Helping traditionally-minded sales and marketing pros become relevant by demystifying trending digital approaches. Why? To build stronger customer relationships. We also help curious, non-technical people talk the talk in B2B information tech and software.
Hosted by Aaron Abodeely, a curious tech marketer and sales leader, who had a breakthrough when he learned about how tracking pixels, marketing automation, and simple video communications actually augment human interaction with potential customers and users, not detract from it.
031: Aligning Stakeholders Upfront for More Engaging Marketing Content with Eric Eicher and Bryan Kryder
Eric Eicher and Bryan Kryder are co-founders of RightHand, a marketing agency based in Indianapolis, Indiana. I invited them on to share their framework for actively aligning stakeholders, such as executives, marketing teams, and sales leaders, to have a common language and goals for marketing campaigns. This ultimately saves teams time and gets better engagement from buyers. They learned this framework after years of making videos, websites, and campaigns that didn't "work" because strategy, messaging, and goals were misaligned.
030: Enabling IT Channel Partner Success and Revenue with Good Marketing Execution with Brent Patrick
Brent Patrick is Senior Marketing Manager at Scale Computing. He's responsible for Channel Marketing and Marketing Ops. This includes sales handoff and sourcing leads for the Account Development reps. In Episode 030, we discuss how agile marketing in 2020 has allowed their partners to increase revenue during a tough economic climate. Brent's holds certs in Pardot and the SiriusDecisions B2B Marketing. Certs help him think outside the IT industry, enabling good marketing execution with speed and confidence.
029: (Part 2 of 2) Why Technical Aptitude Sets You Apart in IT Sales, the Human Impact of Tech with Jasmine Morris
Jasmine Morris and I had blast in Part 2 talking about selling IT solutions to customers in 2020, especially when many sellers have had to execute from 100% inside and marketers have been 100% digital. Jasmine highlights how she doubled down on existing customers by helping them think about their future-state (which has been accelerated in 2020). We also touch on how getting technical certifications has helped Jasmine's confidence and ability to be a holistic seller (Tech, Business, and Human).
028: (Part 1 of 2) Working in IT Sales while Black, How Inclusive Teams Can Get Better Results
Jasmine Morris is an Account Manager at CBTS, selling IT solutions to small and medium-sized businesses in Indiana. She's also the Creative Director at Indy Black Millenials, and she's getting her MBA in Information Technology and has worked on a handful of sales engineering certifications.
In Part 1 of 2, we talk about Jasmine's work in the black community outside of work and how it has made her a more human, grounded professional. We discuss her lived experience as a black woman in tech.
027: Salespeople as Content Creators, Selling 100% Through the IT Channel with Zach Broome at Procurri
Zach Broome is a Channel Partner at Procurri and he's produced over 30 videos on his "Procurri Zach" YouTube channel. Zach has now been in channel sales in the IT data center and infrastructure industry for almost six years, and for the past two years he's found that making video content as a salesperson keeps his relationships strong during long deal cycles. If you work in sales or marketing at a VAR, MSP, Solution Provider you'll enjoy this episode.
Zach's role at Procurri helps IT Solution Providers sell more net-new infrastructure deals by helping them drive down cost with Third Party Maintenance and hardware buybacks leading up to the old hardware asset decommission and the migration, whether that be cloud or on-prem.
We also talk about mindset, struggles as a salesperson, and how discipline, exercise, working on personal projects and waking up at 5:30am every day have helped Zach find success.
026: Mindset Discussion with Mentor Casey Patrick O'Connor
Casey Patrick O’Connor is the Owner of Can Do Can Teach ( CanDoCanTeach.com ).
He is also a mentor of mine and was one of my first managers right out of college when I worked in Sales and Tech Support at GoDaddy. Casey took what he learned after working at GoDaddy as a Leader in Customer Care for 14 years.
He’s an ultra-marathon runner, volunteer firefighter, and helps small business owners and unemployed get better traction with their professional endeavors.
At CanDoCanTeach.com he consults scaling sales and customer service teams, bringing accountability, tools, and process to organizations.
01:00 – Aaron Intros Casey. Aaron tells a story of how Casey made an impact on him.
04:00 – How Casey’s mother, ultra-marathon running AND time at GoDaddy helped him be a better leader and have a strong mindset. Casey has made an impact on thousands of people in his career. Realizing the person you can become.
25:00 – How do you balance sticking to a plan, being aggressive with sense of urgency WITH a realistic timeline and patience. Starting CanDoCanTeach.com and being accountable for working through a process when you’re not where you want to be yet.
36:00 – Being a student of the process versus Fake it Until you Make it. What’s your philosophy? Believing in yourself. GoDaddy people who followed the process and leveled-up. Aaron learning how to sell from Casey and folks at GoDaddy because of the strong culture, this is systemic with the right leaders and culture.
44:00 – About Can Do Can Teach: candocanteach.com helps scaling teams with training and technology.
Find Casey Patrick O’Connor online:
Casey O’Connor LinkedIn: https://www.linkedin.com/in/caseyrunz/
Can Do Can Teach (Casey’s consulting company): https://candocanteach.com/