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The Marketing Technology Podcast is a weekly podcast on marketing technology. We have interviews with software vendors and users like CMO‘s.Host Elias Crum (CEO of marketingguys.com) also discusses artificial intelligence, buyer persona’s, customer journeys, customer experiences, and more martech stacking & hacking. Podcasts are in English.
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Chris Beall and Corey Frank host episodes with thought leadership that leaves you shaking inside.
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Welcome to the Tech Guys Fix Marketing podcast. A podcast about the tech stuff you need to boost sales and stress less about your online business.....plus some funny stories here and there.
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3 Bald Guys Talk Marketing is composed of Rodney Warner of Writer For Hire, Paul Schindel of Three Bears Communications, and Fred Z. Poritsky of FZP Digital. We all bring different aspects of marketing to the podcast as you will hear when you listen to each episode. Our goal is to educate and inform our listeners about trends in print and digital marketing. Thanks for visiting and happy listening!
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EP249: Mozart, Jazz, and the 0.01% - Why Most Sales Teams Are Playing Out of Tune
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Today they welcome Helen Fanucci, author of "Love Your Team" and CEO/Co-Founder of Pipeline Power, for a candid look at why sales coaching fails - and how to fix it. The stats are startling: only 0.01% of recorded sales conversations are ever reviewed, and 83% of sales managers have never received formal training. Through their discussion, the trio…
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Last time, we peeled back the layers on spotting sales superstars with the Glider.ai crew. Now, in Episode 248, we're rolling our sleeves up and getting our hands dirty with the nuts and bolts of their process. Chris, Corey, Aron, and Anand aren't pulling any punches as they dissect Glider.ai's assessment approach. They're asking the hard-hitting q…
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Aron Placencia and Anand Karasi from Glider.ai join Chris Beall and Corey Frank to tackle the perennial challenge of talent acquisition in sales. They're not just talking about finding "good" people – they're on the hunt for true "A players." How do you spot them? What makes them tick? And how can you build a team full of them? From the pitfalls of…
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Helen Fanucci, CEO and Founder of Pipeline Power, continues her role as host in this illuminating conversation with Chris Beall. We're picking up where we left off, unraveling the mysteries of dormant leads and exploring their untapped potential. This episode delves into what Chris calls "Lazarus leads" - those seemingly dead opportunities that can…
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We're shaking things up today with Helen Fanucci, CEO and Founder of Pipeline Power, taking the reins as our host. Helen engages Chris Beall in a thought-provoking exploration of dormant leads - those overlooked opportunities that could be gold mines for your business. Chris reveals a startling statistic: "91% of $18 billion is wasted" on leads tha…
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Welcome to the Marketing Technology Podcast, hosted by Elias Crum (digital strategist and CEO of Marketing Guys). In this episode of The Marketing Technology Podcast, we are thrilled to welcome Eisha Armstrong, Co-Founder and Executive Chairman of Vecteris and a seasoned expert in helping organizations commercialize and scale their productized serv…
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In this episode, we get into the heart of human connection with our special guest, Stephen Oommen. From tech giants like Microsoft to the challenging streets of Oklahoma, Stephen shares how he turned adversity into a superpower of empathy and connection. Hear how personal struggles forged a unique ability to relate to anyone, anywhere. Stephen reve…
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AI has the potential to revolutionize sales management by providing insights from aggregated conversations, freeing up time for managers to focus on coaching and engaging with their teams more effectively. Chris Beall and Helen Fanucci dive deeper into the evolving world of sales management in the era of AI. They explore how artificial intelligence…
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In this episode, Chris Beall welcomes back Helen Fanucci, founder and CEO of Pipeline Power, to explore the evolving world of sales management and AI-driven insights. Helen shares a startling statistic: "17% of the reps deliver 81% of the revenue," setting the stage for a deep dive into boosting team performance. The conversation reveals how AI, pa…
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In this final segment with Brian Perks, Corey Frank, and Chris Beall, the conversation takes a fascinating turn into the human side of data-driven sales. They explore the delicate balance between leveraging advanced AI and maintaining genuine human connections. Brian shares insights on the power of sincerity in sales, while Chris delves into the ps…
