OnBase: Smashing Sales and Marketing Misalignments

In this episode, Shelly Kulesza talks about the concept of failing fast and walks us through the mental model of it, detailing how we can think about it in a positive light to spur growth in ourselves and our organization. She also shares her executive perspective on finding the motivation to fail fast and how you can find that motivation too. Contact Shelly Kulesza | Follow us on LinkedIn

In this episode, Susan Norgaard talks about the perils of marketing attribution, detailing how Avalara implemented a multi-touch attribution model and noting what she would have done differently. Susan has learned a lot throughout that project, so she’s here to give her valuable input on the proper way to approach a multi-touch model, why it benefits marketers, and the first steps you should take when creating this type of model in your business. Contact Susan Norgaard | Follow us on LinkedIn

In this episode, Mike Pugh talks about going from executive to super executive with the three pillars of his executive framework. He speaks on what it’s like to be a conflict management coach, some of the common issues he sees in the world of startups, and the best way to handle conflict and too much complexity in business. Mike also offers insight into an action step you can take today in order to implement radical candor in your professional life. Contact Mike Pugh | Follow us on LinkedIn

In this episode, Andy Jolls talks about category creation and design, detailing what it is, its significance, and what may happen to your company if you don’t categorize it. He offers great insight into how to design your category and why it’s important to get your category definition correct. Andy also provides the first few steps you will need to take in order to create a category. Contact Andy Jolls | Follow us on LinkedIn

In this episode, Ciaran talks about his plan to go from consulting to sales, effective sales strategies for the European market, and offers powerful advice for companies looking to work with foreign entities in other countries. He details what it’s like to build a high performing sales team in Europe and shares his candid thoughts on company culture vs. the culture of a country. Ciaran also shares an insightful war story that holds an interesting lesson on foreign business relations. Contact Ciaran Avitabile | Follow us on LinkedIn

In this episode, Danny Nail talks about what Account-Based Marketing (ABM) entails, along with what is needed to scale accounts with ABM, including intent, Ideal Customer Profile (ICP), synergies between accounts, and more. He offers insight into the core principles of ABM and his framework for executing it successfully, emphasizing the significance of innovation and a solid partnership with sales. Contact Danny Nail | Follow us on LinkedIn

In this episode, Anish Jariwala talks about the secret ingredients of success in marketing, especially in critical times such as 2020, as well as the transition from traditional marketing to ABM and his three C’s for improving marketing efforts. He details a few ways you can figure out the right accounts for your company and gauge interest in those accounts, what trends and changes he’s observing in the marketing industry, and he shares his candid thoughts on MQLs and SQLs. Contacts Anish Jariwala | Follow us on LinkedIn

In this episode, Rishi Mallik talks about leading growth marketing in B2B companies. Rishi also explains the growth mindset and how to utilize it in funnel optimization and across the customer journey. We discuss the framework for growth marketing and its critical parts. Contact Rishi Mallik | Follow us on LinkedIn

In this episode, Aaron Ballew talks about implementing an agile framework into marketing, specifically why he decided to implement it in his marketing department, how he eased the minds of his team during this change, and how they think about marketing performance after the transition to agile marketing. Aaron also offers insight into why engineers and people with backgrounds in math, software development, and statistics make great additions to marketing teams. Contact Aaron Ballew | Follow us on LinkedIn

In this episode, Maria White shares insights about getting comfortable in a remote environment and building the right mindset for virtual meetings. She also shares some great insights on how sellers can build an emotional connection with the prospects and have an impact on their virtual sales meetings. Contact Maria White | Follow us on LinkedIn