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PODCAST

The Alignment Podcast

Welcome to The Alignment Podcast! This platform is dedicated to having thought-provoking conversations that will help B2B CEOs and Executives better align Sales and Marketing to drive revenue. We will have subject matter experts help us focus on effective strategies that leaders can implement into the organization. Guests come from very diverse backgrounds to give a variety of different perspectives (i.e. sales, marketing, psychology, digital transformation, AI and more). I hope you will listen in

business

All Episodes

19:44

Ep. 25 - 5 Things Leaders Do To Create Alignment w/...

The Alignment Podcast ·

2019/02/20

This episode I speak with Gary Smith, Chief Executive at the Gary Smith Partnership. The company is a sales and marketing consulting firm that specializes in process change and enabling disruptive technology implementation. In our conversation we discuss: The most compelling reason Sales and Marketing must align now How to get CEO support when it comes to aligning these two teams The 5 things you must do to start on the path to better alignment Culture’s impact on successfully achieving true

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26:47

Ep. 24 - The Modern Sales Funnel Starts With...

The Alignment Podcast ·

2019/02/13

This episode I speak with Steven Norman, author and founder of Growth Acumen. Steven draws from his over 20 years of executive experience in Australia and Asia Pacific to assist tech and entrepreneurial companies in implementing world-class sales practices. In our conversation we discuss: The importance of customer experience (CX) in getting and keep ing customers How implementing a referral selling strategy can significantly increase your company growth Alignment beats out strategy when it

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23:10

Ep. 23 - Video Data Tells A Ton About Buyer Intent w/...

The Alignment Podcast ·

2019/02/06

This episode I speak with Tyler Lessard, VP of Marketing at Vidyard. Tyler has over 15 years of experience in b2b marketing, sales enablement, content marketing, brand, and video. Throughout all these experience he has always taken a customer-centric approach to problem solving, creative storytelling, and data-driven marketing. In our conversation we discuss: The reasons behind why video has become so popular with b2b companies The 4 E’s of successful video psychology The hidden rich data that

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25:43

Ep. 22 - Using The 3 Pillars of Persuasion To Create...

The Alignment Podcast ·

2019/01/30

This episode I speak with Tony Perzow, Keynote Speaker on Negotiation, Persuasion, and Influence. Tony has worked with companies such as Red Bull, Walmart, Apple and Google to help their professionals understand the science and art of persuasion. His presentations shatter the myths and misconceptions that prevent most companies and individuals from negotiating effectively. In our conversation we discuss: What Aristotle can teach us about using persuasion effectively with buyers and internal

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20:44

Ep. 21 - Achieving Organizational and Cultural...

The Alignment Podcast ·

2019/01/23

This episode I speak with Jen Jacober, President of Everchanges. She is an experienced change agent that has led, designed, and architected transformations for Fortune 500 companies, Government, and small/mid-sized start-ups. In our conversation we discuss: How cultural and organizational misalignment are related Who should own aligning Sales and Marketing for it to stick in the organization How misalignment between Sales and Marketing began in the first place The best way to start an

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28:40

Ep. 20 - AI Increases Sales Productivity w/ Stefan...

The Alignment Podcast ·

2019/01/16

This episode I speak with Stefan Groschupf, Founder and CEO of Sales Hero. Stefan has a history of founding and running tech companies for over 20 years and is now focused on revolutionizing sales tech for the modern sales team. In our conversation we discuss: What’s holding back sales reps from getting the chance to actually sell. Salespeople are not data analyst and should not be required to do data entry. The stats that prove that most sales reps are highly inefficient with their

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20:18

Ep. 19 - Marketing Must Help Sales Eliminate Bad...

The Alignment Podcast ·

2018/12/19

This episode I speak with Mark Hunter - The Sales Hunter. He is a keynote sales speaker, best selling author, trainer, and consultant. He leverages his over 18 years of experience in sales and marketing to help companies sell more effectively. In his book “High-Profit Selling”, Mark helps salespeople learn the techniques they need to secure more sales at full profit and to avoid the discounting practices that are so prevalent in the sales industry. In our conversation we discuss: The

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25:26

Ep. 18 - How To Align Multinational Sales and...

The Alignment Podcast ·

2018/12/12

This episode I speak with Iris Chan, CMO of FusionGrove. She has had over 20 years of experience leading multi-national marketing and sales enablement functions at Fortune 50 vendors like Cisco and IBM. Iris is also a founding member of the Sales Enablement Society as well as its local chapter president in Australia. In our conversation we discuss: Effective strategies for aligning a multi-national sales and marketing team The concept of co-creation between Sales and Marketing A

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28:18

Ep. 17 - Effective Strategy Shows Where To Play And...

The Alignment Podcast ·

2018/12/04

This episode I speak with Steve Patti who brings a wealth of knowledge to the show about sales, marketing, and business development. He has held roles as a CMO, sales leader, and entrepreneur in companies ranging from $10 million dollars in revenue to several billion. He has also built and teaches Entrepreneurial Selling as part of Trinity University's Forbes Top 10 ranked Entrepreneurship Program. What you'll learn from our conversation: The relationship between business, brand, and sales

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28:45

Ep. 16 - Leverage Transparency To Shorten Sales...

