopher’s current work as Head of Digital Adoption & Content at ServiceNow and throughout a career that has also encompassed important roles at Allergan, Genentech, and Silicon Chef. He has a passion for what he does that will inspire you to reconsider all things Digital Adoption – and more! Connect Kristopher Clark | Follow us on LinkedIn

Senior VP of Sales, Dale Limes shares an approach that imagines Halo’s sales team as an extension of their client’s in-house marketing function. The emphasis is on selling solutions, not just products, and constantly pivoting to identify and understand customer needs. If circumstances are fluid, as they have been with the unfolding pandemic, Halo’s philosophy is to get ahead of the curve and anticipate how best to provide branded merchandise that is not only an important promotional vehicle but also a source of fun and diversion. Dale shares his marketing perspectives and provides some interesting resources to consider, along with a shout-out referral for a future interview. Connect Dale Limes | Follow us on LinkedIn

In this episode, Raja Narula talks about the power of traditional marketing and digital marketing. He speaks on his view of the current landscape of traditional and digital marketing, how they can work together to achieve sales goals, and the biggest marketing trends he’s been seeing. Plus, he shares wise words on the most powerful attributes of digital marketers. Connect Raja Narula | Follow us on LinkedIn

The impacts of supply chain disruption, which have been looming on the retail and e-commerce horizon for months, are coming into sharp relief as the holiday season kicks into high gear. This episode of Sunny Side Up features Yael Zlatin, whose marketing savvy translates across sectors and transcends pandemic-related challenges. National Sales Director and Head of Ecommerce at Adtaxi, she shares strategies for coping with the escalating costs of digital advertising and optimizing business intelligence (data that in many cases your company already owns for months into the future) into long-term marketing muscle. This is a lively conversation that every company navigating uncharted seasonal merchandising terrain will want to hear. Connect Yael Zlatin | Follow us on LinkedIn

This episode of Sunny Side Up is all about how to turn the successful sales reps fight so hard to achieve into long-term financial freedom and legacy wealth. Guest Matthew Buchalski has 15 years of experience with sales in both the financial/brokerage and high-tech sectors, but his wisdom extends beyond how to lead teams and close deals. He’s here to share best practices for sales reps and others interested in building wealth through smart investment planning and execution. The episode is full of great tips as well as resources to grow your knowledge base along with your financial bottom line. Join Host Asher Mathew for a turbo-charged conversation about what it means to pay yourself first, again and again. Connect Matthew Buchalski  | Follow us on LinkedIn

Growth is good, but it’s not always easy. As Senior VP for Technology, Mike’s role has been to guide the leading mobile engagement platform’s evolution with focus and intentionality. Hear about the process Airship deployed in defining what it does best and executing on strategies aimed laser-like at one goal: Being the best of the best. Mike provides a preview of his company’s upcoming Elevate 2021 online conference, which will include some exciting app unveilings, and he also shares some recommended reading for executives trying to foster a collaborative, ordinary but extraordinary, the culture of growth and development across the enterprise. Contact Mike Herrick | Follow us on LinkedIn

Laurent De Grauwe is a leader among leaders; he is a Global Field Marketing Director - Business Applications for Microsoft. His goal is to balance the scale between people and business, to accelerate business while continuing to care for customers. In this episode, Laurent does a deep dive into the intricacies of building connections while earning trust and establishing credibility. He presents a forecast on what to expect for sales in the digital realm and lays out important details when forming lasting connections. Contact Laurent De Grauwe | Follow us on LinkedIn