Sunny Side Up

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

How do we make a captivating story that can grab the audience’s attention? 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

In this episode, we're joined by Leila Modarres. She believes that this new generation of employees are great storytellers and are conscious about being in alignment with their values. When it comes to retention, Leila shares how they are more likely to leave if there isn't a meaning behind their work. By investing in employee training programs and cultivating an environment where employees feel valued, businesses can help ensure that they retain top talent. Connect with Leila Modarres  | Follow us on LinkedIn

In today's episode, we welcome Tom Gavin from ACI to tackle the e-payments system within the educational sector and the influence of the current macroeconomic headwinds that many people are facing. He shares ACI's solutions for alleviating some of those pains. Listen in as he shares advice on how companies can stand out amidst the intense competition. Connect with Tom Gavin | Follow us on LinkedIn

Maintaining a culture that inspires the team to grow and trust each other requires effective initiatives from business leaders. In this episode, we interview David Reid as he talks about his career in marketing and technology, and how his background shapes his approach to leadership. Tune in as he shares his story of how his unique experience with both sales and technology has helped his company thrive in today's competitive market. He also tackles the challenges companies face during the growth cycle and how leaders can take the opportunity to build better company culture. Connect with David Reid | Follow us on LinkedIn

David Mead, Director of Sales Intelligence at Deluxe Corporation, joins Andrew to discuss how he uses data to shorten the sales cycle and help sellers get in front of actionable buyers. As open market data becomes more valuable and software as a service tool becomes more prevalent, sales processes are becoming increasingly complex. However, this doesn’t automatically translate into more profits. David shares the value of sales intelligence and how companies can more efficiently allocate their sales resources. Connect with David Mead | Follow us on LinkedIn

With all the technology and tools available at our disposal, companies should consider ways to transform digitally to keep up with the times. How do we promote and execute this journey for organizations? Sandesh de Silva discusses how executive buy-in is necessary for a successful digital transformation. He provides advice on setting goals, coming up with a strategy, and attracting and retaining stakeholders with the right mindset. He stresses the importance of asking questions to get the right answers and advises leaders to do their homework before embarking on a digital transformation journey. Connect with Sandesh de Silva | Follow us on LinkedIn

It is no secret that changes in data policies are taking place and that we are moving towards a cookieless future. Is this something marketers should be afraid of? In this episode, Louis Cohen argues otherwise by presenting the ways companies can leverage by mindfully managing data. He tackles how the tools to thrive exist, but companies need to know how to piece them together. Tune in! Connect with Louis Cohen  | Follow us on LinkedIn

The scientific method helps in solving various problems and for Brooke Melia, it meant merging her data-centered left brain with her creative-obsessed right brain, which allows her to think through customer interactions holistically. In this conversation, Brooke shares Matterport’s approach to ABM campaigns, which focuses on driving results through a combination of using various channels and personalization. She also mentions that having a scientific background helped her identify problems and hypotheses, conduct research, and execute targeted campaigns. She adds that it is important to keep testing campaigns constantly to ensure success. Listen in! Connect with Brooke Melia | Follow us on LinkedIn

Gender bias is a subject many companies may now be aware of but not necessarily focused on. The indications of this misconception may not even be obvious and even be driven by the subconscious. Because of this, it is important to introspect and allow for dialogue to pinpoint existing and potential areas for improvement in handling gender bias. In this conversation, Jenny Fuss shares some real-life situations of gender bias in organizations and the action steps to take as leaders to help fight against this erroneous perception. Connect with Jenny Fuss | Follow us on LinkedIn

How powerfully has AI affected the MarTech space, and how will businesses benefit from it? Today’s conversation features Vinod Kumar. Tune in to gather insights on how AI evolved remarkably and is being adopted by businesses in a wider fashion, moving closer to the business user. Listen closely as Vinod goes in-depth on what AI can do to help businesses grow and thrive in an ever-changing landscape. Connect with Vinod Kumar | Follow us on LinkedIn

With the competitive marketplace, how do we successfully build a brand? In such a chaotic environment - COVID-19, the Great Resignation, and now an economic downturn, how do we attract and retain top talent? In this episode, Julia Stead dives into the practicals on implementing a systematic marketing plan, focusing on investment, marketing research and analysis, and understanding the growth stages of the company. Listen closely as she offers advice on what leaders can do to attract and keep top talent and the ways to create a supportive work environment. Tune in! Connect with Julia Stead | Follow us on LinkedIn

Rebranding companies, especially that of a huge organizations is a big feat. What are the elements of a successful brand convergence? In this episode, we interview Mark Owen Burson, CMO of Nice North America, about demystifying brand convergence. He goes in-depth into Nice's strategy for rebranding and expanding into new markets. The key aspect of brand convergence is understanding the impact that rebranding will have on the partners, as well as the end users. Tune in for more practical advice on upholding the customer focus and company culture throughout the shift! Connect with Mark Owen Burson | Follow us on LinkedIn

Technologies are only as important and can only be as successful as the strategy and people that you have around to support it. The science of marketing strikes a balance between utilizing the latest marketing technologies and building the right team. In this episode, we talk with Jared Gardner, who has held growth in demand generation roles at other high-growth software companies. He shares how marketing teams can leverage technology to reach their full potential. Connect with Jared Gardner | Follow us on LinkedIn