Saurabh Madan oversees Moengage's go-to-market and customer success initiatives in South East Asia, Australia, and New Zealand. Based out of Singapore, Saurabh has had over 15 years of experience in Sales & Business Development. He is a writer, tech enthusiast, writer, and sales coach. At the B2B binge APAC edition, he spoke about one of the most significant challenges marketing and sales folks across the globe face – the mindset of the buyer. Companies have been trying to unravel the secret...
Sep 28, 2020•28 min•Season 4Ep. 18
Mona Lolas is an accomplished Global Sales and Marketing Executive with over 25 years of experience in the IT industry. She has international exposure in conducting business in Australia, APAC Regional, and Global roles working in Vendors and Blue-Chip Companies. Mona has built new business lines, bringing new products to market and establishing vendor's presence in the Asia Pacific region. She holds extensive experience in go-to-market plans that directly support business growth objectives and ...
Sep 28, 2020•25 min•Season 4Ep. 16
Sudhir Nayar is the Managing Director of Commercial Sales at Cisco. For the past 30 years, he has led IT sales operations by creating skilled and empowered teams. In the process, he has mentored budding leaders for the Indian IT industry. Sudhir leads IT sales teams across large enterprises and SMB, built and transformed channels, developed a corporate strategy for leading IT companies like Sun Microsystems, Oracle, Microsoft, and Cisco. He is always looking out to participate in industry forums...
Sep 28, 2020•24 min•Season 4Ep. 15
Utkarsh serves as the Head of Business Development for SAP Asia Pacific and Japan. Based in Singapore, Utkarsh is responsible for market development strategies and sales programs across Asia-Pacific and Japan to realize the potential and future proof of SAP's long term vision. Leading with a customer-first mindset, he has a proven track record of developing sales and business development strategies that enable Intelligent and connected enterprises enabled through a best in class Experience Manag...
Sep 28, 2020•24 min•Season 4Ep. 14
Fernando Angulo has 10+ years of experience in digital marketing. He is currently Heads Communications at SEMrush Inc. Fernando is actively involved in the search marketing world and a regular speaker at Digital Marketing and Ecommerce conferences and events worldwide. He specializes in Competitive Intelligence and Competitors Research, SEO, and Paid Traffic Strategies for eCommerce and online business. When 77% of the company focused on content marketing, only 48% can explain their strategy. It...
Sep 28, 2020•22 min•Season 4Ep. 13
Namrata Kapur is the Head of Marketing of the Cloud Integration Department of IBM. She is also the host of the vlogging series Marketer in tech. She is also a writer, speaker, and mentor. At Ampliz B2B Binge 4.0 APAC edition, she shares nuggets of knowledge regarding measuring the KPIs that matter to business growth. Marketing goes beyond awareness today. It has every nook and corner of different processes. All KPIs of various departments are interrelated. They have to club into a bucket so that...
Sep 25, 2020•23 min•Season 4Ep. 11
Adarsh Noronha leads Hubspot's growth efforts in India. Adarsh is responsible for HubSpot's sales and revenue across India and will be based in HubSpot's Asia Pacific headquarters in Singapore. Before joining HubSpot, Adarsh was General Manager and Senior Sales Director at Oracle, where he led the customer experience business in India, helping enterprises in the region with digital transformation. Before Oracle, he served as Country Manager at Informatica and spent six years in sales leadership ...
Sep 25, 2020•24 min•Season 4Ep. 10
Sangram Vajre is the Co-founder at Terminus, 2x Author, Host of #FlipMyFunnel Podcast, and Speaker and loves doing #LinkedInLive. He is the foremost authority in Account-based marketing or ABM. As one of the key speakers at the B2B Binge 4.0, US version, he sheds light on the three biggest mistakes the companies adopting ABM Strategy make. He also shares how to implement ABM strategy effectively, the right time to implement the process, and answers various queries of the audience. So, coming to ...
Sep 25, 2020•24 min•Season 4Ep. 9
GuruPandian is chief of growth and product at Ampliz. He has extensive experience in working with B2B data companies like ZoomInfo (now DiscoverOrg Zoominfo). He is a speaker and a great mentor. Here at Ampliz B2B Binge, he speaks about how B2B data has evolved over the years and how it can help businesses achieve their goals. Today marketing has a sole focus that is growth. The growth always boils down to lead generation, lead nurturing, and sales, irrespective of whatever activities you perfor...
