EP. 11 - Fix Misalignment by Dealing with the Root Cause w/ Peter Strohkorb

This episode I speak with Peter Strohkorb - Founder/CEO of Peter Strohkorb International. He is a consultant and author of "The OneTEAM Method". He focuses on aligning Sales, Marketing, and Customer Experience (CX) with the way customers want to buy to make companies a customer magnet. 

What you'll learn from our conversation:

  • Peter's "aha" moment about the way Sales and Marketing interacted with each other in the corporate setting
  • An alignment test that shows you how well your Sales and Marketing teams are actually collaborating
  • What happened in the 90's that caused today's current state of misalignment
  • Who should "own" alignment between Sales and Marketing within the company

Additional Links:

The OneTEAM Method (Peter's Book on Amazon)

http://www.peterstrohkorbconsulting.com/

The Moment I Knew Sales + Marketing = Genius! (The Alignment Blog)

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
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EP. 10 - Decreasing Time to Revenue Requires a Laser Focus on Customer Value w/ Roderick Jefferson

This episode I speak with Roderick Jefferson - CEO of Roderick Jefferson & Associates, LLC which is sales enablement company focused on driving growth in small/mid-size companies and Fortune 500 corporations. He is also a founding member of the Sales Enablement Society which has the goal to better define the sales enablement functions and roles that currently exist within organizations and ultimately solve the vast disparities that exist in the profession today

What you'll learn from our conversation:

  • The relationship between Sales Enablement and the strategic alignment of Sales and Marketing
  • A phased approach to decreasing time to revenue
  • The importance of focusing on customer value throughout the entire customer journey

Additional Links:

Sales Enablement in Action with Roderick Jefferson (Selling Power)

http://roderickjefferson.com/ 

What I Learned at the Sales Enablement Society Meeting (The Alignment Blog)

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
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EP. 9 - Digital Transformation is Forcing Alignment - So Get Ready! w/ David Coleman

This episode I speak with David Coleman, collaboration expert and managing director of Collaborative Strategies, Inc. He has been an author and industry analyst on collaboration and digital transformation for the last 30 years. He is a columnist for CMSwire.com, CIO.com, and the Cutter IT Journal. He consults with management teams about the digital transformation in all of its many aspects

What you'll learn from our conversation:

  • How CEOs view the topic of collaboration.
  • Gamification can be used to have effective and long lasting results in promoting collaboration.
  • Where to start when attempting to align your sales and marketing teams.

Additional Links:

42 Rules for Successful Collaboration: A Practical Approach to Working with People, Processes and Technology (Book)

How to Start Your Digital Transformation (CMSWire.com)

Creating a Better Connection Between Salespeople and Marketers (The Alignment Blog)

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
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EP. 8 - Netflix Has Changed The Expected Customer Experience (CX) w/ Justin Shriber

This episode I speak with Justin Shriber - VP of Marketing at Linkedin. He has over 2 decades of experience in software as well as having roles in both sales and marketing. He helps us see and understand the future of Marketing and Sales Alignment.  

What you'll learn from our conversation:

  • The importance of language and how it can cause conflict between Sales and Marketing
  • Netflix has totally changed the game on how we should see Alignment and Customer Experience (CX)
  • What the future of Marketing and Sales Alignment looks like

Additional Links:

The CEO guide to customer experience (McKinsey)

Customer Experience learnings from Apple, Tesla, and Disneyland! (MarTech Advisor)

Translating Marketing Speak for Salespeople (Quotable by Salesforce)

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
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EP. 7 - How to Develop The Perfect Revenue Tech Stack For Growth w/ Dan Cilley

This episode I speak with Dan Cilley - CEO of telemaxium and co-founder of Vendor Neutral. He is a technologist that is able to help company leaders get clarity on what technology they need to deploy into their organizations to enable growth acceleration. 

What you'll learn from our conversation:

  • The fundamental components that are necessary for the modern day revenue tech stack
  • Technology is making it easier to quantify marketing's contribution to pipeline revenue
  • How to integrate AI and other advanced technology into the workflow of your teams to enable their productivity
  • The 3 questions that all leaders should be asking vendors before adding new technology to their organization

Additional Links:

The Martech 5000 (Scott Brinker)

The SalesTech Landscape  (Nancy Nardin)

"What is Artifical Intelligence (or Machine Learning)?"  (HubSpot)

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
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EP. 6 - Hey, CEO! You Are Responsible For Alignment w/ Trish Bertuzzi

This episode I speak with Trish Bertuzzi. She is the CEO of the Bridge Group which works with technology companies to build, evolve or validate their inside sales strategies and the author of the author of The Sales Development Playbook. 

What you'll learn from our conversation:

  • How to align your BDR team within the organization for optimal performance
  • Who should "own" an alignment effort
  • The Revenue Tech Stack (sales + marketing tech) necessary to effectively sell in today's modern B2B environment

Additional Links:

The Sales Development Playbook

Ending the War Between Sales and Marketing (Harvard Business Review)

The Challenger Sales - Model Overview [Video]

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
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EP. 5 - Be Insights-Driven, Not Just Data-Driven w/ Ted Corbeill

This episode I speak with Ted Corbeil. He is an accomplished military veteran who has taken the skills he has learned during active duty and transitioned them into creating innovative sales enablement programs. 

What you'll learn from our conversation:

  • The difference between data, insights and intelligence and how they should be used in making sound business decisions
  • Don't overwhelm salespeople with random data, give them insights
  • The One Team, One Fight mantra for creating effective collaboration

Additional Links:

Guest blog - "A Military Approach to Alignment: One Team, One Fight"

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
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Ep. 4 - The Science of Creating Collaborative Teams w/ Debra Mashek, PhD

This episode I speak with Debra Mashek, PhD. She is a professor of social psychology at Harvey Mudd College and has spent over two decades studying how people form relationships with each other, as well as the challenges and rewards of doing so.

What you'll learn from our conversation:

  • The definition of collaboration and the spectrum in achieving it
  • 5 necessary ingredients to sustainable organizational change
  • Empathy and its importance in helping Sales and Marketing work better together

Additional Links:

The Collaboration Continuum

5 Ingredients for Sustainable Change

People, Tools and Processes that Build Collaborative Capacity

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
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