Ep. 515 | Aligning ABX Strategies with Diverse Tech Environments

OnBase: Smashing Sales and Marketing Misalignments

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Lost Cultures: Living Legacies

1
Bermuda: The Crossroads of the Atlantic 51:57

לפני 24 ימים51:57

הפעל מאוחר יותר

רשימות

לייק

אהבתי

51:57

On the Season 2 debut of Lost Cultures: Living Legacies , we travel to Bermuda, an Atlantic island whose history spans centuries and continents. Once uninhabited, Bermuda became a vital stop in transatlantic trade, a maritime stronghold, and a cultural crossroads shaped by African, European, Caribbean, and Native American influences. Guests Dr. Kristy Warren and Dr. Edward Harris trace its transformation from an uninhabited island to a strategic outpost shaped by shipwrecks, colonization, the transatlantic slave trade, and the rise and fall of empires. Plus, former Director of Tourism Gary Phillips shares the story of the Gombey tradition, a vibrant performance art rooted in resistance, migration, and cultural fusion. Together, they reveal how Bermuda’s layered past continues to shape its people, culture, and identity today. You can also find us online at ⁠travelandleisure.com/lostcultures Learn more about your ad choices. Visit podcastchoices.com/adchoices…

לפני שנה 27:03

MP3•בית הפרקים

Episode Summary

In this episode of OnBase, host Chris Moody sits down with Judit Szabo to discuss the complexities of aligning account-based strategies within diverse tech environments. With organizations facing challenges in tailoring ABX (Account-Based Experience) initiatives across different teams, tools, and processes, Judit shares her insights on how to execute ABX successfully.

From understanding skill sets that drive alignment to navigating sales and marketing collaboration, she provides actionable insights on overcoming common obstacles, measuring success, and adapting methodologies for different organizations.

Judit also explores the role of AI in account-based strategies, how technology enhances personalization, and why holistic, data-driven approaches are critical for long-term success.

About the Guest

Judit is a B2B marketing leader with 15+ years at IT Software and Services companies, Judit has PR and Media experience prior to joining the Tech industry. She was the winner of the 2019 Forrester ROI Honours Award in Europe for sales & marketing alignment at TIBCO Software with the introduction of transformative, industry-led value based GTM strategies.

She has a strong passion for building and leading global teams with a sweet spot for Demand Generation and Growth Marketing, leading the development and management of integrated marketing strategies and execution to deliver growth and revenue for the business. She has experience in campaign and content management, digital, field, partner, and account-based marketing as well as data and performance-led marketing operations, advocating cross-functional collaboration across Marketing, Sales, Product and Operations with special focus on finding ways to optimise and orchestrate business processes in support of strategic objectives.

In her free time, she’s an avid yoga practitioner, as well as a volunteer baker at her local National Trust estate in England.

Connect with Judit Szabo

Key Takeaways

- Holistic Thinking Drives ABX Success – Account-based management isn’t just a marketing function; sales and marketing must work together to grow and penetrate accounts.

- Patience Is Essential – ABX is a long-term strategy, not a quick fix. Expect an 18+ month cycle for results, and celebrate small wins along the way.

- Data is the Foundation – Strong account intelligence is key to avoiding misalignment and wasted efforts. The right tools and governance ensure that teams are acting on reliable data.

- Aligning Sales & Marketing Requires Process, Not Just Intent – Establish shared KPIs, define roles, and create a feedback loop to ensure alignment throughout the account lifecycle.

- One-to-One ABX is the Goal, But Requires Strong Foundations – Organizations should first build a solid demand generation engine before scaling to hyper-personalized, one-to-one outreach.

- AI Can Help, But It’s Not a Silver Bullet – While AI can assist with personalization, content generation, and automation, it can’t replace the strategic thinking needed to execute ABX effectively.

Quotes

"The three most important skills for ABX success? A holistic approach, patience, and a data-driven mindset. Without these, execution will fall apart."

Recommended Resource

Books:⁠Coaching for Performance⁠ by Sir John Whitmore – A leadership guide on empowering teams and driving success through coaching.

542 פרקים

#Business #B2B Marketing #Marketing #DemandMatrix

Ep. 515 | Aligning ABX Strategies with Diverse Tech Environments

OnBase: Smashing Sales and Marketing Misalignments

published לפני שנה

שתפו

MP3•בית הפרקים

Episode Summary

Judit also explores the role of AI in account-based strategies, how technology enhances personalization, and why holistic, data-driven approaches are critical for long-term success.

About the Guest

In her free time, she’s an avid yoga practitioner, as well as a volunteer baker at her local National Trust estate in England.

Connect with Judit Szabo

Key Takeaways

- Holistic Thinking Drives ABX Success – Account-based management isn’t just a marketing function; sales and marketing must work together to grow and penetrate accounts.

- Patience Is Essential – ABX is a long-term strategy, not a quick fix. Expect an 18+ month cycle for results, and celebrate small wins along the way.

- Data is the Foundation – Strong account intelligence is key to avoiding misalignment and wasted efforts. The right tools and governance ensure that teams are acting on reliable data.

- Aligning Sales & Marketing Requires Process, Not Just Intent – Establish shared KPIs, define roles, and create a feedback loop to ensure alignment throughout the account lifecycle.

- One-to-One ABX is the Goal, But Requires Strong Foundations – Organizations should first build a solid demand generation engine before scaling to hyper-personalized, one-to-one outreach.

Quotes

"The three most important skills for ABX success? A holistic approach, patience, and a data-driven mindset. Without these, execution will fall apart."

Recommended Resource

Books:⁠Coaching for Performance⁠ by Sir John Whitmore – A leadership guide on empowering teams and driving success through coaching.

542 פרקים

#Business #B2B Marketing #Marketing #DemandMatrix

All episodes

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 541 | Build Legos, Not Decks: Amber Naslund on Strategic Selling 27:33

לפני 1 day27:33

27:33

Episode Summary In this episode of OnBase , host Chris Moody reunites with longtime friend and podcast co-creator Amber Naslund for a reflective and forward-thinking conversation. Amber brings a wealth of experience across the marketing-sales spectrum and shares how her background in marketing has become her superpower in sales. They explore how better collaboration between marketing and sales can unlock massive gains, why product marketing and sales enablement should stop building models and start offering "Legos," and how storytelling in sales is less about fables and more about connecting dots. Amber also gets real about brand vs. demand debates and why marketers need to stop underestimating the power of long-term influence. Key Takeaways Marketing Skills Supercharge Sales: Amber’s success in sales stems from her deep understanding of marketers. Being able to “speak the same language” has helped her build trust, credibility, and strategic partnerships with customers. Empathy > Silos: Sales and marketing still operate too independently. The cure? Cross-functional humility, joint planning, and sitting in on each other's meetings. Build Legos, Not Models: Product marketers and sales enablers should create modular, adaptable building blocks—not rigid, linear pitch decks. Sellers need the freedom to customize. Get Comfortable with Casual: Great sellers are simplifying, listening deeply, and having real, unscripted conversations. Over-reliance on pitch decks and sequences is hurting connection. Brand is Demand: The divide between brand and demand gen is artificial. Brand is what puts you on the buyer’s shortlist on Day 1—it’s measurable, just not always trackable. Quotes “Brand is demand. It’s all one thing. The biggest mistake marketing made was thinking brand was separate from measurable success.” Best moments 01:20 – Amber’s career journey: from nonprofit fundraising to sales leader at LinkedIn. 05:30 – What marketers misunderstand about sales (and vice versa). 09:15 – The art of “getting comfortable with casual.” 12:30 – Why enablement teams need to provide mix-and-match sales materials. 15:30 – Storytelling in sales: not fluff, but hypothesis. 18:00 – The real power of brand—and why we’re measuring it all wrong. Resource recommendations Books: The First 90 Days by Michael D. Watkins Babel by R.F. Kuang Podcasts: Hidden Brain Podcast Shout-outs Ashley Faus , Head of Lifecycle Marketing, Portfolio at Atlassian – She is admired for her community leadership and generosity. Jenn VandeZande , Digital Engagement Strategy at SAP CX – Amber praised Jenn for her editorial excellence and long-game content strategy. About the Guest Amber Naslund is a seasoned marketing and sales executive, currently serving as a Director at LinkedIn within their Marketing Solutions business. With over 25 years of experience across nonprofit fundraising, B2B marketing, tech startups, and enterprise sales, she brings a rare dual-lens perspective from both sides of the revenue table. From co-founding a podcast with host Chris Moody over a decade ago to transitioning from marketing leader to sales director, Amber has continually embraced growth, reinvention, and empathy as cornerstones of her leadership. She’s passionate about bridging the gap between marketing and sales teams, crafting meaningful stories, and advocating for the value of brand in today’s attribution-obsessed world. Connect with Amber .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 540 | Show Me You Know Me: Why Manners Win Millions in Sales with Sam McKenna 41:50

לפני 3 ימים41:50

41:50

Episode Summary On this episode of the OnBase Podcast, Sam McKenna shares her unconventional and highly effective sales strategies. From her trademark 'Show Me You Know Me' philosophy to redefining what it means to put manners first, Sam highlights the importance of doing the unexpected in sales to stand out. She details her inspiring career path, her passion for empowering women, and her views on the importance of genuine human connection in building lifelong client relationships. Unmissable for anyone in sales or leadership, this episode is full of energy, wisdom, and actionable takeaways. Key Takeaways Show Me You Know Me Personalization in sales must go beyond surface-level AI-generated efforts. Take the time to truly understand your prospects and leverage that understanding to build relationships. Manners Before Profit Incorporating gratitude and respect throughout the sales process helps create exceptional experiences for buyers, even when deals don’t close. Relationships Are Everything Revisit clients post-sale to ensure satisfaction and build trust. These connections can drive referrals and repeat business. Make It Personal Simple, thoughtful gestures (e.g., rubber duckies or customized books) can make a lasting impression. Work Smarter, Not Harder Plan targeted outreach early in the week and send personalized emails during off-peak times to boost visibility. Quotes “The bar in sales isn’t low; it’s on the floor. Step over it.” Best Moments [00:34] Career Beginnings Sam shares her unorthodox entry into sales, going from art aspirations to a thriving sales career. [02:47] Becoming a LinkedIn Influencer How one blog post in 2011 on 'Show Me You Know Me' turned into a movement and drove unexpected demand generation success. [05:45] Manners First, Always Sam explains how small acts of gratitude, such as responding to email rejections politely, can leave lasting positive impressions. [14:13] Empowering Women in Sales A heartbreaking story of resistance from a colleague drives Sam’s mission to support, uplift, and empower other women in sales. [23:00] Creative Gestures Close Deals From rubber duckies to personalized books, Sam shares memorable examples of gifts that strengthen relationships. [32:38] A Smarter Way to Plan Outreach Sam outlines her unique strategy for timing emails to increase response rates and engagement. Tech Recommendations ⁠LinkedIn Sales Navigator⁠ : Gain actionable insights into leadership changes, hiring patterns, and organizational growth to refine your prospecting efforts. Resource Recommendations Newsletters: ⁠Morning Brew⁠ ⁠DealBook by The New York Times⁠ ⁠Kyle Pointer’s Newsletter⁠ Podcasts: ⁠HBR Women at Work⁠ Books: ⁠Unreasonable Hospitality⁠ by Will Guidara ⁠Radical Candor⁠ by Kim Scott ⁠The Ride of a Lifetime⁠ by Robert Iger ⁠The Transparency Sale⁠ by Todd Caponi ⁠The Transparent Sales Leader⁠ by Todd Caponi Shout-Outs ⁠Jen Allen-Knuth⁠ - Jen’s focus on the psychology of sales resonates with Lydia. She recommends Jen’s insightful LinkedIn posts on buyer behavior and objection handling. About the Guest Samantha McKenna is the Founder and CEO of #samsales, with over 100,000 LinkedIn followers. She has a 15+ year career in Enterprise sales, breaking over 13 sales records. She emphasizes a manners-first and buyers-first approach. She is a LinkedIn expert, former Enterprise Sales Executive leader for LinkedIn’s Sales Navigator, and a Top Voice on LinkedIn in 2024. She has received numerous sales leadership awards and speaks at business schools like Harvard, Kelley, and Kellogg. Since 2019, #samsales has achieved a multi-million-dollar revenue, 312% of its first-year goal, and significant double-digit growth. It is an all-women team, has served over 250 clients, raised over $110K for charity, and has been featured in publications like The Wall Street Journal. ⁠⁠Connect with Samantha⁠⁠ .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 539 | Relevance over personalization: Prospecting that actually works 21:51