Sep 25, 2020•24 min•Season 4Ep. 8
Tibor Shanto is a Pre-Discovery Specialist driving conversion & pipeline creation via improved execution. He helps B2B companies translate sales strategy to reality and was often called a brilliant sales tactician, obsessed with implementation. Tibor helps sellers align their process with buyers' decision and buying process. He specializes in prospecting and communicating value in a way that drives access to and action from decision-makers. Tibor makes his clients regularly see a double-digi...
Sep 25, 2020•24 min•Season 4Ep. 7
Leslie is the Vice President, Global Campaigns, and Field Marketing at Twilio Inc. She has in-depth experience in Program Management/Management and proven success in planning and implementing worldwide channel partner programs and high-impact sales training programs to support strategic business initiatives. Leslie is also a great speaker, mentor, and trainer. Ampliz invited her to the 4th edition of the B2B Binge event as one of the keynote speakers. She shares her journey from the beginning of...
Sep 25, 2020•22 min•Season 4Ep. 6
JD GERSHBEIN has supported professionals and companies seeking a greater understanding of how LinkedIn works and how they can harness the site's full potential. He is a pioneer LinkedIn strategist, a widely-acknowledged thought leader, and a dedicated educator who acts as a facilitator of learning and brings the importance of personal branding to bear, especially in COVID-19 times. Drawing upon his background in marketing, psychology, neuroscience, broadcasting, and performance art, JD finds his...
Sep 25, 2020•29 min•Season 4Ep. 5
Kate has more than 15 years of tech experience building strong businesses within different stages and industries. She believes deeply in bringing businesses to life in prospects and customers’ hearts and minds by creating compelling and consistent messaging throughout the customer life cycle. I have faith in its criticality for any business to bring the customer’s voice to every aspect of their business marketing, product, customer success, customer service, finance, and alignment with your cust...
Sep 25, 2020•26 min•Season 4Ep. 4
Camila Kaul is a passionate thought leader focused on digital consulting through insights and storytelling to create breakthrough, innovative digital strategies for companies. She is the head of Strategy and Sales Development for Google. She is also the founder of Just as Squiggle. As one of the keynote speakers at the B2B Binge event, she focused on how a problem-solving mindset can solve the organizations’ most significant problems more thoroughly. She goes on to say that 35% of the skills are...
Sep 25, 2020•23 min•Season 4Ep. 3
Harris is the founder of Harris Consulting Group. He is one of the top leaders in Inside sales. He is a keynote speaker and trainer. Harris trains salespeople on Full-Funnel Sales and provides Operational Guidance. He teaches from SDRs with no sales experience to AE's with years of experience under their hood and the Customer Success Reps on how to upsell and cross-sell. Harris helps organizations in streamlining their Sales Operations and Sales Process. He creates, audits them with recommendati...
Sep 25, 2020•22 min•Season 4Ep. 2
Andrea Waltz is the Co-Author of the bestselling book, "Go for No!" an eminent Speaker and a Virtual Trainer. She is the founder of Courage crafters Inc. At the B2B Binge event, she explains why a no is an opportunity made than an opportunity lost. What do you think about failure? How can you change the outlook about the loss? She says, "Embrace the connection between the Yes and No." Yes, maybe the destination, it is 'No' that takes you there. A 'No' is a chance to improve and develop. Be authe...
Sep 25, 2020•24 min•Season 4Ep. 1
What do sales and marketing teams need? It is pretty obvious sales and marketing teams of any company just need growth and growth just comes from more revenue and more customers. There are different stages in the funnel, at the top, you have the lead generation and you want to put as many leads as possible. Then you nurture it through your inbound marketing and other teams and then you want to close the deal. To make it even more obvious, you should have lead volume, so the more number of leads ...
Aug 19, 2020•22 min•Season 4Ep. 9
Turning Customers to Promoters Through Product Led Growth There’s a slight problem as lead generation becomes a marketing responsibility. With the funnel that we have, we have a problem. Our customers are kind of leftover at the end, and we’re not thinking of them the way we should be. They have the power to be our most influential marketers or most helpful salespeople, and our most beneficial customer success people because they’re, you know, on the ground using your product, telling other peop...
Aug 19, 2020•27 min•Season 4Ep. 8
Journey into Passion economy Passion economy is not hating your stupid boss and then becoming one. Many people think that, okay, I don’t like my boss. Let me just do a passion economy. Let me just jump into entrepreneurship. It is not that case. You are going to work with someone even tougher. You will be the boss. You are not becoming a businessman. You are a businessman. So it’s different if your reason for quitting a nine to six job and then starting a passion economy is just because your bos...