The Alignment Podcast ·

2018/11/28

This episode I speak with Todd Caponi, Author of “The Transparency Sale” and Principal at Sales Melon. Todd pulls from his vast experiences as a sales leader at companies like Power Reviews and Exact Target (Salesforce) to help modern sellers understand the importance of transparency in closing more deals with customers. What you'll learn from our conversation: >> Showing what your product is not good at can actually help you increase trust and shorten the sales cycle >> The Review Economy’s

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21:54

Ep. 15 - Get More Buy-in By Connecting Alignment With...

The Alignment Podcast ·

2018/11/21

This episode I speak with Maggie Safro, CEO of Meres Consult located in London. She is an author, speaker, advisor and consultant that focuses on transformation, business growth, and peak performance. Maggie has significant cross-industry experience with a special interest in high-growth B2B tech companies embarking on ambitious growth strategies and digital transformation. Her more recent work with world class advisory, research, and consulting firms like Gartner and WPP has led her to partnering

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23:08

Ep. 14 - Using Neuroscience to Understand Human...

The Alignment Podcast ·

2018/11/14

This episode I speak with Moran Cerf, Ph.D. He is a professor of Neuroscience and Business at Northwestern University. His research uses methods from neuroscience to understand the underlying mechanisms of our psychology, behavior changes, emotion, decision making and dreams. He holds multiple patents and his works have been published in wide-circulation academic journals such as Nature and Journal of Neuroscience, as well as popular science journals such as Scientific American Mind, Wired, New

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21:17

Ep. 13 - How To Choose The Right Sales Tech w/ Nancy...

The Alignment Podcast ·

2018/10/30

This episode I speak with Nancy Nardin - Founder of Smart Selling Tools and Co-Founder of Vendor Neutral - a company that helps enterprises identify technology requirements and discover practical industry solutions personalized for where they are in their technology journey. She is an expert in Sales Technology and Sales Transformation backed by 25+ years of experience as a sales executive in information technology and services. Her customer list includes Fortune 100 companies such as Microsoft,

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33:16

Ep. 12 - Buyers Want To Hear From You Early In Their...

The Alignment Podcast ·

2018/10/30

This episode I speak with Mike Schultz. He is the Founder and President at RAIN Group - a global sales training and performance improvement company that unleashes sales potential by delivering transformational experiences for clients. Beyond being a world-renowned speaker, researcher, and sales expert, he is also the author of the Wall Street Journal best-seller “Rainmaking Conversations”. Business Week, Forbes, Inc., Entrepreneur, American Express OPEN, MSNBC, and hundreds of others have

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21:13

Ep. 11 - Fix Misalignment By Identifying The Root...

The Alignment Podcast ·

2018/07/30

This episode I speak with Peter Strohkorb - Founder/CEO of Peter Strohkorb International. He is a consultant and author of "The OneTEAM Method". He focuses on aligning Sales, Marketing, and Customer Experience (CX) with the way customers want to buy to make companies a customer magnet. What you'll learn from our conversation: >Peter's "aha" moment about the way Sales and Marketing interacted with each other in the corporate setting >An alignment test that shows you how well your Sales and Marketing

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25:02

Ep. 10 - Decreasing Time To Revenue Requires A Focus...

The Alignment Podcast ·

2018/07/05

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

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23:30

Ep. 09 - Digital Transformation Is Forcing Alignment...

The Alignment Podcast ·

2018/06/13

This episode I speak with David Coleman, collaboration expert and managing director of Collaborative Strategies, Inc. He has been an author and industry analyst on collaboration and digital transformation for the last 30 years. He is a columnist for CMSwire.com, CIO.com, and the Cutter IT Journal. He consults with management teams about the digital transformation in all of its many aspects What you'll learn from our conversation: How CEOs view the topic of collaboration. Gamification can be used to

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23:21

Ep. 08 - Customer Experience Is The Future of B2B w/...

The Alignment Podcast ·

2018/05/23

This episode I speak with Justin Shriber - VP of Marketing at Linkedin. He has over 20 decades of experience in software as well as having roles in both sales and marketing. He helps us see and understand the future of Marketing and Sales Alignment. What you'll learn from our conversation: >The importance of language and how it can cause conflict between Sales and Marketing >Netflix has totally changed the game on how we should see Alignment and Customer Experience (CX) >What the future of Sales and

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18:31

Ep. 07 - How To Develop The Best Revenue Tech Stack...

The Alignment Podcast ·

2018/05/09

This episode I speak with Dan Cilley - CEO of telemaxium and co-founder of Vendor Neutral. He is a technologist that is able to help company leaders get clarity on what technology they need to deploy into their organizations to enable growth acceleration. What you'll learn from our conversation: >The fundamental components that are necessary for the modern day revenue tech stack >Technology is making it easier to quantify marketing's contribution to pipeline revenue >How to integrate AI and other

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21:02

Ep. 06 - Hey, CEO! You Are Responsible For Alignment...

The Alignment Podcast ·

2018/04/19

This episode I speak with Trish Bertuzzi. She is the CEO of the Bridge Group which works with technology companies to build, evolve or validate their inside sales strategies and the author of the author of The Sales Development Playbook. What you'll learn from our conversation: >How to align your BDR team within the organization for optimal performance >Who should "own" an alignment effort >The Revenue Tech Stack (sales + marketing tech) necessary to effectively sell in today's modern B2B

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