לפני 8 ימים21:51

21:51

Episode Summary In this episode of OnBase, host Chris Moody sits down with Lydia Hutchison for a powerful conversation on what works in modern B2B prospecting. Lydia explains why typical AI-personalized messages fail to cut through and how relevance, rooted in deep customer understanding, wins every time. She unpacks her triple-touch framework, the value of tone and timing, and the human psychology that underpins effective outreach. Lydia also reveals her favorite high-converting tactic that combines manual research with real-time relevance. If you’re struggling with connect rates, sequence performance, or objection handling, this episode offers a fresh, actionable perspective. Key Takeaways Relevance Trumps Personalization: Generic personalization wastes the prospect’s time. Relevance speaks directly to their daily pain and success metrics—and that's what drives replies. Triple-Touch Strategy Works: Lydia advocates a three-channel approach—phone, LinkedIn, email—for testing message resonance and adjusting in real-time based on feedback. Lead with Psychology, Not Scripts: Authentic, thoughtful outreach begins with understanding how people accomplish their tasks—and how you can help them do it more effectively. Objections Aren’t Always Real: Recognize the difference between a true objection and simple disinterest. Learn to use tone, timing, and multichannel follow-up to stay human and helpful. AI is a Research Assistant, Not a Salesperson: When used well, AI can support better outreach by helping reps research personas and challenges, but it shouldn’t write your messages for you. Quotes “Everybody is getting their job done without you. So your job is to show them how to do it better—not tell them they’re doing it wrong.” Best Moments (0:56) Lydia Hutchison's Journey into Sales (2:59)Developing Expertise in Sales Execution and Prospecting (8:00) Differentiating Relevance and Personalization in Prospecting (12:09) Key Factors to Make a Sales Message Stand Out (14:19) Example of Focusing on Relevance Over Personalization (16:27) Process for Ensuring Consistent and Compelling Messaging Across Sales Teams (18:34) Approaching Objection Handling (20:33) Actionable Advice for Struggling Prospecting Teams Shout-outs Jason Bay – Lydia recommends Jason for practical advice on sales openers and messaging, especially for go-to-market teams. His content helps reps connect more effectively with prospects. Jen Allen-Knuth - Jen’s focus on the psychology of sales resonates with Lydia. She recommends Jen’s insightful LinkedIn posts on buyer behavior and objection handling. About the Guest Lydia Hutchison is the Head of Business Development at DataHub. She is a data-obsessed sales leader, builder of outbound sales motions, from early-stage startups to global enterprises. Lydia is passionate about coaching for success and empowering sales development orgs to crush their revenue and career goals. Website: datahub.com Connect with Lydia .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 538 | AI, Grit, and Growth: Chaz Horn’s B2B Sales Revolution 38:32

לפני 10 ימים38:32

38:32

Episode Summary This episode delves into the core principles of sales success and scaling go-to-market strategies through leveraging and alignment. Chaz Horn reflects on his inspiring career transformation and shares actionable insights on creating impact with minimal resources. He introduces his TTABS framework, discusses how mindset drives sales success, and explores how AI can revolutionize sales and training efficiency. Chaz's emphasis on transformation, both personal and professional, offers a fresh lens on building businesses that truly change lives while delivering results. Key Takeaways The Power of Leverage Strategic collaborations, like partnering with industry leaders, amplify reach and credibility. Mindset Drives Success Perspective acts as either an anchor in mediocrity or a springboard into potential. AI's Role in Sales Generative AI can automate tasks like creating origin stories, building training materials, and crafting personalized customer experiences. TTABS Framework: Understand the tactic and technique while maintaining an attitude of service, tracking behaviors, and aligning strategy with goals.. Focus on Transformation Helping clients achieve transformation in their lives or businesses builds conviction and long-lasting business success. Quotes "AI can't replace the genuine connection humans bring to sales, but it enhances how we prepare for those connections." Best Moments (02:50) – Chaz recounts his transformation from the worst salesperson to a top performer through mentorship and systemized processes. (08:30) – Insights on leveraging relationships through strategic collaborations to maximize impact and sales outcomes. (16:37) – Discussion about the evolving role of AI in sales and how it’s redefining customer interactions. (24:08) – Balancing AI's efficiency with the human touch in storytelling and sales processes. (30:54) – The importance of creating a mindset focused on client transformation rather than solely selling. Tech Recommendations ChatGPT – For creating content like origin stories and streamlining the sales process Notebook LM- Google – Enables structured content creation for training and client interaction. Grok – AI storytelling tool ideal for crafting narratives and educational content. Whisper – Efficient voice-to-text solution for creating formatted documents on the fly. LinkedIn – A fundamental platform for B2B lead generation and networking. Claude – Preferred for copywriting and crafting engaging content. Resource Recommendations Books: Fearless Living by Jamie Winship – A book on understanding identity to unlock personal and professional growth. 0X is Easier Than 2X by Dr. Benjamin Hardy and Dan Sullivan – Focuses on achieving exponential results by simplifying priorities Shout-Outs Craig Groeschel - Senior Pastor and Founder at Lifechurch About the Guest Once homeless and ranked last out of 119 sales reps, Chaz Horn turned his career around by embracing mentorship and a proven system—jumping to #3 in just 45 days and earning over $14,000 in commissions. That breakthrough sparked his mission to help others achieve the same transformation. Since founding Mastery of B2B Sales in 2016, Chaz has helped hundreds of consultants, coaches, and small B2B businesses consistently identify, attract, and onboard clients using his proprietary TTABS framework : Tactic, Technique, Attitude, Behavior, and Strategy —the five essentials for predictable growth. Author of The B2B Blueprint to Predictable Sales , Chaz blends systems thinking with personal transformation. His approach is shaped by overcoming real-life adversity—from depression and obesity to rebuilding his life through faith, biohacking, and discipline. He lives by a “Get To” mindset and brings energy, clarity, and conviction into every keynote, coaching session, and client engagement. 📘 Grab Chaz’s book – The B2B Blueprint To Predictable Sales (includes video training) Website: masteryofb2bsales.com Connect with Chaz .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 537 | How to Scale Demand Generation Like a Pro 33:23

לפני 15 ימים33:23

33:23

Episode Summary This episode explores the nuances of scaling demand generation strategies from startups to established organizations. Lily Youn highlights the importance of building a strong foundation through account-based strategies, data hygiene, and team alignment. She discusses the differences between startup scrappiness and scale-up structure, the role of AI in demand generation, and how to identify quick wins for immediate impact. Lily also shares actionable insights for optimizing conversions, improving CRM processes, and fostering collaboration across teams.. Key Takeaways Foundation is Essential Success in demand generation starts with targeting the right accounts, as they form the base of effective strategies. Alignment Creates Momentum Regular, agenda-driven meetings with key stakeholders help ensure seamless collaboration between sales and marketing. AI as an Efficiency Driver AI tools can streamline personalization, simplify content operations, and elevate demand gen workflows. Data Hygiene is Non-Negotiable Clean, well-structured CRM data is critical for reliable reporting and scalability across company stages. Startup vs. Scale-Up Dynamics Startups require focused ICP development, while scale-ups demand scalable processes and systems. Quotes "Targeting the wrong prospects is the single biggest challenge in B2B sales today." Best Moments (01:37) – Lily shares her career journey from BDR to demand generation leader, reflecting on early lessons in scrappiness and resourcefulness. (04:50) – The critical role of account-based strategies and why a strong foundation starts with the right ICP. (07:20) – Navigating startup-to-scale-up transitions and the importance of scalable processes and clean CRM data. (12:07) – Leveraging tech and AI to enhance efficiency in demand generation and content operations. (14:00) – Lily’s focus on alignment, OKRs, and communication as keys to success in scaling demand gen teams. Tech Recommendations WorkBoard – For setting and tracking OKRs to maintain team alignment and prioritize business goals ZoomInfo Co-Pilot – An AI-powered tool for streamlining demand gen efforts and improving account targeting. Asana – A project management solution to enhance productivity and maintain focus on KPIs. Resource Recommendations Books: Reset: How to Change What's Not Working by Dan Heath – A guide for improving leadership practices and daily operations. Shout-Outs Shannon Hawari - Head of Growth @ elvex Graham Collins - Head of Partnerships at QuotaPath About the Guest Lily Youn Jaroszewski is the VP of Demand Generation and Revenue Marketing at Aprimo, the leading digital asset management technology for marketing and customer experience departments. Her experience in B2B and B2C tech companies includes building demand generation teams and quota capacity models to support AEs from Seed-Funded to Public companies. Website: aprimo.com Connect with Lily .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 536 | Agentic AI Is Not a Lego Brick: Rethinking Innovation 43:15

לפני 16 ימים43:15

43:15

Episode Summary In this provocative and insightful episode, OnBase host Chris Moody reunites with Lukas Egger to discuss one of the most talked-about frontiers in business innovation: agentic AI. Lukas explores how companies can move beyond demos and hype to implement AI in ways that reshape business models and unlock new value creation. Key Takeaways Prioritizing Agentic AI : Leaders must prioritize agentic AI for business preparedness due to the significant investment and potential for new value creation. Understanding Misconceptions : It's crucial to recognize the "Jagged Frontier of AI," where AI's capabilities are counterintuitive, and avoid the "Lego brick fallacy," which assumes AI can be simply plugged into existing processes. Lowering Cost of Failure : To confidently adopt AI, businesses must systematically lower the cost of failure, iterate quickly, and democratize the process. Data-Driven Insights : Robust data and real answers are essential for understanding the ROI and impact of AI changes on business processes, systems, and people. Competitive Advantage : Instead of focusing solely on common AI use cases, businesses should identify their unique, unfair advantages and engage in rapid iterations and customer conversations to discover differentiating functionalities. Integrated Innovation : Marketing, sales, and business development should be involved early in the AI innovation process to ensure that new solutions align with market needs and monetization strategies. Beyond Peacocking : Avoid simply "peacocking" with AI by replicating what others are doing; instead, focus on deep integration and solving real business problems. Best Moments 02:00 – Lukas describes his nonlinear path from philosophy and startups to enterprise innovation at SAP. 05:00 – The promise of agentic AI: opening up new domains for value creation and strategic repositioning. 10:00 – Breaking down misconceptions: why traditional planning fails in the face of fast-moving AI. 15:00 – Lowering the cost of failure and why “small wins” are key to long-term adoption. 20:00 – Avoiding AI homogeneity: how to resist the urge to copy competitors and build a real moat. 26:00 – Implementing AI at scale in large organizations: the hidden value of domain expertise and transparency. 32:00 – The behaviors leaders must change to avoid missing the AI wave entirely. 38:00 – Why marketers and sales teams must embed in AI development—early and often. Shout-outs Helen and Dave Edwards , Co-Founders of Artificiality Institute who discuss the emotional components of AI technology. Peter Temes , Founder and President, ILO Institute, for his deep understanding of basic About the Guest Lukas N.P. Egger leads the Innovation Office & Strategic Projects team at SAP Signavio, where he focuses on de-risking new product ideas and establishing best-in-class product discovery practices. With a successful track record in team building and managing challenging projects, Lukas has expertise in data-driven technology, cloud-native development, and has created and implemented a new product discovery methodology. Excelling at bridging the gap between technical and business teams, he has worked in AI, operations, and product management in fast-growth environments. As a founder, he has experience building lean and iterating quickly to create saleable software with limited resources while fostering loyalty. Lukas has movie credits for his work in Computer Graphics research, published a book on philosophy, and is passionate about the intersection of technology and people, regularly speaking on how to improve organizations. Connect with Lukas .…