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In this second episode of a visit with Chris, Corey, and guest Brian Perks they dissect the evolving landscape of data, innovation, and sales in the modern economy. They explore how utility-like standardization is reshaping industries, drawing parallels between electricity and data as foundational infrastructures. The conversation weaves through th…
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Welcome to another insightful episode of our Marketing Operations (MOPS) series! Today, we're diving deep into the world of recruitment for marketing operations with a special guest, Matthijs van Rosmalen, a seasoned recruitment consultant from Finest People. Matthijs specializes in sourcing top-tier talent in digital marketing and sales, with a fo…
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Corey Frank and Chris Beall welcome Brian Perks from 5x5, a revolutionary data cooperative. They dive deep into the changing data landscape in sales and marketing, exploring how traditional data brokerage models are becoming obsolete. Brian shares insights on 5x5's innovative approach to data as a utility, emphasizing the importance of data standar…
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In this new episode of our Marketing Operations (MOPS) series, Elias and Mark dive into the world of marketing operations with a focus on TomTom’s unique journey. Our guest, Debby Kruse, guides you through the challenges and successes that have transformed TomTom into the digital innovator it is today. From implementing advanced marketing technolog…
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In this unique episode of Market Dominance Guys, Chris Beall flies solo to unveil the blueprint for a revolutionary concept: the selling machine. As innovation accelerates and markets expand globally, Chris argues that a systematic approach to sales is not just beneficial—it's essential. He outlines a framework that transforms the traditional go-to…
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In this episode of The Marketing Technology Podcast, we dive deep into the intersection of marketing operations and customer experience with our special guest, Gerben Busch. With decades of experience in the field, Gerben shares invaluable insights on how marketing operations serve as a crucial bridge between marketing, business, and ICT, ultimatel…
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In this episode, Chris Beall poses a provocative question that challenges the very structure of sales departments. What if companies didn't need traditional in-house sales teams at all? Sounds radical, right? But Chris takes us on a thoughtful journey through the potential of outsourced sales. From list building to discovery calls, he explores how …
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In this episode of the Marketing Technology Podcast, hosts Mark van Horik and Marten Hoekstra dive deep into the world of marketing operations with the insightful Kelly Jo Horton. Kelly Jo is an expert in the field, and she shares her extensive knowledge on how marketing operations play a strategic role in today’s data-driven organizations. Episode…
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In this episode of Market Dominance Guys, Chris Beall challenges conventional wisdom about pre-call research in cold calling. Drawing from a recent real-world experience, Chris dives deep into the mathematics and psychology behind sales conversations. Is extensive research before each call truly beneficial, or could it hinder your team's effectiven…
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In this episode, Mark van Horik and Marten Hoekstra chat with Rajen Raghoenathsing, Marketing Operations Manager at DPG Media. Rajen shares his experiences and tips on making marketing systems work better, the importance of strategy, and how to connect marketing with IT. Learn how Rajen’s methods have improved processes and results at his company. …
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In this episode, Chris Beall gives us a manufacturing-inspired blueprint for supercharging your sales pipeline. Chris breaks down the process into actionable steps, from refining your contact lists to calibrating your sales team's performance. He shares a powerful Excel technique for rapidly improving list quality and introduces the concept of "Fli…
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In this episode of our Mental Models series, Chris kicks off by comparing sales processes to a manufacturing line, where quality at each step is crucial. But he quickly switches to a meatier topic: the role of "the guesser" in business decision-making. "Time is never our friend," Chris warns as he unpacks why every organization needs a designated d…
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In this episode of the Marketing Technology Podcast, hosts Elias Crum and Mark van Horik engage with Bareld Meijering, an audience-centric B2B marketer with over a decade of experience. Bareld shares his expertise on marketing operations and the essential pillars of a successful revenue engine: datamark, data relationships, and business processes. …
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In this insightful episode of the Marketing Technology Podcast, hosts Elias Crum and Mark van Horik sit down with marketing technology and operations expert Frans Riemersma to discuss how B2B marketers can streamline and optimize their marketing technology stacks, data management, and process automation. Frans shares his Big Five components of best…
