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It's inevitable that you will see sales and revenue drops - whether it's because of C-19 or other internal and external factors. This podcast delivers sales and marketing insights that will help you realign your teams with current and future conditions and to overcome sales plateaus, sales drops and sales troughs.
 
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show series
 
Sangram Vajre mentioned on LinkedIn that words have the power of life and death, which is why every touchpoint you create either builds or kills your brand. If words have the power of life and death (especially when it comes to a deal) and if every touchpoint we create either builds or kills your brand then instead of thinking about creating "campa…
 
Adam Goyette, VP of Marketing at Helpscout, once mentioned: There seems to be this thought that ABM is a silver bullet. Run some display ads, send some direct mail and do some targeted gifting, But these are just tactics. It’s not what ABM should be about. Peter Zawistowicz, Director of Growth Marketing at Gremlin, once stated that ABM became the f…
 
With guests like Jeff Pedowitz (CEO of the Pedowitz Group), we've talked a lot about why 2/3 of ABM Programs fail. In this podcast, Kristina Jaramillo, Eric Gruber and their guest Jess Larkin (one of Okta's top strategic ABM marketers) will talk about the 6 key elements that are missing from most ABM programs: 1. A clear understanding of what ABM i…
 
Usually Kristina Jaramillo and Eric Gruber have guests join them on the Stop the Sales Drop Podcast. But, Kristina felt a strong urge to rant. Here's why... On the registration form for our webinar on why 2/3 of ABM programs fail or underperform, we asked GTM teams what their biggest challenge is. And, a number of registrants mentioned scaling the …
 
Cassidy Shield, VP of Marketing and Sales at Narrative Science, says that marketing sourced revenue is a weak metric that sounds trivial and runs hollow in most C-suite conversations. He also talks about how pipeline KPIs can be your north star but it becomes meaningless when your win rate is down, your deal size is down and your sales cycle time i…
 
Jeff Ignacio (host of the Revenue Architect Podcast, advisor to numerous startups, former Head of Revenue and Growth Operations at Upkeep and current sales operations lead at Amazon Web Services) recently joined Personal ABM CEO Eric Gruber on the Stop the Sales Drop Podcast. They discussed: 1) How many ABM organizations are not tying their ABM pro…
 
In this episode, Joseph Monastiero from Revegy shares how most companies are just buying churn as sales, marketing, and customer success programs, communications and conversations are disjointed. Within this podcast, you'll see: How the Revegy team is using ABM to drive account acquisition, retention, and expansion. Why teams need to stop handing o…
 
Most sales and marketing teams are speaking at accounts and at buyers. That's why we added "Personal" to our company name - Personal ABM. It's about speaking to and with the buyers at accounts you want to win, protect and expand. Today we're going to discuss how you should reboot your social, email and live selling conversations so you are more aut…
 
At the beginning of this year, ITSMA came out with their State of ABM report and it showed that only 1/3 of ABM organizations are seeing significant business improvement. Yet previous research shows – and intuitively we all agree – that ABM works. So where is the breakdown occurring? At Personal ABM, we believe that ABM’s definition and direction h…
 
Cassidy Shield, SVP of Marketing and Sales at Narrative Science (who will be on our podcast soon) mentioned that we need to focus our energy on sales velocity and its components including # of opps, average deal size, win rate, and sales cycle time. We need to be talking about how to drive the fundamentals of revenue. When marketers start talking a…
 
$1 trillion+ dollars was generated by clients of the Pedowitz Group through a customer-centric revenue marketing transformation. On this podcast episode, Kristina Jaramillo (President of Personal ABM) discusses with Jeff Pedowitz why 2/3 of organizations engaging in ABM are not seeing the results his clients experience. When you listen to this ABM …
 
Because B2B buyers only spend 17% of their time with buyers when they are considering a purchase, every interaction must be impactful. Andy Paul, Host of RingDNA's Sales Enablement Podcast (930+ episodes) joined Eric Gruber on the Stop the Sales Drop Podcast to discuss how sales and marketing teams are limiting revenue growth with their volume play…
 