OnBase: Smashing Sales and Marketing Misalignments

1
Ep. 535 | Creativity Isn’t Dead: Rekindling Bold Ideas in B2B Marketing 40:10

לפני 17 ימים40:10

40:10

Episode Summary This episode dives deep into the heart of creativity in B2B marketing as Jeff and Carman illuminate the power of bold ideas in revitalizing campaigns. From the challenges of standing out in a "sea of sameness" to the unique opportunities presented by AI, the duo shares actionable insights on rethinking how brands engage, differentiate, and capture attention in complex B2B environments. Learn how to leverage concepts like the "Big Long Idea," champion creativity, and foster meaningful connections with your audience. Key Takeaways Move Beyond the "Sea of Sameness": Creativity provides the differentiation needed to stand out in saturated markets like manufacturing. The Big Long Idea Framework: A strategy focused on developing campaign platforms that can scale and endure over time (3-5 years), providing consistency across touchpoints. The Role of AI in Creativity: While AI offers tools to streamline processes, the human element remains crucial to driving authentic creativity. Listening as a Competitive Edge: Out-listening your competitors can generate fresh ideas and create meaningful customer campaigns. Revitalize Through Buy-In: Achieving alignment from stakeholders is essential; nurture collaboration among marketing, sales, and leadership to ensure bold campaigns succeed. Quotes The biggest challenge for creativity is the modern worship at the altar of technology. We've traded bold ideas for efficiency." - Jeff White "Happier people make better products, and better products make happier people. That’s creativity in a nutshell." - Carman Pirie Best Moments (06:50) – Differentiating in Bland Markets : Jeff and Carman discuss how creativity can help brands stand out in heavily regulated and saturated industries like packaging and manufacturing. (12:30) – The Big Long Idea Explained : A deep dive into the "Big Long Idea" framework, showcasing how it provides consistency and creativity for campaigns that last 3-5 years. (15:45) – Happiness in the Making : A case study on how creative insights led to a powerful tagline and campaign essence for a contract manufacturer. (24:11) – Out-Listening Competitors : Carman shares how listening to customers and competitors can unlock fresh, creative ideas for campaigns. (36:40) – Courage to Pick Up the Phone : A discussion on the importance of direct conversations for both marketers and sales professionals to gain valuable insights. Shout-Outs Una De Boer - CMO, WhiteWater West Industries Ltd. About the Guest Jeff White: the co-founder of Kula Partners, an agency designed to help leading manufacturers digitally transform their marketing and sales. A User Experience (UX) and usability expert, Jeff began building sites for the web over 25 years ago. He leads the design and development practice at Kula Partners. Several years ago, Jeff returned to NSCAD University as a sessional professor, bringing his understanding of web standards to a new generation of design students. A passionate advocate for usability and an open web that is accessible to everyone, Jeff frequently speaks on web design, usability, accessibility, marketing, and sales at events such as HubSpot’s Inbound conference. Connect with Jeff . Carman Pirie : the co-founder of Kula Partners, an agency built to help leading manufacturers digitally transform marketing and sales to deliver more leads, close more prospects, and grow their competitive edge. Over his nearly three decades in marketing and communications, Carman’s career has taken him from the halls of Canada’s Parliament to various client-side and agency-side marketing leadership roles. Along the way, he has advised Fortune 100 clients, governments, and non-profit organizations. At Kula Partners, Carman serves as lead marketing and sales counsel to the firm’s diverse range of North American manufacturing clients. Connect with Carman . Website: kulapartners.com…

OnBase: Smashing Sales and Marketing Misalignments

1
Ep. 534 | Evolution of ABM: From Traditional Targeting to AI-Driven Precision 36:48

לפני 22 ימים36:48

36:48

Episode Summary In this episode of OnBase, host Chris Moody sits down with Jacek Materna as they explore how account-based marketing (ABM) has evolved from traditional sales tactics to precision-driven strategies fueled by AI. Jacek reflects on his career in ABM, starting in enterprise sales during the 2000s, and shares practical advice for implementing effective ABM programs. The episode tackles common missteps, such as over-reliance on tools, and outlines the importance of aligning sales and marketing teams. Jacek also dives into real-world use cases of AI in ABM, from hyper-personalization to advanced measurement tactics, and how businesses can stay competitive in today’s fast-paced Martech landscape. Key Takeaways ABM is Old School Personalization with a New Name: ABM is an extension of the enterprise sales motion that has existed for decades but now incorporates modern tools and strategies Alignment is Critical: Sales and marketing teams need to collaborate closely, with shared goals and metrics, to make account-based strategies successful. AI Supercharges Personalization: AI enables cost-effective hyper-personalization but also risks oversaturating the market. Companies need to find ways to stand out amidst increasing competition. Intent Data Isn’t a Silver Bullet: Many companies fall victim to “intent hangovers”—placing too much faith in intent platforms as a standalone solution without building strategy or alignment first. Tools Are Not the Starting Point: Businesses should focus on strategy and human connection before investing in costly tools they might not fully utilize. Quotes "The best marketers are sellers at heart, and the best sellers are masterful storytellers." Best Moments (03:25) – Jacek’s Career Beginnings : Reflecting on how enterprise sales in the early 2000s laid the foundation for his passion for ABM. (09:00) – Enterprise Sales Meets AI : Jacek highlights moments when human storytelling intersected with cutting-edge digital tools. (15:45) – Tips for Aligning Sales and Marketing : Practical advice on simplifying strategies and focusing on shared metrics like pipeline and bookings to unite teams. (26:48) – The "Intent Hangover" Phenomenon: Jacek’s critical analysis of businesses that over-invest in intent data without a coherent strategy. (33:20) – What’s Next for AI in ABM? : A candid discussion about how AI will expand capabilities for teams while creating new challenges in a saturated market. Tech Recommendations ChatGPT Resource Recommendations Books: The 22 Immutable Laws of Marketing by David Drummond Obviously Awesome by April Dunford: How to Nail Product Positioning so Customers Get It, Buy It, Love It Trump: The Art of the Deal by Donald J. Trump Movie: Glengarry Glen Ross Podcasts: All-In Podcast Invest like the Best About the Guest Jacek Materna is a 3x founder and seasoned technology executive who specializes in scaling growth-stage companies. With a track record of successful exits and deep experience in B2B SaaS, security, fintech, and edtech, Jacek brings a practical, no-fluff perspective on what it takes to drive real business outcomes. He’s led global teams, launched products that generate tens of millions in ARR, and helped companies—from first-time founder startups to PE-backed platforms—unlock margin expansion, go-to-market velocity, and lasting cultural alignment. His leadership experience spans roles as CEO, COO, and CTO, with responsibilities across product strategy, corporate development, P&L oversight, and M&A. Jacek currently serves as CEO of Full Circle Insights and is passionate about helping organizations turn complexity into clarity. Whether he's advising boards, restructuring teams, or speaking on stage, his mission is always the same: drive value, move fast, and scale smart. Website: https://www.fullcircleinsights.com/ Connect with Jacek .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 533 | Cracking the ABM Code: Beyond Strategy 34:57

לפני 24 ימים34:57

34:57

Episode Summary On this episode of OnBase, host Paul Gibson sits down with Ingrid Archer to discuss "cracking the ABM code" and uncover why successful ABM initiatives require more than just strategy. Ingrid shares her expertise on balancing localized needs within European markets, overcoming common misconceptions about ABM, and using AI to streamline processes at every stage of account-based execution. From highlighting the importance of sales and marketing collaboration to providing actionable steps for initiating ABM, Ingrid offers incredible insights for marketers at every stage of their ABM journeys. This episode also dives into key hurdles like impatience, budget constraints, and the lack of education around ABM, offering solutions to overcome these issues. Whether you’re new to ABM or looking to refine your current strategy, Ingrid’s advice is an invaluable resource. Key Takeaways Sales and Marketing Alignment is Crucial: Successful ABM hinges on teamwork between sales and marketing. Forget the silos and work as one cohesive unit. Educate Before You Start: Teams must understand what ABM truly involves before implementation to avoid misconceptions and ensure success.. ABM is Complex but Rewarding: While ABM can be more challenging than traditional approaches, its ability to deliver measurable, targeted outcomes makes the effort worthwhile. AI Helps Build Efficiency: Leveraging AI in areas like account segmentation, personalization, and research can improve the execution of ABM strategies. Think Long-Term: Patience is key when rolling out ABM initiatives. Avoid rushing and focus on creating a solid strategy before launching campaigns. Quotes “AI is not replacing marketers; marketers using AI will replace those who don’t use it.” Best Moments 01:03–02:46 Ingrid shares her early career story of spotting gaps in the B2B agency world. 09:04–10:13 Comparing ABM approaches in Europe versus the United States and the role of cultural nuances. 16:15–16:33 Ingrid discusses the importance of educating teams and managing expectations for ABM programs. 23:12–24:57 Insights on data quality and why having a dedicated resource to manage data is critical for ABM. 28:45–30:47 Ingrid explains how SPOTONVISION is weaving AI into every step of the ABM framework for speed and accuracy. Tech Recommendations Trendemon Apollo Resource Recommendations Books: Purple Cow by Seth Godin: Transform Your Business by Being Remarkable Permission Marketing by Seth Godin : Turning Strangers Into Friends And Friends Into Customers Newsletter: Strategic B2B Marketing : Linkedin newsletter by Thomas Allgeyer B2B leaders to follow Thomas Allgeyer - Founder, B2B Marketing Bob Peterson - Vice President, Principal Analyst, Forrester Research About the Guest Ingrid Archer is Co-founder of B2B Marketing agency SPOTONVISION as well as the B2B Marketing Forum in Europe. She is responsible for customers, consultants and the marketing of SPOTONVISION. She is a certified Buyer Persona and ABM practitioner and has a strong focus on integrated marketing approach from buyer personas, lead generation, demand generation, to account-based marketing. Ingrid enjoys writing and giving marketing training, including our own B2B Vision Academy. She regularly writes on B2B marketing for blogs such as Marketingfacts and Emerce. Website: spotonvision.com Connect with Ingrid Archer…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 532 | Winning with Go-to-Market Strategy 29:30