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In this next episode of our Mental Models series, Chris tackles two critical aspects of modern sales strategy. He begins by examining the 'do nothing' competitor - often your most formidable adversary. Chris uses vivid analogies to illustrate why prospects cling to the status quo, invoking the familiar and ominous warning that 'Winter is Coming.' H…
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In this episode of our Mental Models series, Chris dives into the crucial topic of strategic positioning and the competitive landscape. Chris dissects how to effectively align team mental models, using ConnectAndSell as a real-world example. He explores the concept of positioning against alternatives, emphasizing the importance of complementary str…
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In this brief episode, Market Dominance Guys' Chris Beall introduces some intriguing ideas about the crucial role of mental models in achieving market dominance. He touches on how our biases shape these models, the importance of learning over mere execution, and even hints at a mysterious new product born from an AI collaboration. But this is just …
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Are you ready to sculpt your way to market dominance? In this episode, Chris Beall embarks on a solo journey to explore the art of crafting your perfect target list. He's also apologizing to you for glossing over this essential aspect of your sales strategy, and now he's determined to make things right. Just like Michelangelo's David, your ideal ma…
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In this episode, Corey Frank and Chris Beall explore the power of conversations as the key to thriving in a future sales market increasingly clogged by AI. As digital channels become oversaturated and ineffective, the skilled rep emerges as the crucial resource, capable of navigating the uncrowded paths to success. Chris emphasizes that the robustn…
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In this episode of Market Dominance Guys, Chris Beall and Corey Frank dive into how sales reps can inadvertently end up working for their competitors by blowing the trust built in the discovery call. When a prospect agrees to a meeting, they're extending trust. But if the rep rushes into a transactional mode, focusing more on their own agenda, they…
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Welcome to the Marketing Technology Podcast, hosted by Elias Crum (digital strategist and owner of Marketing Guys). In this electrifying episode of the Marketing Technology podcast, hosts Elias Crum and Mark van Horik sat down with the dynamic Jacob Schermers, the visionary founder of Salesarchitects. This trio delved into the pivotal realm where s…
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You know what they say about humor in sales? It's like playing with fire. You might warm up the room or burn the whole deal down. In this episode of Market Dominance Guys, Richard Rabins, Chris Beall, and Corey Frank get into the weeds about using humor across different cultures. Can you just translate your best one-liners and expect them to land i…
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In the second part of our conversation with Richard Rabins, CEO and Co-Founder of Alpha Software, we delve into the delicate balance of using humor effectively in sales. Chris Beall shares insights on guiding prospects through emotional transitions, from fear to trust, using the power of laughter and surprise. However, the discussion also explores …
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In this episode, the guys explore the art of ricocheting your way to sales success. Chris Beall and Corey Frank are joined by Richard Rabins, the CEO of Alpha Software, to discuss the power of humor in disarming prospects and humanizing interactions. As Richard shares his personal anecdotes about leveraging laughter to close deals, the group delves…
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Welcome to a special episode of the Market Dominance Guys podcast, where we dive deep into the power of nurturing relationships through multiple conversations over time. In a world where many salespeople focus on quick wins and low-hanging fruit, our guests today reveal why playing the long game is the key to achieving true market dominance. Join C…
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In this solo episode of Market Dominance Guys, Chris Beall explores the potential of AI-powered data analysis using ChatGPT. Chris demonstrates how this cutting-edge technology can uncover valuable insights from complex sales data in a matter of minutes, a process that would typically take a human analyst days or even weeks. By utilizing ChatGPT's …
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Welcome to the Marketing Technology Podcast, hosted by Elias Crum (digital strategist and owner of Marketing Guys). Welcome to another electrifying episode of The Marketing Technology Podcast! Today, we're diving deep into the transformative power of sales technology with none other than the trailblazer himself, Reza Vinkes, founder of Nothe. Prepa…