Carrie Kelly (CMO) led marketing programs at some insanely innovative places. Cisco, Ericsson, Nortel, CA Technologies, and now CriticalStart, a high-growth, Cybersecurity company that challenges the status quo across the managed detection and response market. Throughout her career, Carrie built global marketing campaigns and demand generation prog…
 
When LinkedIn came out with its report in 2020 that showed that 44% of organizations are facing significant declines in responsiveness, we at Personal ABM mentioned that it was not pandemic related. COVID may have exacerbated the situation but it's because we need a new way to market and sell to prospects. Recent studies from Challenger, support th…
 
In a recent PMA article, Julien Sauvage (VP of Product Marketing at Gong) mentioned that the top product marketers this year will create a strong connection with sales and measure their success in a tangible way. In many cases, at Personal ABM, we find that marketing is focused on getting accounts into the pipeline. They aren't thinking about how t…
 
Too often, sales and marketing have dehumanized their processes and have dehumanized their social, email, and live conversations with human buyers. Ethan Beute (Chief Evangelist at BombBomb) and Eric Gruber (CEO of Personal ABM) discuss how it's time to be more intentional and conscious about how we are reaching out to partners, customers and prosp…
 
At its core, Challenger is not about what you sell and market - it's about how you sell and market and the buying experience that you deliver to key accounts. It's about leading with relevant insights and leading to your solution vs. the other way around which is often the default approach that sales and marketing takes. On this podcast, Michael Ra…
 
On this podcast, Jarod Greene, Highspot's VP of Product Marketing shared with Eric Gruber (CEO of Personal ABM and host of the Stop the Sales Drop Podcast) the lessons he learned from being a math teacher on how to connect with the disconnected. As a math teacher, he needed to re-engage with students that "checked out" and give students that did no…
 
Vijai Shankar, VP of Product Marketing for Uniphore, says that the biggest mistake companies can make when it comes to ABM is to have demand gen and other "marketing areas" drive ABM programs. Account-based sales and marketing is a business strategy where leadership, sales, marketing and account management teams work together to get more accounts t…
 
According to a recent PwC study, 86% of B2B buyers would rather pay more for a better experience. Inside this recent webcast and podcast, Eric Gruber (CEO of Personal ABM) speaks with Joshua Fedie from Sales Outreach on how sales and marketing teams can increase the buyer experience especially the “in-between stages” and drive greater “digital” eng…
 
Jeff Sirkin (Sirkin Research) and Eric Gruber (Personal ABM) came together for this Stop the Sales Drop Podcast to show go-to-market teams why they are unable to drive demand and responsiveness with status quo accounts and those stuck in their buying journey. They start off the conversation talking about where content gaps exist and how most conten…
 
Dave Duke (Co-Founder and Chief Community Officer at MetaCX & Host of the Revenue Revolutionaries Podcast) recently joined Eric Gruber (CEO of Personal ABM) on the Stop the Sales Drop podcast to discuss how we need to reboot the complete customer lifecycle to win, protect and expand key, tier 1 accounts. Listen to this conversation to uncover: 1. W…
 
Product marketing gained momentum during the pandemic. Now, these questions remain .. where do we go from here, how do we need to reboot the product marketing function, and what does 2021 have in store? During this podcast, Eric Gruber (CEO of Personal ABM) and Roger Beharry Lall (VP of Product Marketing and Head of Marketing for Traction Guest) wi…
 
Inside this Stop the Sales Drop Podcast episode, Eric Gruber (CEO of Personal ABM), David Crane (VP of Marketing at Intentsify), and Eric Belcher (Head of Sales at Intentsify) discuss the biggest challenge that 2/3 of organizations have after investing in Bombora, 6Sense, and other intent data platforms. This challenge is... how we can activate and…
 
Mark Stouse (technology CMO turned software CEO of Proof Analytics) recently joined Eric Gruber (CEO of Personal ABM) to discuss how sales, marketing, and account management teams need to reboot their go-to-market (GTM) programs, including who owns it. Listen to this podcast to learn: 1. Who needs to show up in the "battle" for revenue growth and h…
 