לפני 29 ימים29:30

29:30

Episode Summary In this episode, Host Chris Moody is joined by Eric Feige to discuss how businesses can win with go-to-market (GTM) strategies by setting realistic digital transformation goals, fostering cross-functional alignment, and leveraging tools like Demandbase for scalable growth. Eric’s breadth of experience—from entrepreneurship to consulting with Fortune 500 companies—offers unique perspectives on the practical steps organizations can take to achieve revenue growth, avoid common pitfalls, and innovate without unnecessary risk. Eric also shares advice on using AI and composable technology to accelerate success in go-to-market strategies. Key Takeaways Cross-Functional Collaboration is Essential: GTM success requires alignment across sales, marketing, technology, and compliance teams, with a clear P&L owner driving the effort. Set Realistic Digital Transformation Goals: Break down large initiatives into achievable milestones that deliver short-term wins and lay the foundation for long-term growth. Leverage Tools to Scale Without Additional Labor: Platforms like Demandbase help integrate insights, streamline workflows, and enable scalable, personalized outreach without adding overhead. The Importance of Beacon Projects: Start with “beacon projects” that showcase clear value across teams and convert skeptics into advocates for change, aligning everyone on revenue objectives. AI as a Catalyst for Personalization: While AI can help optimize content and enable hyper-personalized messaging, its impact is amplified when integrated with robust go-to-market platforms. Quotes "AI enables us to scale personalization, but success still lies in orchestrating the right data, systems, and teams." Best Moments (03:30) – The Foundations of Cross-Functional GTM Success (08:40) – Setting Realistic Digital Transformation Goals (13:10) – Tools for Scalable Revenue Growth (19:50) – Introducing Beacon Projects (26:25) – AI's Role in GTM Transformation Resource Recommendations Books: Beastie Boys Book by Michael Diamond About the Guest Eric Feige is a seasoned leader and digital transformation expert with experience as a venture-backed entrepreneur, digital strategist, and head of digital at top organizations like Deloitte, KPMG, JP Morgan, and Prudential Financial. As the Managing Director at VShift, Eric helps businesses unlock sustainable revenue growth by aligning digital goals with cross-functional collaboration across sales, marketing, and technology teams.Website: ⁠https://www.vshift.com/⁠ ⁠Connect with Eric⁠ .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 531 | Before AI, Fix Your Data: The ABM Wake-Up Call 40:33

לפני 4 weeks40:33

40:33

Episode Summary This episode dives into the critical role of data quality in unlocking the true potential of AI for ABM success. Daryn Smith shares how organizations can move from AI hype to AI readiness, focusing on bridging data silos and using AI effectively. The discussion explores practical steps to improving data management, leveraging AI tools to streamline processes, and why leadership plays a pivotal role in driving change. Daryn also reveals fascinating use cases where AI has made a tangible difference in business operations and marketing strategies. Key Takeaways AI Readiness is Lagging Only 8.5% of companies are truly AI-ready, despite executives highly prioritizing AI adoption. Data Quality is Key: 70% of respondents prioritize data quality over AI, revealing that unstructured or siloed data hampers AI effectiveness. Leadership’s Role in AI Success Leaders must champion AI adoption while being transparent about the need for continuous improvements in data management and AI training. Blind Automation Can Undermine Results AI often requires contextual data and meaningful human oversight to produce relevant, impactful recommendations. Practical AI Applications From creating AI-driven RFP agents to developing AI tools that emulate senior employees' knowledge, simple yet impactful use cases can revolutionize workflows. Best Moments (01:10) – Daryn's Career Journey : From web developer to CEO, Daryn details how his unique background has shaped his approach to marketing and AI-led transformation. (04:53) – The Growing Importance of AI Readiness : Daryn highlights how data silos and poor data quality hinder AI’s potential and shares insights from Hubble Digital's recent research. (10:57) – AI’s Role in Revolutionizing ABM : Daryn and Paul discuss how AI-powered tools are automating manual tasks, leading to better account targeting and personalized campaigns. (14:00) – The Disconnect Between Leadership and Reality : A candid discussion on why executives often overestimate their organizations' AI capabilities. (34:06) – AI in Practical Use Cases : Daryn shares how Hubble Digital uses AI agents to streamline RFP responses and retain institutional knowledge. (22:27) – Evolving Data Systems : Tips on keeping CRM and ABM systems agile to adapt to business changes, ensuring they retain their value long term. Tech Recommendations HubSpot – A platform supporting ABM strategies and AI integration for CRM efficiency. Fathom.ai – A tool for turning unstructured sales and marketing data into actionable insights. Books: Hacking Marketing by Scott Brinker - Agile Practices to Make Marketing Smarter, Faster, and More Innovative Dharmesh Shah - Founder & CTO, HubSpot Dave Gerhardt - Founder, Exit Five…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 530 | 95-5 Strategy: Brand Meets Demand 40:16

לפני 5 weeks40:16

40:16

Episode Summary Tune in as host Paul Gibson sits down with Matthew Creswick, Chief Marketing Officer at Huble Digital, to explore the 95-5 marketing strategy. This insightful episode dives into balancing long-term brand building with capturing in-market demand, the evolving buyer landscape, the role of AI, and how intent data is changing the game for B2B marketers. Whether you’re a seasoned pro or new to the field, this episode offers actionable advice and fresh perspectives on marketing strategy. About the Guest Matthew Creswick is an experienced marketing and business leader with over ten years of experience in the HubSpot industry. He has held senior roles, including Regional Managing Director, Chief Marketing Officer, and Chief Product Officer, and has worked across Europe and Southeast Asia. A certified HubSpot trainer with a Bachelor’s degree in Business Management with Marketing, Matthew has been featured in Content Grip, the Huble Blog, and HubSpot.com. He is also a member of the CMO club in Exit Five and was recognized as an AMCHAM NextGen 2020 Leader. An active speaker and host, Matthew has presented at GWI Live and hosted multiple GWI virtual events. Beyond work, he enjoys football, golf, technology, and traveling the world. Website: https://huble.com/ Connect with Matthew Key Takeaways - Understanding the 95-5 Framework: Focus on being memorable to the 95% not currently buying while effectively converting the 5% in-market. - Modern Buying Behaviors: Buyers prefer independence and typically resist traditional funnel tactics like forms and cold calls. - Power of Intent Data: Leveraging tools like Demandbase empowers marketers to identify accounts actively searching for solutions. - Building a Memorable Brand: Investing in brand equity ensures customers recall you when they’re ready to buy. - AI’s Role: AI enables scalable personalization, like crafting one-to-one tailored content and identifying actionable insights. Quotes "Brand isn’t just for billion-dollar companies with Super Bowl ads. It’s the asset that keeps your pipeline alive even when your ad budget dries up.” Recommended Resource Books: - Shoe Dog: A Memoir by the Creator of NIKE by Phil Knight. - Purple Cow: Transform Your Business by Being Remarkable by Seth Godin Newsletters: - Exit Five by Dave Gerhardt. - Newsletter by Kieran Flanagan from HubSpot. Shout-Outs - Gary Vaynerchuk - Chairman – VaynerX, CEO – VaynerMedia, Creator – VeeFriends - Seth Godin - Founding editor of the Carbon Almanac, blogger and entrepreneur. - Dharmesh Shah - UK & Ireland Country Director, Present Technologies - Kieran Flanagan - Marketing (CMO, SVP) | All things AI | Sequoia Scout | Advisor - Dave Gerhardt - Founder, Exit Five…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 529 | Building SaaS Moats: Brand, Community, and AI 29:30

לפני 5 weeks29:30

29:30

Episode Summary This episode explores how SaaS companies can create competitive moats through strong brands and authentic communities. Margaret Kelsey shares her expertise on why technology alone isn’t a moat in today’s landscape and how :: community, customer relationships, and values can differentiate brands for long-term success. The conversation also dives into the role of generative AI in marketing, actionable steps to build genuine customer connections, and strategies for amplifying brand stories across channels. About the Guest Margaret Kelsey is a CMO, marketing advisor, artist, and podcast host dedicated to creating shared languages that provide clarity, direction, and personal satisfaction. In her professional life, she develops effective go-to-market strategies, emphasizing the importance of aligning internal teams with their target audiences. Her artistic endeavors delve into the exploration of subconscious shared languages to create a human connection. Margaret also co-hosts a podcast (Don't Say Content) where the conversations center around creating shared languages within the workplace. Website: https://www.kodaris.com/ Connect with Margaret Key Takeaways - Technology is No Longer a Moat Rapid innovation and the influence of AI mean competitors can replicate products quickly. Building moats today requires strong brands and loyal communities. - The Flywheel of Brand, Culture, and Community Companies succeed when their internal values align with their external brand and customer values, creating a "magnetic alignment" for differentiation. - Leverage Generative AI Thoughtfully Use micro, proprietary data lakes to train AI tools, ensuring authenticity and avoiding the risks of public LLM (Large Language Model) contamination. - Start with Customer Conversations One of the simplest and most effective steps to building community is engaging directly with your happiest, most loyal customers in casual virtual or in-person settings. - Experiment and Monitor Channels Even in saturated channels, consistent experimentation helps uncover formats and content types that resonate with your audience. Quotes "You inherit credibility by bringing customers together and forming connections they value. That builds trust your brand can benefit from." Tech Recommendations - Riverside - A versatile platform for recording high-quality podcasts and interviews. Recommended Resource Books: - Radical Candor by Kim Scott - Be a Kick-Ass Boss Without Losing Your Humanity - The Let Them Theory by Mel Robbins - A Life-Changing Tool That Millions of People Can't Stop Talking About…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 528 | The New Rules of Account-Based Marketing with Davis Potter 40:04

לפני 6 weeks40:04

40:04

Episode Summary In this special in-person episode of OnBase, host Chris Moody joins Davis Potter live from Austin, Texas, for a candid deep-dive into the evolution of account-based marketing. Davis draws on his experience across enterprise giants and nimble startups to unpack the real differences between demand gen and ABM—and why most companies are stuck in the middle. Together, they dissect the pitfalls of outdated ABM models, the importance of unifying go-to-market teams, and the need for signal-based measurement over legacy lead scoring. Davis explains the “account-based arrow,” ForgeX’s new data model, and shares practical tips for aligning product marketing with ABM functions for retention and growth. Whether you're a team of one or leading a global strategy, this episode is packed with insights you can act on immediately. Key Takeaways ABM vs. Demand Gen: True ABM is more than just targeted demand generation; it requires a unified approach across sales and marketing. Strategic ABM Implementation: Organizations should tailor their ABM strategy to their specific needs, considering factors like deal size and resources. Measurement and Reporting: Effective ABM measurement involves tracking various metrics, including account engagement and pipeline progression, and requires a unified data model. Cross-Functional Alignment: Alignment between ABM teams and other functions, such as product marketing, is crucial for success. Evolving ABM: ABM is not static; it requires continuous evolution and adaptation to changing market dynamics and organizational needs. Quotes “If you're just building lists off third-party intent and running ads, you're not doing ABM—you’re just doing better DemandGen.” “Product marketing is not optional in an ABM strategy—it’s foundational. They understand the customer better than anyone.” Best Moments 00:09-00:20 – Davis Potter's background and journey to 4Gex. 04:45-05:00 – The importance of aligning go-to-market strategy with business goals. 06:29-07:00 – Transitioning from demand generation to account-based marketing. 10:50-12:00 – The double funnel approach to measuring ABM success. 25:30-26:00 – The challenges of ABM benchmarks and data interpretation. 33:00-34:00 – The critical role of product marketing in ABM. Recommended resources: Newsletter: ⁠ABM Tactics LinkedIn newsletter⁠ – Tactical, real-world GTM advice from the trenches Certifications: ⁠New ABM Certification Program⁠ by Demandbase in Partnership with ForgeX B2B Leaders to follow ⁠Akriti Gupta⁠ , Director of Marketing at LinkedIn ⁠Désirée Daniels⁠ , Retail Industry & ABM Marketing at LinkedIn About the Guest Davis Potter is the Co-Founder of ForgeX, a firm dedicated to modernizing account-based go-to-market strategies through research-backed insights and scalable methodologies. With experience launching ABM programs at organizations like Google Cloud and Scale AI, Davis brings a rare blend of enterprise sophistication and startup agility. His unique journey—spanning billion-dollar enterprises and high-growth tech companies—has equipped him with a comprehensive view of ABM’s past, present, and future. Davis is passionate about aligning sales, marketing, and product teams around unified goals and measurement systems. He frequently speaks on evolving ABM frameworks, first-party data strategies, and the shift from vanity metrics to actionable signals. Davis also co-leads the ForgeX and Demandbase certification program, shaping the next generation of account-based marketers. ⁠Connect with Davis⁠ .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 527 | AI-First GTM: The New Playbook for Sales Execution 29:20