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Welcome to this special Market Dominance Guys compilation episode featuring highlights from some of our most downloaded episodes in the first quarter of 2024. In these segments, Chris Beall and Corey Frank are joined by expert guests Shane Mahi and Helen Fanucci to explore critical topics for sales and marketing leaders navigating the evolving land…
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In this solo episode of Market Dominance Guys, Chris Beall unveils the ultimate sales KPI: pipeline dollars generated per rep hour. This metric is a game-changer for CROs, CFOs, and CEOs looking to optimize their sales efforts and drive business growth. Chris explores the importance of measuring and maximizing this KPI, sharing insights from Connec…
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Transforming the Marketing Game: Dive Deep with Danielle Navas-Brandt and the Dutch Revolution of They Ask, You Answer
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Welcome to the Marketing Technology Podcast, hosted by Elias Crum (digital strategist and owner of Marketing Guys). Today, your hosts, Elias and Mark, are thrilled to introduce an extraordinary guest, Danielle Navas-Brandt, the pioneering force that brought the transformative book They Ask, You Answer by Marcus Sheridan to the Netherlands. Danielle…
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Corey Frank and Chris Beall are once again joined by Fred Mondragon for this final segment from their visit. In the first two episodes with Fred, the guys covered the topic of The Seductive Shadowboxing of CRM data - Fit vs. Intent, Then the other side was discussed - Intent, Fit and the Future of Sales intelligence. In this final segment, the trio…
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In this episode of Market Dominance Guys, Chris Beall and Corey Frank are joined by special guest Griffin McGowan, a recent college graduate navigating the world of sales job hunting. The trio delves into the challenges and opportunities faced by young professionals seeking to launch their sales careers, with a particular focus on the crucial role …
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Welcome back to the second part of our insightful conversation with Fred Mondragon, where we continue to explore the intricate world of sales intelligence. In our previous episode, the guys discussed the significance of prioritizing fit over intent when targeting potential customers. However, the most successful sales strategies understand that fit…
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Is your sales team seduced by intent data, only to end up shadowboxing with poor-fit prospects? In this episode of Market Dominance Guys, hosts Chris Beall and Corey Frank explore a game-changing alternative with guest Fred Mondragon, CRO of GetRev.ai. Discover how "exographics" - AI-powered insights into how companies operate - enable sales teams …
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Corey Frank and Chris Beall share eye-opening insights from their recent marketing conference experience that every CSO and sales manager needs to hear. Chris uncovers a startling truth: nearly all MarTech tools are based on the misguided belief that you can't achieve success by simply calling prospects and having meaningful conversations. He chall…
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Welcome to the Marketing Technology Podcast, hosted by Elias Crum (digital strategist and owner of Marketing Guys). In this compelling episode of the Marketing Technology Podcast, hosts Elias Crum and Mark van Horik engage in a riveting conversation with Charida Dorder, author of the seminal work, AI in Marketing. Dorder takes listeners on an enlig…
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This episode wraps up our conversation with Corey Frank, Chris Beall, and Shane Mahi. Throughout this series, the guys have delved into the profound impact of AI on sales, the evolving role of human expertise, and the transformative potential of AI in reshaping businesses. They muse on the future interplay of AI and the craft of sales. Corey champi…
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Welcome to the Marketing Technology Podcast, hosted by Elias Crum (digital strategist and owner of Marketing Guys). In this insightful episode of the Marketing Technology Podcast, Elias Crum hosts Arushi Jain, the innovative Marketing Director at Typeface. This dialogue navigates the transformative role of AI in marketing, exploring its myriad oppo…
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The guys are back with sales visionary Shane Mahi as we dive into the vital facets of authenticity, ethics, and trust in the world of sales. As sales leaders, you know these elements are crucial for fostering customer loyalty and closing those pivotal deals. Shane elaborates on how transparency and being genuine have led to exponential sales growth…
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Embracing the Future of Sales: Moving Beyond CRM and Navigating the Salestech Revolution with Hanneke Vogels
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Welcome to the Marketing Technology Podcast, hosted by Elias Crum (digital strategist and owner of Marketing Guys). Right off the bat, Hanneke emphasizes the integral role of Sales Technology On getting started with Salestech, she advocates for a measured approach. Introducing tools progressively minimizes the chances of overwhelming the team, fost…
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