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 is the Future of Alignment 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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Ep. 3 - Alignment Leads to Higher-Value Conversations That Close More Deals w/ Anthony Iannarino

This episode I speak with Anthony Iannarino - international speaker, bestselling author, sales leader, and entrepreneur. He also posts daily sales tips and insights to The Sales Blog.

What you'll learn from our conversation:

  • How to adjust to the new non-linear sales process
  • What sales leaders should be requesting from Marketing to help their teams sell more effectively
  • How alignment can lead to higher-value sales conversations with prospects

Additional Links:

TheSalesblog.com

"Climbing the Levels of Value Creation" 

"What Marketing Can Do For Sales to Help Them Win!"

Music/Production: Chris "KID" Robinson, Hitmakuzz Productions
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Ep. 2 - Marketing Exists to Make Sales Easier w/ Tracy Eiler

This episode I speak with Tracy Eiler, CMO at InsideView and co-author of the book "Aligned to Achieve". She believes that "Marketing exists to make sales easier" (but they're not doormats)

What you'll learn from our conversation:

  • The reason why Sales and Marketing have had this long-lasting conflict
  • How to get CEO support for an alignment effort
  • The metrics that sales and marketing leaders should be focused on to drive growth for the organization
  • The traditional sales funnel is dead

Additional Links:

"Aligned to Achieve" the book

"Is it time for a new sales funnel?" blog post

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