לפני 7 weeks29:20

29:20

Episode Summary In this episode of OnBase, host Paul Gibson welcomes Hannah Ajikawo for a deeply insightful conversation on building strong go-to-market foundations and how AI is reshaping the future of sales execution. Hannah reflects on her career journey and the moment she realized that many teams don’t truly understand strategy. She outlines the importance of focusing GTM energy on where businesses win most, shares her “go-to-market building blocks” framework, and explains how AI can enhance precision across the buyer journey—from awareness to pricing strategy. Whether you're leading a sales team, rolling out new tech, or trying to scale confidently, this episode is full of practical wisdom. Quotes “If you really sit down, remove ego, and look at the data—you’ll find where you win. Focus there. That’s the cheat code.” Best Moments (00:53) – Hannah Ajikawa's career journey and the founding of Revenue Funnel. (02:51)-04:39 – The importance of GTM fundamentals and addressing underperforming teams. (05:54) – How repositioning and focus transformed pipeline generation for a B2B tech company. (10:00) – AI's influence on GTM strategies and sales processes. (12:22) – Areas of GTM most primed to benefit from AI integration. (16:19) – Actionable advice for strengthening GTM foundations. (22:46) – How AI is changing account-based go-to-market approaches. Tech Recommendations Demandbase – For GTM prioritization and signal intelligence. Sybill.ai – AI-powered call analysis and coaching. Twain.ai – Tailored messaging and engagement optimization. SimpleTalk.ai – Conversational AI for real-time needs handling. Resource Recommendations Podcasts The Founders Podcast Diary of a CEO (Stephen Bartlett) Newsletters Substack (for AI newsletters) Blogs Gates Notes - Bill Gates' blog Daniel Priestley's content B2B Leaders to follow Jen Allen-Knuth , Founder, DemandJen Lisa Kelly , Founder and CEO, Radical Results Barry Flaherty , GTM Leader About the Guest Hannah Ajikawo is an award-winning go-to-market consultant and founder of Revenue Funnel, helping B2B scale-ups unlock growth and optimize their revenue engines. With 16+ years of experience, Hannah has been recognised as a LinkedIn Top Voice, LinkedIn Sales Insider, Salesforce Influencer, and one of the 100 Most Powerful Women in Sales by Demandbase. She is also a HubSpot Modern Sales Leader and a global expert in aligning sales processes with modern buyer journeys to drive sustainable growth. Connect with Hannah .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 526 | Bold Moves & B2B Breakthroughs: Inside the 2025 Marketing Playbook 20:48

לפני 7 weeks20:48

20:48

Episode summary: In this episode of OnBase, host Chris Moody sits down with Trent Talbert to dissect the 2025 B2B marketing landscape—from evolving ABM strategies to the real reason high-growth companies are struggling despite bigger budgets. Trent shares insights from the newly released AMP25 survey and offers sharp, data-backed guidance on where modern marketers should double down and what they should ditch. You’ll hear why personalization is still broken in most orgs, how bold messaging can break through the noise, and why “do more with less” is a dangerous myth. Packed with practical wisdom and a few mic-drop moments, this episode is a must-listen for any B2B marketer looking to elevate their strategy this year. Key Takeaways Optimism in Goals: A significant majority (80%) of B2B tech marketers are optimistic about achieving their goals this year. Growth Challenges: Faster-growing companies often face more challenges, requiring a broader approach to marketing. ABM and Personalization: Organizational silos can hinder effective ABM and personalization. Emerging brands have an advantage in implementing these strategies due to their lack of legacy systems. Standing Out: Brands can capture attention through bold, creative, and emotionally resonant messaging that balances rational appeals. Customer Focus: There's a growing emphasis on customer loyalty, lifetime value, and downstream engagement, including onboarding and renewals. Budget Trends: Most budgets are flat or increasing, but companies are urged to choose either a cost-reduction or growth strategy. Tactic Stability: The top six marketing tactics have remained consistent, highlighting the importance of executing fundamentals well and creating a coherent customer experience across channels. Best Moments (00:35) - Trent Talbert's career journey in B2B tech. (02:39) - The relationship between growth and marketing challenges. (03:54) - Obstacles to fully leveraging ABM and personalization. (06:51) - Strategies for brands to stand out. (10:05) - Budget trends and strategic recommendations. (14:05) - The importance of strategic focus. (16:54) - Recommended tools in the intent and personalization space. (18:05) - Trent's favorite reads and the importance of brand building. Tech Recommendations Demandbase – ABM + intent tools Mutiny – Website personalization Books: The Four Conversations by Blair Enns Podcasts: Two Bobs Podcast with Blair Enns & David C. Baker Reports: April Six Marketing Pulse 2025 Blair Enns , Founder, Win Without Pitching April Dunford , Founder, Ambient Strategy, and positioning expert for tech companies Bob Wright , Founder, Firebrick Anna Powell, RevOps influencer in the B2B space About the guest: Trent Talbert is a seasoned professional with a strong background in strategy and account management. At April Six, Trent currently holds the position of Head of Strategy for North America. Prior to this role, Trent worked at Doremus as an Account Supervisor, gaining experience in various account executive roles. Trent has also worked in advertising and PR, further showcasing their diverse skill set. With a BS in Business-Marketing from the University of Missouri Trulaske College of Business, Trent is well-equipped to handle the challenges of their dynamic roles in the industry. Connect with Trent .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 525 | The Future-Ready Martech Stack (and Mindset) You Need Now 27:50

לפני 8 weeks27:50

27:50

Episode Summary In this episode of OnBase, host Chris Moody welcomes Brandon Ratliff for a compelling conversation about the evolution of Martech, the promise (and limitations) of AI, and the art of staying future-ready in an ever-accelerating landscape. Brandon shares his unconventional path from coding hobbyist to martech leader, while offering tactical advice for building scalable stacks, enabling data-informed personalization, and fostering innovation within teams. He unpacks what it means to shift from “T-shaped” to “I-shaped” marketers, the human side of AI-driven growth, and how organizations can maintain curiosity to avoid losing their competitive edge. Whether you're leading an enterprise marketing team or scaling a scrappy startup strategy, Brandon’s insight into modern Martech is both practical and visionary. Key Takeaways The Evolving Marketer: The shift from T-marketer to I-marketer highlights the importance of data literacy in addition to channel-specific expertise. Data-Driven Marketing : Clean and well-utilized data is crucial for the success of MarTech initiatives. Future of MarTech: AI and predictive analytics are key to enhancing efficiency, personalization, and ROI in marketing. Essential MarTech Stack : A core MarTech stack includes a CDP, marketing automation platform, ABM tool, and CRM. AI's Role in Marketing: AI enhances marketing through production, planning, creative management, and scaled personalization. Importance of Human Connection: Human relationships remain fundamental in marketing and business despite technological advancements. Future-Proofing Skills: Marketers must prioritize continuous learning, including prompt engineering and AI tools, to stay ahead. Fostering Innovation: Leaders should encourage experimentation and calculated risk-taking to drive marketing innovation. Qualities of a Modern Marketer: Key competencies include fearlessness, curiosity, creativity, and data-centricity. Signs of Losing Competitive Edge: Stagnation, lack of investment in new tools, and failure to train employees are warning signs. Change Management: Overcoming resistance to change and fostering belief in new initiatives is a significant challenge in marketing. Quotes “You don’t have to know everything. But you do have to know your data. Best Moments 00:48 - 02:18 Brandon shares his journey into MarTech. 02:48 - 03:32 The importance of data in marketing. 05:36 - 06:20 Pragmatic approach to data. 06:54 - 08:14 Core components of a MarTech stack. 08:14 - 09:41 The role of AI in enhancing marketing. 10:33 - 12:29 The balance between technology and human connection. 13:13 - 16:38 Strategies for future-proofing marketing skills. 21:26 - 23:18 Signs a company is losing its competitive edge. 23:35 - 25:22 The biggest challenge in marketing today: change management. About the Guest Brandon is a seasoned leader in marketing technology and operations at Qualcomm. With a passion for innovation and a knack for navigating the digital realm, Brandon has been instrumental in advancing Qualcomm's Martech strategies. He has successfully implemented transformative technologies, including advanced marketing automation and analytics tools, to drive data-driven success. Known for his thought leadership and commitment to staying ahead of industry trends, Brandon's work exemplifies the powerful synergy between marketing and technology. Join us as he shares his insights and experiences in unlocking the potential of the Martech stack. Connect with Brandon .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 524 | The Market Speaks: Building GTM with Customer Voice 30:09

לפני 8 weeks30:09

30:09

Episode Summary In this episode of OnBase, host Chris Moody and Parth Mukherjee delve into the critical role of customer voices in shaping go-to-market strategies. Parth shares his journey through the tech industry, highlighting his experiences in product marketing and go-to-market strategy across different company stages. He emphasizes the importance of product marketing teams in bringing the customer's perspective into the organization and outlines the five key components of a go-to-market strategy: who, what, why, where, and how. Parth also discusses methods for collecting and analyzing customer data, balancing quantitative and qualitative feedback, and addressing stakeholder resistance. Additionally, he explores emerging marketing trends, the use of AI in marketing, and the challenges of B2B marketing, such as attribution. Key Takeaways: Voice of the Customer is Key: Customer insights are crucial for shaping effective go-to-market strategies. Five Components of Go-to-Market Strategy: The five key questions to answer are who is the target audience, what are the offerings, why should buyers care, where should we sell, and how do we hit our targets. Data Collection and Analysis: Utilize a combination of call recording technologies, surveys, customer interviews, and focus groups to gather customer feedback. Balancing Quant and Qual: Combine quantitative data with qualitative insights to build compelling narratives and make informed decisions. Addressing Stakeholder Resistance: Use proof and data to overcome internal misconceptions and align stakeholders. Importance of Timing: Gather customer feedback throughout the product life cycle, starting from the product vision stage. Emerging Marketing Trends: The importance of buyer self-education, hyper-personalized marketing, prompt engine optimization (PEO), and the convergence of ABM with intent data. Quotes “Product marketing should be the voice of the company in the market—and more importantly, the voice of the market inside the company.” Best Moments 00:07: Parth shares his journey into tech and marketing. 03:30: The importance of customer voices in shaping go-to-market strategy. 04:45: The five components of an effective go-to-market strategy. 07:30: Methods for data collection and analysis. 13:00: How to deal with stakeholder resistance using proof and data. 16:15: The importance of gathering customer feedback throughout the product life cycle. 19:00: Emerging marketing trends for the next five years. 22:30: Use cases of AI in marketing. 24:30: The biggest challenge in B2B marketing: attribution. Tech Recommendations ⁠Chorus⁠ – Call intelligence for market and product insights. ⁠MindTickle⁠ – Deal rooms and enablement for modern B2B sales. ⁠Klue⁠ – Competitive intelligence and win-loss analytics. Books: ⁠ Crossing the Chasm ⁠ by Geoffrey Moore ⁠ Building a StoryBrand ⁠ by Donald Miller Blogs & Newsletters: ⁠HubSpot Blog⁠ ⁠Gartner for Go-To-Market Insights⁠ ⁠Marketing Brew⁠ Podcasts: ⁠Marketing Over Coffee⁠ ⁠Product Marketing Life by PMA⁠ Shout-outs: ⁠Kevin Akeroyd⁠ , CEO at Sovos ⁠Ann Handley⁠ , Chief Content Officer at MarketingProfs ⁠Andy Raskin⁠ , Strategic Narrative Coach About the Guest: Parth Mukherjee is the VP of Product Marketing, Corporate Marketing, and Go-To-Market Strategy at Sovos, a leading tax compliance platform. With over 20 years of experience in tech marketing—including pivotal roles at Adobe, Cognizant, and five high-growth VC-backed startups (four of which successfully exited)—Parth brings deep expertise in scaling companies through every phase of growth. Before joining Sovos, Parth led marketing at Chorus and MindTickle, and continues to apply a data-driven yet deeply human approach to building strategic narratives that resonate with customers and internal stakeholders alike. ⁠Connect with Parth⁠ .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 523 | How the Jobs-to-Be-Done Framework Uncovers Customer Blind Spots 24:14

