Sunny Side Up

Mark Turner explains go-to-market planning for a brand new division with zero historical data. How do we upscale a business using the first-party intent data and analyze customer behavior patterns to understand their pain points and offer solutions? Connect Mark Turner  | Follow us on LinkedIn

This episode of the Sunny Side Up podcast packs the whole expanse of technology into a conversation with one of the industry’s longtime innovators. George Gatsis, who has been leading seamless enterprise-level business and digital transformations dating back to the days of mainframe computing. He shares his insights on ever-accelerating rates of tech development as well as the impacts of AI, big data, and machine learning – all nascent but here to stay. Also, George suggests two critical elements to effectively managing remote workplace environments (trust and metrics) and recommends some valuable reading you’ll want to check out. Connect George Gatsis | Follow us on LinkedIn

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

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 ma

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

Joanna Sim is the Director of Strategy Intuit Brand Storytelling and Experiences. In this episode, she shares how Intuit transforms customer insights and business strategies into amazing stories. Joanna uses the art of storytelling to capture the hearts and minds of people to form a narrative that captivates audiences. Contact Joanna Sim | Follow us on LinkedIn

On this episode of the Sunny Side Up podcast, David Szabo of Palo Alto Networks shares a fascinating strategy that took him from a curious young coder through the full spectrum of roles within the sphere of tech product development – from inception through design, testing, marketing, sales, and customer experience. Once he got familiar with all the different hats, it was easy for him to identify the one that fits best and at which he excels: Sales Enablement. David is known as an innovator who supports reps and SE’s by challenging them to uncover their motivation and define their mission. Learn about the array of creative tools, live exercises, and training that David provides in order to set up his teams for enduring success in the field. Contact David Szabo | Follow us on LinkedIn

In this episode, James Stone talks about investing in future growth and implementing meaningful automation, especially in your sales processes. James breaks down why investing in future growth is important, how automation in sales helps drive future growth, his framework for driving future growth in sales, and how to define key success metrics (KPIs) in your sales processes. He also shares valuable resources, like books and podcasts, so you can learn more about sales and growing your business’s revenue. Contact James Stone | Follow us on LinkedIn

On this episode of the Sunny Side Up podcast, guest Anna Baird—Outreach’s CRO of Sales and Development—shares her tips on moving from the VP role to the C-Suite, how to make sure you’re in alignment with the company you’re working for, and why taking time off to replenish your soul is so important. Anna is an executive with a rich level of experience that has led to her current role as CRO and on to the board of directors for Ticketmaster competitor, Screen Geek. Anna’s biggest piece of advice for leaders? Always be looking ahead to the future of your company. Contact Anna Baird | Follow us on LinkedIn

On this episode of the Sunny Side Up podcast, Dr. Chequeta Allen joins us to talk through marketing in the healthcare sector, the growing trends around data analytics in healthcare, and how patients and healthcare providers alike are taking advantage of social channels and social care to revolutionize general health and wellbeing. Dr. Allen discusses the nature of social channels and the kind of data that can be mined there, how some providers are offering next-level care through a harmonized customer platform, and how investors are helping healthcare providers bridge the wellness gap between in-office care and patients’ daily lives. Contact Chequeta Allen | Follow us on LinkedIn

On this episode of the Sunny Side Up podcast, Anoop sits down with Zoom’s Doug Starzak to talk about co-selling, optimizing meetings, and how to engage partners in a co-selling organization. Co-selling is really an organization that has adopted a fully integrated go-to sales model, but engaging all partners in a co-selling operation is not easy. Throughout their conversation, Doug offers some of his best practices when it comes to co-selling organizations, and the two wrap up their conversation by discussing the books Doug thinks everyone should read in their lifetime. Contact Doug Starzak | Follow us on LinkedIn

On this episode of The Sunny Side Up podcast, guest Natalie Yancy of Belo + Company comes on the show to talk about all things sales, leadership, and what it looks like to be a leader outside of the office. The pandemic has changed a lot about sales and marketing, and Natalie gives listeners a step-by-step overview of how her team managed the pandemic and how it continues to affect them and their clients. But the pandemic is not the only change sales and marketing has had to weather recently, sales have changed dramatically over the past 10 years, and Natalie gives some insight into why she believes that is and how companies can respond to their client’s changing needs. The episode concludes with Natalie’s best advice to those looking to become the next sales leader, including leading with empathy, having a personal board of directors, and putting your team’s success above your own. Contact Natalie Yancy | Follow us on LinkedIn

In this episode of the Sunny Side Up podcast, Sam Novaha breaks down how we can build customer trust in the era of a new industry. She believes we can add value and create more trust for our customers through digital marketing. During our conversation, Sam shares insights into how to actually build for your customer’s real value, real relationships, and real impact in the post-pandemic world. Contact Sam Novaha | Follow us on LinkedIn