Christian Klepp (co-founder of EINBLICK Consulting) recently joined Eric Gruber (CEO of Personal ABM) on the Stop the Sales Drop podcast to discuss how to stand out in the sea of sameness. Listen to this podcast to learn: 1. Why your positioning is not perceived as unique and of value to target accounts. (According to studies by Challenger Inc., on…
 
Darrell Amy (Growth Architect at Revenue Growth Engine) recently joined Personal ABM CEO, Eric Gruber on the Stop the Sales Drop podcast to discuss: Why sales do not need more leads if you have a revenue growth engine in place Where misalignments are occurring between sales, marketing, account management/customer success teams, and clients and why …
 
Dustin Deno recently joined Kristina Jaramillo and Eric Gruber on the ZStop the Sales Drop Podcast to discuss the shifts his team made in sales outreach and sales engagement last year due to C-19. In addition to finding out what worked, what didn't work and where the team remains challenged, you will also learn: The critical strategies that ShowPad…
 
Vikas Bhambri (SVP of Sales and CX at Kustomer, which is being acquired by Facebook) recently joined Kristina Jaramillo to discuss how to reboot the customer experience. When you listen to this interview, you will learn why Vikas invested heavily in sales enablement as Kustomer expanded and the role it played when it came to improving the prospect …
 
Roderick Jefferson, author of the upcoming book - "Sales Enablement 3.0" - recently joined Kristina Jaramillo and Eric Gruber on the Stop the Sales Drop Podcast to discuss what sales enablement should be - and what it has become instead. When you listen to the podcast interview, you'll learn: Why most sales enablement programs have become cost cent…
 
In this podcast, Kristina Jaramillo (President of Personal ABM) and Steve Watt (Marketing Director at Seismic) provide you with a sneak preview of the content and value that will be delivered during an upcoming Reboot Friday panel that is focused on changed the digital selling and marketing game. You will hear a debate on whether LinkedIn should be…
 
Revenue is a process, and it should be treated like that. In this podcast episode, Kyle Coleman (VP of Revenue Growth and Enablement at Clari) will share how many organizations are not treating revenue like a process. For those that have a revenue process, Kyle will uncover where the gaps lie and the impacts. He'll also provide a sneak preview of w…
 
During this podcast, Cassandra Jowett (Senior Director, Marketing at Path Factory), discussed with Eric Gruber (CEO of Personal ABM and Stop the Sales Drop): 1. How content consumption changed in 2020 2. Where friction in the buying journey exists - and the content shifts we need to make 3. How does content need to evolve to support ABM, sales, and…
 
In this podcast, Todd Caponi (Author of The Transparency Sale) talks to Kristina Jaramillo about the 3 things that need to happen throughout the sales process: 1. Build trust, which comes down to how transparent you are 2. Deliver value 3. Create a-ha moments Listen to this podcast to learn how you can be building trust, delivering value, and creat…
 
Whether you call it a demo, a virtual tour or any other fancy wording to get prospects to schedule time with you - we find that most demos do not lead to a positive business decision. With this conversation with Ed Jaffe from "Demos Win Deals" and Eric Gruber from Personal ABM you will learn: 1. The steps that sales should take before a demo is ini…
 
On this Stop the Sales Drop Podcast episode, Liston Witherill (Founder of Serve, Don't Sell and Host of the Modern Sales Podcast) joined Kristina Jaramillo for a 40-minute conversation on how to reboot your sales and account management process. Listen to this podcast to learn: Where gaps lie in current sales processes and how it's leading to misali…
 
In this LinkedIn Live and Stop the Sales Drop podcast conversation, Andrew Sykes (CEO of Habits at Work) talks about how customers and prospects are stuck because we do not have the right story for the right people at the right time for the right reason. During this interview, you will learn: 1. How you should tailor for relevance and teach for dif…
 