לפני 9 weeks24:14

24:14

Episode Summary In this episode of OnBase, host Chris Moody is joined by Alison Mendoza to dive into the power of the Jobs-to-be-Done (JTBD) framework and its transformative impact on innovation, marketing, and product strategy. Alison shares her non-linear journey into R&D, how her background in linguistics shapes her collaboration with engineers, and how JTBD allows companies to avoid blind spots and uncover real customer needs. Listeners will gain insights into how Honeywell uses behavioral science and JTBD to drive meaningful product adoption, why traditional voice-of-customer methods often fall short, and how AI is unlocking strategic work by automating repetitive tasks. From uncovering misaligned innovation strategies to empowering teams through better language and observation, this episode is a masterclass in modern customer-centric thinking. Key takeaways: Jobs-to-be-Done (JTBD) vs. Hypotheticals: JTBD eliminates guesswork by focusing on observable behaviors, not hypothetical customer desires. Behavioral Science + JTBD = Impact: The fusion of decision-making psychology with JTBD drives better adoption and product-market fit. Innovation Pitfalls: Over-reliance on competitor analysis or legacy processes can limit true innovation. Speak Their Language: Product teams must translate customer outcomes into language engineers can act on. AI for Strategic Work: Honeywell’s $120M in AI-driven savings shows how tech can free time for impactful, strategic work. Quotes: “We don’t really have to worry about product-market fit if we’ve built a product on the Jobs-to-be-Done framework.” “If you use AI for simple tasks, it will give you simple output. Use it for complex challenges—like segmentation or positioning—and you’ll see exponential value.”Best Moments Tech recommendations: ⁠⁠Notebook LM (Google)⁠⁠ : A powerful AI research assistant ideal for strategic marketing and A/B testing. Resource recommendations: ⁠⁠Thinking, Fast and Slow⁠⁠ by Daniel Kahneman Books by ⁠⁠Jonah Berger⁠⁠ – Practical marketing playbooks from the Wharton professor ⁠⁠321 Newsletter by James Clear⁠⁠ – Weekly insights on habits, strategy, and self-improvement Leaders to follow: ⁠⁠Chandler Stillman⁠⁠ – Director, Marketing & Customer Experience at ADDMAN ⁠⁠Liz Schmittou⁠⁠ – Brand & Marketing Content Leader at ADDMAN ⁠⁠Emily Carr⁠⁠ – Consulting Account Lead at Google ⁠⁠00:30⁠⁠Alison’s global career journey from flight attendant to R&D innovator Best moments: ⁠⁠03:00⁠⁠JTBD explained and why most voice-of-customer methods fall short ⁠⁠08:30⁠⁠How to bridge engineering and customer outcomes with the right language ⁠⁠14:00⁠⁠The synergy between behavioral science and JTBD in shaping innovation ⁠⁠16:40⁠⁠Honeywell’s AI success: $120M saved through automation and productivity tools ⁠⁠20:20⁠⁠The evolving challenges of B2B marketing and the role of dynamic content About the guest: Alison is the Global Sr. Director of Innovation at Honeywell International, leading innovation and growth across the Honeywell portfolio of businesses. With over 15 years of global experience, she integrates customer-centric expertise in aerospace and advanced technology sectors. Alison is also a member of the Strategic Communications Committee at AUVSI and actively recruits for the Honeywell Political Action Committee. She shares insights on innovation, communication, persuasion, and leadership in her LinkedIn blogs. ⁠⁠Connect with Alison⁠⁠ .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 522 | ABM & AI: Driving B2B Growth Today and Tomorrow 43:51

לפני 9 weeks43:51

43:51

Episode Summary In this episode of OnBase, host Paul Gibson sits down with Shimon, a leading voice in B2B marketing from SPOTONVISION. The duo dives into the big topic of bridging short-term wins with long-term growth while discussing how Account-Based Marketing (ABM) and Artificial Intelligence (AI) are transforming the future of B2B marketing strategies. With insights drawn from years of partnership and expertise, this conversation explores how to balance immediate results with long-term objectives. Whether you’re looking to improve 2025 metrics or future-proof your marketing strategies, this episode offers actionable takeaways to help your team succeed. Key Takeaways Short-Term and Long-Term Harmony Achieve a balance between quick wins that boost immediate outcomes and strategies for sustained growth. The Role of AI in B2B Marketing Leverage AI to enhance data analysis, improve personalization, and optimize campaign efficiency. ABM Done Right Adopt evolving Account-Based Marketing practices to create impactful engagements and measurable results. Future-Forward Marketing Strategies Stay ahead by understanding the trends and innovations shaping the future of B2B marketing. Quotes "The future of B2B marketing lies in leveraging the power of AI to do more with less, while keeping personalization at the core." Best Moments 04:00–07:00 – Shimon dives into his career path and how ABM became a core focus. 10:00–12:30 – Shimon explains how changing buyer behaviors redefines sales and marketing strategies. 15:00–18:00 – A closer look at how ABM and AI address misalignment challenges. 24:00–26:00 – Shimon shares his insights on the future role of AI in account-based GTM. 30:00–33:00 – Predictions on the next evolution of ABM in the B2B space. Tech Recommendations Trendemon - Highlighted as a platform that provides real-time personalization and insights to customize content for website visitors, leveraging AI for ease of use. Resource Recommendations Books: Mindset by Carol Dweck - Suggested for fostering a growth mindset and improving team collaboration and alignment. Atomic Habits by James Clear - Advocated for creating effective personal and team habits for growth and success. Shout-Outs Joel Harrison - Founder, B2B Marketing Ryan Almond - Global Marketing & ABX Director, Henkel Ingrid Archer - Managing Partner, SPOTONVISION About the Guest Shimon is a visionary leader who believes in the power of trust, purpose, and shared ambition to bring people together. He envisions a world where businesses don’t just grow but thrive through meaningful relationships—both with their customers and within their teams. In B2B, Shimon sees one of the most powerful yet often overlooked connections: the alignment between marketing and sales. When these two forces come together, businesses don’t just see results—they create a real, lasting impact. Every day, Shimon is on a mission to turn this vision into reality. Whether through the conversations he sparks, the communities he builds, or the insights he shares, he is constantly looking for others who share this belief. For those who want to create a world where relationships—between businesses, between people, and within organizations—are the true drivers of success. Website: Spotonvision.com Connect with Shimon .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 521 | Benefits Decoded: Making Healthcare Choices Clear & Confident 27:19

לפני 10 weeks27:19

27:19

In this episode of OnBase, host Chris Moody welcomes Nicole Warshauer for an enlightening conversation on health benefits, empathy-driven branding, and building consumer trust through education. Nicole walks us through her non-linear career journey and how her passion for community and storytelling has shaped her role at HealthEquity. She shares practical strategies for educating diverse healthcare consumers, discusses the emotional complexities of health benefits, and explores the skills marketers need to build brands around “unsexy” topics. Nicole also explores HealthEquity’s innovative tools, such as Engage360 and HSAnswers, which use AI and multi-channel strategies to deliver personalized, accessible benefits education. Whether you’re navigating the healthcare landscape or trying to humanize your B2B brand, this episode is full of actionable insights and authentic inspiration. Key Takeaways Empathy is Foundational: To demystify healthcare benefits, brands must lead with empathy—understanding emotional roadblocks like fear and confusion that often prevent consumers from making informed decisions. One Size Doesn’t Fit All: Benefits education must be personalized. Demographics, health history, family structure, and financial literacy all play a role in how people access and use healthcare. Data-Driven Education Works: Programs like Engage360 have led to a 46% increase in HSA contributions and a 60% increase in investing, showing the power of well-targeted benefit education. Building Brands for “Unsexy” Industries: The best marketers can make even mundane products relatable. Skills like curiosity, critical thinking, empathy, and strong writing are essential for success. Tech with a Human Touch: AI tools can scale education efforts, but without human oversight and strategic intent, they won’t succeed. Quotes “Marketing for the unglamorous takes empathy and grit. That’s where the best brand builders thrive.” Tech recommendations ChatGPT Jasper Copilot Book recommendations Storytelling with Data by Cole Nussbaumer Knaflic – A go-to for making data digestible and visually compelling. Shout-outs Jade Tambini , Founder and Marketing Course Leader, B2B Jade. Hannah Shamji , Customer researcher for B2B SaaS. Erica Schneider , Founder, Cut The Fluff. About the Guest Nicole Warshauer is the VP of Brand Marketing at HealthEquity, where she builds, leads, and engages community-first marketing teams that drive brand growth and resilience. With more than 15 years of experience in marketing and communications across healthcare, tech, design, nonprofit, education, and real estate, Nicole has cultivated a unique ability to deliver integrated, purpose-driven strategies that resonate. She is passionate about creating and nurturing communities of brand evangelists—both internally and externally. Her past work includes collaborations with renowned organizations like Yelp, Dribbble, and Trusted Health. Nicole also offers consulting services to help managers lead high-performing remote teams and optimize their marketing strategy. Connect with Nicole .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 520 | Beyond the Ticket: Building Award-Winning Support at Demandbase 21:56

לפני 11 weeks21:56

21:56

In this episode of OnBase , host Chris Moody sits down with Craig Chiofalo to explore what it truly takes to build and lead a world-class support engineering organization. Craig pulls back the curtain on the operational strategies and tech stack powering Demandbase’s award-winning team—including how tools like Salesforce Einstein and SupportLogic are transforming their approach to proactive support. He also shares lessons on hiring for excellence, scaling impact without ballooning headcount, and why deep, daily collaboration across product, engineering, and customer success is the cornerstone of lasting success. Key takeaways Right Team, Right Tech : Hiring the right talent, enabling them with strong onboarding and internal tools, and layering in AI-driven technologies can drive exponential impact without scaling the team linearly. Cross-Functional Collaboration Is Everything : Craig attributes much of the team’s success to deep integration with product, engineering, and customer success—teams that work together daily to elevate the customer experience. Award-Winning Process Maturity : From rewritten job descriptions to internal training certifications and advanced sentiment monitoring, Craig’s team has refined its approach year after year to earn industry recognition. Operationalized AI : AI tools like SupportLogic and Salesforce Einstein are leveraged not just for efficiency, but for better sentiment analysis, proactive support, and smarter data insights. Measure What Matters : In addition to SLAs, Craig’s team emphasizes customer satisfaction and effort scores—tracking detailed metrics while staying focused on proactive issue resolution. Quotes On Team Excellence “This team is phenomenal—not just individually, but in how they collaborate. That synergy is the catalyst behind everything we’ve achieved.” On Leveraging AI Thoughtfully “AI should be seen as an assistant. It's like a dishwasher—you still load it and unload it, but it saves time and effort on repetitive tasks.” (04:00) : How Craig rewrote job descriptions and created testing processes to hire and retain top-tier talent. (09:00) : A deep dive into Salesforce Service Cloud, SupportLogic, and the internal troubleshooting app that dramatically reduces time to resolution. (14:00) : How the team uses data and proactive alerts to prevent fires before they happen. (18:00) : Craig’s thoughtful breakdown of AI as a productivity enhancer, not a replacement. Tech Recommendations Salesforce Service Cloud + Einstein : A central support platform now enhanced with AI capabilities for smarter case handling. SupportLogic : Real-time sentiment analysis and escalation prediction across customer interactions. Resource Recommendations Newsletter: MIT Technology Review – AI-focused and practical Harvard Business Review – Daily updates on leadership and strategy McKinsey – Insightful newsletters with AI-related content Shout-outs Umberto Milletti , Chief R&D Officer at Demandbase Angelle Stromeyer , RVP Customer Success at Demandbase Erika Setla , Sr. Director, CX Strategy & Ops at Demandbase About the Guest Craig Chiofalo is a customer-focused leader with over 20 years of experience directing customer support, service, and success teams across SMB to enterprise clients. Currently Vice President of Support Engineering at Demandbase, Craig leads a Stevie Award–winning team recognized for delivering outstanding customer service. He brings a proven track record of building high-performing, collaborative teams that exceed goals, with a leadership style rooted in fairness, energy, and a deep passion for technology. Craig has held key roles at IBM, Silverpop, CallRail, Calendly, and Salsify, often joining during critical growth phases to scale operations, implement smart automation, and drive cross-functional alignment. His expertise spans platforms like Salesforce, Zendesk, Jira, Confluence, and SQL—always with a hands-on, data-informed approach to delivering exceptional customer outcomes.…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 519 | Rethinking Outbound: Why Warmbound Is the Way Forward 33:32