Aug 19, 2020•24 min•Season 4Ep. 7
The unanswered question: How do you attract the right talent? The sales interview processes, in general, is never complete without touching this topic and then the capacity planning in general. So let’s get to the first one. How do you attract the right talent? Now, there could be three different sales models in any organization. You know, when a company is pretty small, you’re thinking of a founder-led sales model with one or two salespeople. You want to make sure that you’re able to attract th...
Aug 19, 2020•19 min•Season 4Ep. 6
Challenges in B2B SaaS world The hard thing today in B2B SaaS is that there are more solutions out there. All use the same channels and try to get the attention of the users. That is getting harder and more challenged. Only 4% of all B2B SAAS solutions are gaining one million ARR. Only now 4% are getting to 10 million. So Smartlook is on the way to that. But you can see that not many are on this way and it’s not an easy game. Important factors to win customers One of the main metrics should be m...
Aug 19, 2020•24 min•Season 4Ep. 5
Making complex sales simpler How do you make the complex B2B sale easier? And there are five things that I want to talk with you about, like being informed, having insights. I understand that people buy with their emotions. How to map it and make it all easier? How to lead as a salesperson? I believe that the sales profession is a helping profession. We all do our best when we lead instead of trying to push the type of selling that isn’t very comfortable for any of us. So let’s talk about what i...
Aug 19, 2020•24 min•Season 4Ep. 4
What is Personal Branding? In simple words, personal branding is online presence. But it has become a buzz word that we often hear. Most of the people understand the personal branding. There are so many people who tell that they don’t have a personal brand now. I highly disagree with that because if you do have any kind of social presence online you have a Personal brand. It is very important to take care of your personal brand because that’s the very first impression someone is getting off you ...
Aug 19, 2020•25 min•Season 4Ep. 3
How does consultative selling work in this Pandemic? When the pandemic hit everywhere, people started saying, “don’t sell”, “don’t sell”. Nobody can sell anything. Just help people, don’t sell, and stop selling. But the fact is that selling is helping. But bad selling should not happen. Bad selling is when people are just pushing products without understanding their requirement. It’s when you connect with someone on LinkedIn and they pitch you with their product and services and try to set up a ...
Aug 19, 2020•25 min•Season 4Ep. 2
Often we think the more expensive our product or service is, the more information we need to give. We need to create scopes of work, contracts, legal ease, and massive implementation plans. And that actually will hinder and delay your sales cycle. Why one needs a six slide proposal template? One of the reasons why this was created is because people got confused. They could not comprehend what a proposal should be. A plan is not a scope of work or a letter of intention or a contract or any length...
Aug 19, 2020•24 min•Season 4Ep. 1
There is a huge difference between reel life and real life. When it comes to sales, being practical and natural is more effective than being artificial. Julie has years of experience in the film industry and also she has gained expertise in selling on camera. Generally, when people come in front of the camera, either they become so stiff that looks artificial or so nervous. Sometimes, to show confidence, people try to act being relaxed and sit in a relaxed position. While it is good on one hand,...
Aug 18, 2020•18 min•Season 3Ep. 12
Your brand is more than just your appearance. Many people think it's like your glasses, the cool hat that you wear at work, your fonts and colors, and various other things. Yes, that does have a factor in it, but your brand is what makes you tick. It's about you. Three things define your brand. Remember this one year try to start and build an online presence in a community and brainstorming ideas for content. 1. Your core values: Three things define your brand and from a moral standpoint as well...
Aug 18, 2020•18 min•Season 3Ep. 11
What is Customer Experience? Every time someone interacts with you as a part of their experience and it forms feelings. So the experience lives as feelings, then they become thoughts and then they become stories. These stories are what our customers tell each other about us. That is when they share their experience in online reviews and customer testimonials. Hence it is a slightly abstract thing that these are some of the ways that it becomes manifest though and some of the ways that the experi...
Aug 18, 2020•18 min•Season 3Ep. 10
How to do LinkedIn lead regeneration? For LinkedIn, this is what most people do while trying to generate a lead. You send an invite. If you think the person is a prospect and you, most of the time, you don't have any note. If you have, it will have something like "Hey, I found your profile interesting." or some random note like that, which is spammy and which is cliched and repetitive. The other person doesn't care who you are; they probably accept you as well. And out of a hundred invites that ...
Aug 18, 2020•21 min•Season 3Ep. 9
First and foremost, with the situation right now, people are worried about the present and future situation. Salespeople should focus on right now on getting emotional about the sales process and not about the outcome. And when you get focused on the process, that's where the results come in. You should focus on the sales intro; the questions you need to ask, are some of the crucial things. For example, right now, the most important thing is to be creative and innovative through your process. Th...
Aug 18, 2020•24 min•Season 3Ep. 8