Paul Butterfield, VP of Global Revenue Enablement at Instructure and Host of the Stories from the Trenches podcast, joined Kristina Jaramillo for a discussion on rebooting the sales process and messaging to drive a rebound in win rates. Within this podcast, you will learn: How sales teams are having undifferentiated social, email and live selling c…
 
Within this recent LinkedIn Live video interview, Matt Heinz spoke with Kristina Jaramillo from Stop the Sales Drop and Personal ABM. Matt provided a sneak preview into the information he’ll be sharing during our Rebooting the Pipeline panel that will also include Scott Vaughan from Integrate and Lisa Shepherd from Mezzanine Growth. Watch this inte…
 
Vince Beese (Head of Enterprise for Kustomer.com and Founder of The Revenue Exchange) recently joined Kristina Jaramillo for a Sales Reboot LinkedIn Live and Stop the Sales Drop Podcast. In this episode, we discussed: 1. The shifts Vince made when he joined Kustomer which allowed the team to get more customers like Ring. 2. How and why selling to e…
 
Jason Cutter, Author of Selling with Authentic Persuasion, joins Kristina Jaramillo on this episode of the Stop the Sales Drop podcast to help you improve the sales experience so you can go from hello to close. When you listen, you will learn: 1. What's wrong with the sales experience that prospects and customers are getting from b2b firms. 2. How …
 
Because Rob Jeppsen of Jeppsen Performance Group believes that only 3% of Chief Sales Officers and Sales VPs have a sales leadership system in place, we discuss: What needs to be part of the sales leadership system if you want to have the biggest impact on the future performance of your sales team. The 4 levers that sales leaders should pull now to…
 
Within this podcast episode, Kristina Jaramillo and Eric Gruber have a conversation with Deanna Ransom (Global Head of Marketing & Marketing Services for Televerde) on how marketing organizations need to be held accountable for driving revenue and business objectives. You will learn: 1. The internal "business" conversations and the reframes on how …
 
Within this Stop the Sales Drop podcast, Kristina Jaramillo interviews Sales Rebellion's Michelle Hecht to humanize the sales process. Kristina was really excited about this interview because Personal ABM (Kristina's sales and marketing execution firm) is all about humanizing sales and marketing and speaking to the human buyers within target accoun…
 
Jeff Bajorek (Host of the Why and the Buy) joins Kristina Jaramillo to share a new way to prospect on LinkedIn, by email or by phone and how sales teams need to have more intention. Within this Stop the Sales Drop Podcast, you will learn: 1. How success in sales, business and leadership is not about following a prescribed step-by-step process and h…
 
Within this Stop the Sales Drop podcast, Julie Thomas shows the keys to helping prospects and customers on LinkedIn "see" their million-dollar headache and the challenge. You will learn: 1. How value selling is not touting your value selling proposition and how your VSP should only be your springboard to how you may provide value. 2. How most sales…
 
AJ Wilcox (President of the only agency worldwide that's a LinkedIn certified marketing partner) joins Kristina Jaramillo to discuss the opportunity that LinkedIn Ads presents that 77% of organizations are missing out on. When you listen to this podcast, you will also learn: How you can get a stronger return for your LinkedIn ad dollars The Do's an…
 
Darryl Praill, who will be making 2 guest expert appearances in our upcoming virtual LinkedIn training, recently spoke to Eric Gruber about the sales and marketing shifts that VanillaSoft made to adapt to this new environment. You'll learn: 1. How the company shifted from an inbound-centric organization to an outbound account-based centric organiza…
 
Within this Stop the Sales Drop Podcast, Neal Schaffer (Author of the Age of Influence) agrees with LinkedIn expert Kristina Jaramillo that 95% of profiles are irrelevant to the market and to the key accounts they want. You will learn: How sales and business leaders can extend their personal branding on LinkedIn to showcase their strengths, drive d…
 
During this Stop the Sales Drop episode, James Gilbert (CMO at CRMNext) calls out how even the big players are not effectively using ABM as they are not using it as a complementary strategy. In fact, he thinks that true ABM shouldn't even be called ABM and that it should be a "company strategy" as ABM means that marketing owns most of the lift. Thi…
 
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