לפני 12 weeks33:32

33:32

Episode Summary In this episode of OnBase , host Chris Moody chats with Maximus Greenwald about reimagining traditional outbound strategies through a concept he calls "warmbound"—the fusion of outbound execution with inbound energy. Maximus walks us through the broken state of traditional lead scoring, the inefficiencies of outdated TAM/SAM/SOM frameworks, and why marketers should own the pipeline. He breaks down how intent signals, AI, and horizontal marketing teams will reshape the future of GTM. Maximus also shares how he tests big bets as a founder, what marketers can learn from enterprise sellers, and how personalization must evolve in the age of generative AI. Key Takeaways Warmbound, Not Outbound: The strict division between inbound (marketing) and outbound (sales) is outdated. The future is unified, pipeline-first, go-to-market strategies driven by intent. Classic Lead Scoring Is Broken: Rigid filters based on outdated firmographics miss major ICP opportunities. AI can dynamically model what actually drives revenue. Signal Stacking Is the New ICP: Combine CRM, intent data, buyer behavior, and historical signals to build a more accurate, real-time picture of purchase readiness. Marketers Should Own Pipeline: With the right data and tools, marketing can—and should—run outbound motions and be comped like sellers. Horizontal Over Vertical Marketing: Organize teams around the buyer journey stages (cold, warm, hot) instead of just marketing channels. Quotes “Inbound versus outbound is a false dichotomy. Your outbound should drive inbound, and your inbound should fuel outbound. It's all one team now.” “You don’t stay in someone’s TAM forever. SOM is dynamic. A lead heats up, cools down, and reenters. We need systems that move with that fluidity.” Best Moments 03:00–05:00 – From Google Maps to SaaS: Maximus shares how he transitioned into sales and marketing. 06:30–09:00 – What’s broken in lead scoring—and how AI can fix it. 13:00–16:00 – Rethinking TAM, SAM, and SOM as dynamic, not static. 20:00–24:00 – The rise of the horizontally structured marketing org. 28:00–31:00 – Why marketers should carry a quota—and get paid like enterprise reps. Tech Recommendations Autobound – An AI-powered sales copywriting tool that personalizes based on deal-winning language. Default – An Inbound lead routing and scheduling engine. Resource Recommendations Podcast: 30 Minutes to President's Club . Report: The 2025 State of Marketing Report by HubSpot. Shout-outs Kieran Flanagan – SVP of Marketing at HubSpot. Dave Gerhardt – Founder of Exit Five, formerly Drift. Hunter Walk – Partner and Co-Founder at Homebrew. Finn Murphy – General Partner at Nebular VC. About the Guest Maximus Greenwald is the Co-founder and CEO of Warmly, an AI-powered outbound platform that transforms how companies think about lead generation, pipeline development, and the convergence of sales and marketing. Before founding Warmly, Maximus began his career in engineering and product development at Google Maps, and eventually made the leap from big tech to B2B SaaS entrepreneurship. Today, he helps hundreds of companies unify inbound and outbound strategies under one mission: driving warm leads through smarter, signal-based marketing. Connect with Maximus .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 518 | Aligning Marketing & Sales Through Authentic Storytelling 35:09

לפני 12 weeks35:09

35:09

Episode Summary In this episode of OnBase , host Chris Moody sits down with Susan Bloomfield to discuss the power of authentic storytelling in aligning marketing and sales. Susan shares her journey from research to marketing leadership and how she built her expertise in business development. She dives deep into the three P’s of storytelling—People, Passion, and Purpose —and how they drive engagement and differentiate brands. She also highlights how marketing can support sales in a way that feels genuine, engaging, and human —while still delivering measurable results. If you’re looking to create a brand strategy that resonates and builds strong relationships, this conversation is a must-listen! Key Takeaways The Three P’s of Storytelling: A compelling marketing strategy is built on People, Passion, and Purpose —focusing on the human side of business and brand identity. Sales & Marketing Alignment: To effectively align marketing and sales, marketers must ensure that content and branding support real customer conversations. Authenticity Wins: Customers connect with brands that tell relatable, real stories rather than generic, polished corporate messaging. The Role of AI in Marketing: AI can assist with content generation, personalization, and campaign testing , making storytelling and brand engagement more scalable. The Power of Personal Brands: The rise of micro-influencers and relatable voices on platforms like TikTok has transformed the way companies approach brand marketing. Quotes "The best brands amplify success—not just their own, but the success of the people they serve." "If you want to align marketing and sales, you have to make marketing an extension of sales, not just a content factory." "People buy from people. Storytelling isn’t about selling—it’s about building relationships and trust." Best Moments 03:00–05:00 – Susan shares her unconventional journey into marketing and business development. 10:00–12:00 – How aligning marketing and sales starts with understanding their shared goals. 15:00–18:00 – Why brands should focus on relatable storytelling instead of polished, corporate messaging. 22:00–24:00 – The impact of AI on content personalization and storytelling. 30:00–32:00 – How emerging micro-influencers are redefining brand authenticity. Resource Recommendations Book: The Long Game – A deep dive into strategic thinking and planning for long-term success. Publication: Fast Company – A go-to resource for thought leadership and marketing innovation. About the Guest Susan Bloomfield serves as Chief Marketing Officer at Stream Realty Partners.After joining Stream Realty Partners in 2019, she has brought a blend of visionary storytelling and advanced marketing strategies to Stream's forefront. Prior to Stream, Susan served as the Vice President of U.S. Marketing & Research for Colliers International, where she played a crucial role as a member of the senior executive team. Her leadership was instrumental in expanding the firm's strategic marketing and research platform, elevating brand visibility, and fostering expansive business growth.Website: StreamRealty.com Connect with Susan .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 517 | The ABM Optimization Playbook: Balancing Strategy & Execution 25:19

לפני 13 weeks25:19

25:19

Episode Summary In this episode of OnBase, host Chris Moody sits down with Caroline Quinn to explore the nuances of optimizing Account-Based Marketing (ABM) strategies. Caroline shares her deep insights on defining the right ABM mix, navigating between one-to-one, one-to-few, and programmatic ABM approaches, and ensuring marketing investments align with business priorities. She also highlights the importance of curiosity, listening skills, and marketing technology in executing successful ABM programs. With practical frameworks and real-world examples, this discussion is essential for marketers looking to refine their ABM strategies and drive meaningful engagement with key accounts. About the Guest Caroline is an enterprise technology marketer specializing in account-based marketing (ABM) and demand generation. At Cloudflare, she drives demand through targeted campaigns for strategic accounts. Her past roles include building a $65M ABM program at Blue Yonder and developing ABM strategies for sellers at tech organizations such as Google and Apple at PipelineIQ. Caroline began her career at Kronos (now UKG).Monterrey. Connect with Caroline Key Takeaways - Balancing the ABM Pyramid: A strong ABM strategy requires the right mix of one-to-one, one-to-few, and one-to-many approaches. Over-rotating on either extreme can lead to inefficient resource allocation. - The Power of Discovery: A successful ABM program starts with deep discovery—marketers must listen to sellers, understand account needs, and customize approaches accordingly. - Tech-Enabled Personalization: While ABM technology can help scale efforts, marketers must also define key engagement signals manually to ensure flexibility and relevance. - Justifying ABM Investments: To secure buy-in for one-to-one ABM, marketers should use intent data, pipeline signals, and phased investment approaches to demonstrate ROI. - Content as an ABM Multiplier: AI-driven content repurposing can significantly enhance the impact of ABM efforts, making it easier to tailor messaging to different segments and accounts. Quotes "The best ABM programs are fluid—accounts should move between tiers based on their intent and engagement." Tech Recommendations - Demandbase – For account intelligence and ABM execution. - Sendoso – Direct mail platforms for personalized account engagement. - Pipeline IQ – For account profiling and intelligence. - Boardroom Insiders – Executive profiling tool for ABM personalization. - Folloze – Landing page and campaign personalization tool. Recommended Resource Books: Multipliers by Liz Wiseman – A must-read for leaders aiming to maximize team performance.…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 516 | The Rise of Agentic AI in B2B GTM 24:41

לפני 14 weeks24:41

24:41

Episode Summary In this episode of OnBase, host Chris Moody sits down with Chad Holdorf to discuss how agentic AI is revolutionizing B2B go-to-market strategies. They explore the rise of AI-driven agents, why automation leaders are doubling down on AI, and the biggest mistakes B2B teams make with AI adoption. Chad also shares real-world use cases from Demandbase, showing how AI agents streamline workflows, enhance intent-based targeting, and deliver predictive recommendations to sales and marketing teams. If you're a sales or marketing leader, this episode will give you actionable insights on how to integrate AI-powered GTM workflows while ensuring data accuracy, personalization, and efficiency. Key takeaways: AI Agents Are Reshaping GTM – AI-driven agents can help 10x productivity, making teams more efficient while removing friction from sales and marketing workflows. The Biggest AI Mistake – Companies focus too much on the technology itself rather than on solving real customer problems. AI should be outcome-driven. From Data Overload to Actionable Insights – AI-driven intent signals analyze vast amounts of GTM data, surfacing key insights and next best actions for sales and marketing teams. AI SDRs Are Failing Without Context – AI agents that lack proper customer data make embarrassing mistakes, like sending irrelevant emails to buyers who already know the product. Agent Base: AI with Context & Accuracy – Demandbase’s Agent Base ensures that AI-driven sales and marketing actions are informed by accurate, unified data, preventing misalignment between teams. AI Must Be Embedded in the Workflow – AI agents should enhance existing workflows rather than requiring users to switch between multiple tools, ensuring smooth execution. Future of AI in B2B – The next wave of AI will focus on deep research capabilities, personalized recommendations, and predictive actions, eliminating guesswork for GTM teams. Quotes: "The most powerful AI agents aren't just about automation – they’re about solving real customer problems and making revenue teams more effective." "Without the right data, AI agents are just noise. The difference between success and failure in AI-driven GTM is data accuracy and context." Best moments: 03:00–05:00: Chad shares his journey to Demandbase and his vision for AI-powered GTM strategies. 08:00–10:00: Why AI adoption is skyrocketing but the execution still lags behind in B2B companies. 12:00–15:00: Breaking down how Agent Base delivers real-time AI-driven insights without adding complexity. 18:00–22:00: The biggest failures of AI SDRs and how data-driven AI agents can solve these issues. 25:00–30:00: The future of AI in sales & marketing – from predictive modeling to agent-driven engagement. Tech recommendations: Perplexity AI – AI-powered deep research for customer insights & content generation. OpenAI / Gemini – AI tools for data processing & workflow automation. Book recommendations: The Inner Game of Tennis by W. Timothy Gallwey – A classic on performance psychology & learning through observation. Podcast recommendations: My First Million – A business podcast that breaks down growth strategies & success stories. Leaders to follow: Gabe Rogol , CEO at Demandbase Umberto Milletti , Chief R&D Officer at Demandbase Kelly Hopping , CMO at Demandbase Marc Benioff , Chair & CEO at Salesforce. Parker Harris , CTO at Salesforce Sign up for Agentbase Meet Chad at the Forrester B2B Summit (March 30) & EMEA Conference in London (April 30). Sign up for Demandbase’s AI Agent Design Partner Program – coming soon! Follow Chad Holdorf on LinkedIn for AI-driven B2B insights. About the guest: Chad Holdorf is VP of Product at Demandbase, leading product to transform how marketers drive pipeline and revenue. With 15+ years in product, including leadership roles at Pendo, Salesforce, and John Deere, he builds high-performing teams, drives bold product strategies, and delivers results. Connect with Chad Holdorf .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 515 | Aligning ABX Strategies with Diverse Tech Environments 27:03

לפני 15 weeks27:03

27:03

Episode Summary In this episode of OnBase, host Chris Moody sits down with Judit Szabo to discuss the complexities of aligning account-based strategies within diverse tech environments. With organizations facing challenges in tailoring ABX (Account-Based Experience) initiatives across different teams, tools, and processes, Judit shares her insights on how to execute ABX successfully. From understanding skill sets that drive alignment to navigating sales and marketing collaboration, she provides actionable insights on overcoming common obstacles, measuring success, and adapting methodologies for different organizations. Judit also explores the role of AI in account-based strategies, how technology enhances personalization, and why holistic, data-driven approaches are critical for long-term success. About the Guest Judit is a B2B marketing leader with 15+ years at IT Software and Services companies, Judit has PR and Media experience prior to joining the Tech industry. She was the winner of the 2019 Forrester ROI Honours Award in Europe for sales & marketing alignment at TIBCO Software with the introduction of transformative, industry-led value based GTM strategies. She has a strong passion for building and leading global teams with a sweet spot for Demand Generation and Growth Marketing, leading the development and management of integrated marketing strategies and execution to deliver growth and revenue for the business. She has experience in campaign and content management, digital, field, partner, and account-based marketing as well as data and performance-led marketing operations, advocating cross-functional collaboration across Marketing, Sales, Product and Operations with special focus on finding ways to optimise and orchestrate business processes in support of strategic objectives. In her free time, she’s an avid yoga practitioner, as well as a volunteer baker at her local National Trust estate in England. Connect with Judit Szabo Key Takeaways - Holistic Thinking Drives ABX Success – Account-based management isn’t just a marketing function; sales and marketing must work together to grow and penetrate accounts. - Patience Is Essential – ABX is a long-term strategy, not a quick fix. Expect an 18+ month cycle for results, and celebrate small wins along the way. - Data is the Foundation – Strong account intelligence is key to avoiding misalignment and wasted efforts. The right tools and governance ensure that teams are acting on reliable data. - Aligning Sales & Marketing Requires Process, Not Just Intent – Establish shared KPIs, define roles, and create a feedback loop to ensure alignment throughout the account lifecycle. - One-to-One ABX is the Goal, But Requires Strong Foundations – Organizations should first build a solid demand generation engine before scaling to hyper-personalized, one-to-one outreach. - AI Can Help, But It’s Not a Silver Bullet – While AI can assist with personalization, content generation, and automation, it can’t replace the strategic thinking needed to execute ABX effectively. Quotes "The three most important skills for ABX success? A holistic approach, patience, and a data-driven mindset. Without these, execution will fall apart." Recommended Resource Books : ⁠ Coaching for Performance ⁠ by Sir John Whitmore – A leadership guide on empowering teams and driving success through coaching.…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 514 | How Digital Accessibility Drives Customer Loyalty and Growth 26:49

לפני 16 weeks26:49

26:49

Episode Summary In this episode of OnBase, host Chris Moody sits down with Chad Sollis to discuss why digital accessibility is a strategic priority for brands today. Chad shares his journey from graphic design to marketing leadership, highlighting the importance of accessibility in enhancing brand reputation, compliance, and consumer loyalty. He breaks down the key principles of accessibility, how it impacts SEO, and best practices for embedding accessibility into marketing and product development. Key Takeaways -Digital Accessibility is a Brand Imperative: One in four Americans has a disability, representing $20B in buying power. Accessible experiences foster loyalty and repeat business. -SEO and Accessibility Go Hand-in-Hand: Proper use of header tags, alt text, and navigation structures benefits both search rankings and user experience. -Prioritizing Accessibility in Design & Development: Integrating accessibility into design, development, and QA processes ensures it becomes a natural part of content creation rather than an afterthought. -Measuring ROI on Accessibility: Companies that invest in accessibility see improved website traffic, increased conversions, and long-term customer loyalty. Quotes "When companies design for accessibility, they’re not just meeting compliance requirements—they’re creating more inclusive and engaging experiences for all customers." Best Moments 03:00–05:00 – Chad’s unconventional journey from graphic design to marketing leadership. 10:00–13:00 – Why accessibility should be a strategic priority for senior leaders. 15:00–18:00 – The connection between SEO and accessibility: how structure improves discoverability. 22:00–25:00 – Overcoming accessibility challenges and integrating best practices into business processes. 30:00–33:00 – How brands can measure the ROI of their accessibility initiatives. Tech Recommendations Storyblok – Headless CMS that streamlines content personalization and accessibility. Amplience - An AI content platform. Mutiny – AI-driven personalization platform to optimize user experiences. Resource Recommendations Books: - Extreme Ownership by Jocko Willink - How to Win Friends and Influence People by Dale Carnegie Shout-outs -Scott Harris, VP of Performance Marketing at Box.com – Marketing expert with a deep understanding of growth strategies. -Nick Rico, Chief Commercial Officer at Lucid Software – Growth leader with a background in finance and marketing. -Manuel Rietzsch, VP, Revenue Marketing at AudioEye – Revenue marketing leader driving accessibility-focused initiatives. About the Guest Chad Sollis is a seasoned marketing and product leader with over two decades of experience in driving business growth and innovation across various industries. As the Chief Marketing Officer, Chad spearheads strategic initiatives in brand development, product marketing, growth, revenue operations, and customer engagement. As a data-driven executive, Chad has demonstrated a remarkable ability to scale businesses, having contributed to the growth of companies from $30 million to $3 billion in annual revenue and helping 4 companies execute successful IPOs. With a diverse background that includes leadership roles at market-leading companies such as Adobe, Pluralsight, Vivint, and Traeger, he has generated a wealth of expertise in marketing, digital products, and technology spanning both B2B and B2C sectors. Connect with Chad .…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 513 | The Real Sales KPIs That Drive Business Success 21:28

לפני 17 weeks21:28

21:28

Episode Summary In this episode of OnBase, host Chris Moody sits down with Abhishek Damani to discuss the critical role of aligning sales performance metrics with broader business goals. They explore why traditional sales metrics sometimes fall short and how companies can define KPIs that reflect strategic priorities. Abhishek also shares his structured four-step approach for identifying and tracking performance indicators, along with insights into how AI is transforming sales processes. Whether you’re a revenue leader, a sales manager, or a marketer looking to bridge the gap with sales teams, this episode is packed with practical takeaways on driving efficiency and improving business impact. About the Guest Abhishek Damani leads sales enablement for Industrial markets business at Cummins Inc., where he’s responsible for driving sales functional excellence by implementing tools and creating resources, training, and KPIs to improve sales teams’ productivity. Cummins Inc. is a global power solutions leader helping its customers successfully navigate the energy transition with its broad portfolio of products. The products range from advanced diesel, natural gas, electric, and hybrid powertrains and powertrain-related components. Headquartered in Columbus, Indiana (U.S.), since its founding in 1919, Cummins employs approximately 75,500 people committed to powering a more prosperous world. Connect with Abhishek Damani Key Takeaways - Aligning Sales KPIs with Business Goals is Crucial: Measuring only revenue growth can create misalignment with broader company objectives like profitability or market expansion. Sales teams must tailor their KPIs to reflect business priorities. - Traditional Sales Metrics Have Blind Spots: While win rate and sales velocity are important, they fail to capture long-term trends like customer sustainability goals, industry shifts, and regional sales discrepancies. - Four Steps to Defining Impactful KPIs: Understand strategic and operational business goals. Identify KPIs that track progress toward those goals. Determine how sales contributes to those metrics and what data is required. Measure progress and drive accountability. - AI is Enhancing Sales Processes: From summarizing meeting notes to tracking customer engagement and automating administrative tasks like expense reporting, AI is freeing up valuable time for sales teams. - Bridging Sales and Marketing with Data: Cummins uses a structured business planning process to ensure sales forecasts align with market trends, breaking silos between sales, marketing, and engineering teams. Quotes "If KPIs don’t align with company goals, everyone gets frustrated. Sales meets their numbers, but leadership still isn't happy." Tech Recommendations - reMarkable Paper Tablet – A digital notebook for handwritten notes and organization. - AI-Powered Meeting Note Summarizers – Automating administrative tasks like note-taking and action item tracking. Recommended Resource Books: - How Not to Be Wrong: The Power of Mathematical Thinking by Jordan Ellenberg. - The First 90 Days by Michael Watkins. Podcast: - Everyday AI Podcast by Jordan Wilson. ⁠Connect with Abhishek Damani⁠ ⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠ Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠ |⁠⁠⁠⁠⁠⁠⁠⁠ Website…

OnBase: Smashing Sales and Marketing Misalignments

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Ep. 512 | Rewiring the GTM Strategy With a Systems-Based Approach 37:13

לפני 19 weeks37:13

37:13

Episode Summary In this episode of OnBase, host Chris Moody sits down with Kelly Flowers to discuss the power of systems-based strategy in driving predictable outcomes in sales development. Kelly shares her unique journey into sales, the lessons she learned from transitioning industries, and how she developed a structured approach to pipeline generation, OKRs, and sales efficiency. She also highlights the biggest challenges in sales today, the role of AI in streamlining sales processes, and the myths that hold sales teams back. With practical insights and actionable strategies, this conversation is a must-listen for revenue leaders looking to optimize their go-to-market strategies and drive consistent results. About the Guest Kelly Flowers serves as the AVP, of Global Sales Development at SentinelOne and previously held positions including Head of Sales and Business Development at 1Password, Director of AMER Sales Development at Databricks, and Senior Manager of Customer Success, Enterprise Renewals at New Relic, Inc. Additionally, Kelly has experience as a Manager of Sales Development and as an SDR Manager at Wizeline, as well as serving as the San Francisco Community Chair for Women in Sales Everywhere (WISE). Kelly holds a degree in Global Studies & Spanish, International Relations from Sonoma State University and has also studied Spanish Language at Tecnológico de Monterrey. Connect with Kelly Key Takeaways - Systems Thinking vs. Goal Setting: Goals help you achieve one-time success, but systems-based strategies ensure sustainable, repeatable success. - Pipeline Predictability Comes from Process: Breaking down the sales cycle into measurable inputs and outputs helps reps consistently hit quota. - Behavior Matters as Much as Performance: Being a "quota crusher" isn’t enough—collaboration, integrity, and consistency are key to long-term success. - AI as a Sales Multiplier, Not a Replacement: Sales professionals must leverage AI tools for research, prioritization, and process automation—but human connection remains essential. Quotes "Revenue intelligence makes arguments about 'who said what' obsolete by providing unfiltered, real-time data everyone can trust." Recommended Resources Books: - Setting the Table by Danny Meyer Newsletter: - Endurance by Katie Ceccarini Podcast: - Grit with Joubin Mirzadegan Connect with Kelly⁠ ⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠ Website…

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Ep. 515 | Aligning ABX Strategies with Diverse Tech Environments

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